Experience the Efficiency of Lead Management Funnel in United States with airSlate SignNow

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how to create a successful lead funnel well welcome back my name is brendan bartik and that's what we're going to be talking about today in our industry we have a lot of different things thrown at us all the time talking about leads and how to convert and our leads convert at 10 4 19 i hear all of this all the time and what i have to make sure that we're really clear on is that everybody's lead funnel is going to be custom and individual to that person or that organization there's not two funnels out there that should ever probably be remotely similar based upon location size of team structure your personality style how long you've been in the business so many different factors what i'm going to give you today is a very simple four-step guide to create your funnel and then put it into action [Music] so let's get started when we think about a funnel i'd like you to take a piece of paper and on that piece of paper i just want you to draw an upside down triangle easiest way that i can explain it so upside down triangle all right at the top of the funnel or at the top of the triangle you're going to have that line drawn straight across okay so it's going to look like you know a line a triangle at the top i want you to start thinking about where you're going to get leads and client opportunities from and i like to call this the the scoops of ice cream on the ice cream cone so you got this triangle which is your ice cream cone but are going to be the big scoops that we're going to put at the top that are going to start to melt and go all the way down into our cone and here's some things i'll throw out at you it depends on your type of business now if i'm creating a funnel for a brand new real estate professional then we have a couple of options here which i'm going to show you a small budget option or no budget option which i i think is the best way to start and then as you start making money to create a bigger option and then we'll talk about how to grow it from there so if you're a brand new agent probably at the top of your funnel you're going to do a lot of outbound activities to make your circles so one of those outbound activities could be calling expired listings or connecting with expired listings so that might be your first circle the next one could be door knocking your neighborhood or a neighborhood you want to farm so door knocking could be another circle at the top of your ice cream cone third could be you create a youtube channel you're on youtube right now or listening to us on a podcast youtube or podcast so that you can start getting the people to see who you are what you're about the information and value provide and maybe that's at the top of your funnel and then of course everyone always loves this one as real estate especially new agents i don't know why social media and i'm not saying there's anything wrong with social media but i can tell you it's especially in the beginning it's going to be a piece but not the only piece you need all right you can't it not that you can't it's very challenging to build a successful real estate business solely off of facebook and instagram it's just a fact especially without paid advertising on the two and i know if you if you if you're having massive success with that feel free to share it in the box i'm sure someone out there is i'm saying on average the masses so you have those those activities then you could possibly have and don't put all these up there just yet networking right so what are your networking events maybe you have a book club maybe you're involved in a charity maybe you have different things that you do that help produce connections to people meetup groups is a possible good one there that you could start to do chamber of commerce political affiliations so do you see how we're building out that entry level of funnel my recommendation to get this right think about two to three and get those really good there's no reason to have eight nine or ten in fact you could really put three up there and then just focus on one for the next two to three months as you improve that and then head on from there so give that some thought so that's at the top of the funnel then on the next thing i want you to maybe go an inch down on your paper write it draw a line and then the next thing we need to do with leads is we need to categorize them and create filters to do this when we put them in our crm and the agents get so worried about do i have the right crm there's no perfect crm they all have pluses and minuses every single one of them is basically designed to start here funnel down and help you stay organized and provide your clients with value and then some of them get a lot more detailed as you have a massive database because you're generating and taking care of so much information now we're going to put links below one that i utilize is real geeks so i've been using real geeks for years i love it it works for me but it was an evolution of building that system out over time i know a lot of agents that have great success with boomtown i know agents that have great success with whatever their company's website is it just depends on where you're at how much money you have to spend and what you're looking at but once we meet a person so let's go back to our top of our funnel so we met somebody through networking at a barbecue or an event or whatever it is we come back we need to put them into our crm our management system okay and what we need to do is make sure what we have is what i call a legend you need to have a legend the way that you classify and categorize somebody every time you put them into your system so you have to make sure by either watching the crms informational website learning from others there's ways to do this right and there's ways where you can really screw up your database from the start so make sure you understand the statuses urgencies time frames and what i mean by this is let me take it very simple you meet someone at barbecue you put them in your crm and when you put them into your database you're going to classify this person as here's what ours is contacted so i've been in contact with this person if i found out that they were looking to buy a house in the next 30 days our status is going to be hot so we mark them as i met with this person i've been in contact with them human contact i know that they're looking to sell in the next 30 days that's my hot classification and their status is that needs to get pre-called so i know that that's the legend then from that you can start building out other categories let's say that they weren't ready to buy for 90 days well maybe that's urgency is warm for you maybe things past 90 days is cold i will make sure that you understand ours and we'll make sure that that's all laid out but it has