Streamline Your Lead Nurturing for Real Estate with airSlate SignNow

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in this video I'm going to show you how to nurture your leads this is the biggest mistake people make when they work with online leads is they're not nurturing people that are not able to do a deal right away and this makes up the biggest part of their Market honestly most people can convert someone that's desperate to do a deal but finding those people are far and few in between you want to capture the biggest piece of the market which are people that are uncertain what to do they have a problem that you can solve and you just need to build the trust and give them enough advice to actually close them so I'm going to jump on my desktop to show you some of the features that you should be using to actually nurture them and this part takes work but once you get this down you can really capitalize on your entire pipeline now before we jump into the automations it is crucial to understand how important long-term nurturing clients and leads actually is because when you look at the current market whether you're in real estate or mortgage doesn't matter right now about 3% or less of the market is ready to do a deal so if you run ads or if you're getting leads it's unreasonable to think 100% of your leads are these 3% the math just doesn't work out now the great thing about these 3% is you can probably convert them but they are also probably talking to other Realtors other loan officers so you're kind of late in the game now we should definitely work on these 3% but but the bigger piece of the pie are people that are in the research phase or in the dreaming phase of buying their next property or buying their first home so your job really is to convert these people the research and dreamers and this sounds weird but it is true the only difference between people in this research phase and them being ready is your sales process it's your ability to find them the home or your ability to find them a good price for their home or get them that mortgage deal that they're looking for it's your ability to convince them that you are able to do the work that's required and build a trust with them so the biggest piece of the pie is not the 3% it's everyone else and if you're only converting these people you probably could make a little bit of money with online leads but you might also fail if you can convince these people and nurture them and do a good job and be a trusted advisor to them then you can crush it with online leads so this is the skill that you need to build and this is why the automations are so important because it's really hard to handle a large volume of people and nurture them so this is where systems come in place so understanding the difference between referrals and online leads is also very important because when you work with referrals they honestly are higher quality leads but you run out of them so you have to be able to to convert a stranger into someone that trusts you and then once you build that trust they can become referrals or they can give you referrals in the future so yes the quality is going to feel like it's lower because they don't trust you but again these are just humans so you need to be able to build a skill to nurture someone long term so that they actually trust you so you're not going to convert all of them they're not referrals you're going to go for the golden you're going to go for the one out of 10 or the one out of 15 people that you can build a trust that you can nurture and eventually be their trusted advisor and eventually those people will give you referrals and your business will grow from there so once you get the hang of it once you get the hang of nurturing people it's very powerful so this is a just a very quick and dirty timeline when you work with the referral hey they heard great things let's talk about the deal let's talk about the the actual operations of how we're going to get the deal done and unless work together it's it's really simple but when you work with an online lead first of all they're very skeptical and they may be interested in what you have to offer whether that's a list of homes or maybe a specific property or maybe you can help them with their home evaluation doesn't really matter they're interested but you still have to convince them that you're their person because remember everyone knows a loan officer or realtor they have a cousin or a friend so what are you going to do specifically to help resolve this skepticism that hey why don't I just work with my cousin because they they kind of already trust that person so you have to add massive value and if you don't know how to do that check out my other videos we cover it uh but one way to really do that is to nurture this person long term so if they're not ready or they can't financially do a deal right now then you need to be their trusted advisor in between the weight so don't just forget about them your entire goal is to meet them in person and once you meet them in person that's when they start warming up to you and once you meet them in person it's a lot easier to nurture them they're picking up your calls more often so your entire goal is to build enough trust to meet them in person and eventually this will result in a deal for you so let's jump and see how to actually nurture these people so we're inside the CRM inside the nurture app under the opportunities let's say you had a meeting with slow Susan and slow Susan is not ready to do a deal she needs to get her credit up she needs to save for down payment whatever the reason is she just can't do a deal right now so what most people do is they say oh it's not a good lead slow Susan you know I can't make money off slow Susan so that's a terrible way to look at it if slow Susan's ready in eight to nine months then that's a lot of money in 8 to nine months and if you just keep stacking your pipeline with people like slow Susan the people that are keeping them warm nurturing them those are the people that are making a lot of money 8 to nine months from now and remember takes time to build up your pipeline it's not like everyone's going to do a deal tomorrow so if you forget about her you're wasting a lot of money so here's what you do make sure you put slowen in your long-term nurture sequence and what happens is slowen is going to get tips and advice from you over several months and if you want to see what happens just go to the automations go to the editable follow-ups and depending on if soin is looking to buy or sell she'll get different automations so if you go to the general and buyer you'll see what kind of text and emails that so Susan's getting so the email number um number one is just little tips right um home buying tips little text messages here and there and you see like every 14 days she's just getting something now that doesn't end there you can't just put someone on an email and text automation it is a great first start it's a great way to make sure they don't forget about you but if doesn't end there because you have to have a personal touch to this so here's what else you do you're going to book slow Susan inside your own personal calendar so I have here open a Google Calendar you might use Outlook doesn't matter what you use it's the same thing so what you're going to do is set up reminders and every few weeks you're going to give slow Susan a call or add value with something right if you saw the interest rates change that's going to affect things that's going to affect the prices if you saw you know new properties come up that's going to affect how she's looking at things or if a property sold in the area that she's looking for that's going to be interesting for slow Susan so just make a reminder to yourself follow up with slow Susan in your calendar and what I do is I just put it in the very morning um you don't have to do it first thing in the morning and then I'll I'll show myself as not busy just because I don't want this to actually be a block in my calendar and you can repeat this every single month or every two weeks it doesn't really matter it's up to you but don't do it less than every month you want to check in on them have that human touch and add value with your check-ins and if you're doing this consistently with the people that are not ready yet when they're ready they're going to be good to meet with you they've seen you working hard for them they've seen you keeping them in their mind and that's how you nurture them so that when they are ready they can be a deal for you and more importantly our future source of referrals for you so hope this helps and make sure you use the system make sure you have something in place because long-term nurturing is so important