to be specific and it depends on how your crm classifies things i guarantee you there's somewhere in the help system that talks about how to do this and then you're going to have to add to it and build customization to it so now we've filtered and categorized and the reason this is important is because you're going to want to be able to when you have 200 300 435 000 people in there you're going to want to be able to search data very quickly depending upon who's what and where so you can really be effective on processing those clients and helping them have success so the next piece is is just that is what we call processing or nurture so i want you to on your paper draw another line about an inch down and i want you to write process slash nurture so this is the system that you're going to create that's going to provide a step-by-step process of what you're going to do from the second new person enters till they end up doing a transaction with you so this could be they get a market report they get put on your direct mailer you tag them for your monthly giveaway that you announce are set up on a custom home search or if they're a seller they're set up to see homes that are available active in their neighborhood currently competing against them if they were to list you can figure out what are the things that i'm going to do every single time and you're going to call this the susie smith system or the the john adams system it'll be your system or if you're a really successful agent on a team you're going to need to learn that teams system so that you can understand we're all talking the same language perhaps a team owner created this for you and spent hours and hours to make it elaborate so that you don't have to do it that's awesome right but make sure you know how to use it is extremely critical so you've got to figure out how to process and nurture people because we know that the average conversion for a new buyer lead is 550 days 500 that's a lot of days somebody could pop right away somebody might take four years somebody might take 10 years is your system set up to nurture a client for 10 years before they decide to buy or sell with you that's what we have to make sure we're developing in that section one more lying down i want you to draw another line down an inch now we have to convert c-o-n-v-e-r-t convert so now we've nurtured and now we want to lead down to this this next thing which is an appointment okay so you have to go on an appointment so now you've been nurturing nurturing nurturing and they raise their hand and they go we'd really love for you to come over and take a look at our house hot dog here i go they could be interviewing four other agents they could be in a just the starting process of where they're willing to start looking at selling their house there could be in a million different situations but now i've got to make sure that i'm really good at converting so i need an established and successfully proven listing presentation or buyer consultation that leads to signatures in a non-threatening non-i use the word douchey way right you want to help clients and lead them to the success of we're ending this with us doing business together if that's what's possible during your pre-qual so how do you get better at conversion the one way that we know is you have to practice to get better at converting you have to have practice so role play script practice do your presentation a thousand times okay right if you want to be a pro golfer you're gonna have to practice a lot of putts to ever get good at putting why would it be any different when you're going to meet with someone for possibly a hundred thousand dollar listing commission to sell their home you don't think that maybe you should have practiced ahead of time here's the thing sell your program not you as the person if you don't have one we have one available to you feel free to connect with us brennenbardic.com we have it all detailed out with where to buy it how to do it all that fun stuff and then you customize it a little bit to yourself once you have it you got to learn how to use it so then join us for role play monday tuesdays and thursdays 12 o'clock mountain standard time if you want information on that go to our our private facebook page all of that information is there this is what professional too are you in a community around people that are wanting to bring you to the next level and then the last piece i want to draw one more line you should have just a little bit left of your bottom of your triangle there repeat so that's it now we're going to repeat we're going to ask for referrals we're going to provide something that we call the promise during the transaction and that's an entirely different video just google brendan bartock the promise where we make sure that we get a buyer or seller referral from every client we help plus a five-star review i'm going to provide value to our client with our custom 30 touch marketing program so after they close on their home they're going to give me additional referrals we're going to become friends we're going to be in a relationship together where they're going to want to send business my way that's the funnel so let's re restart this over think of your ice cream scoops on top the next is it's going to start melting down we need to categorize and filter the information so we have to have our legend that's very important the next piece we need to process and nurture if it's a seller lead i do this this this this this if it's a buyer lead i do this this this this this this the next section is i have to convert so my listing appointment and buyer consultation are designed and proven and i practice them that always leads to me doing business and providing great value to my client and then at the very bottom of our ice cream cone or our sales funnel repeat and repeat and repeat and that's where you just put a dollar sign a smiley face of a happy client and they're so thrilled about your service and your continued service that they send you people for the future put it into action do you have questions about this ask us in the comment section below share this with someone else that might be needing a sales funnel right now and as you develop it those three scoops of ice cream at the top they're gonna change over time right maybe one day your ice cream scoops are billboards tv ads radio it's gonna change depending upon in the beginning you have more time so you're gonna do efforts that take up your time in as you build a successful business you're gonna have more money so you can leverage that money so you don't have to spend as much of your time to produce the same result a lot in that one i'm gonna be dropping a lot more videos about sales funnels and nurturing systems and all of that but i hope you enjoyed it hit the like button that would mean the world to me and if there's anything i can ever do please don't hesitate to reach out