Lead to sale conversion for mortgage

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if you're buying zillow leads or you're thinking about buying zillow leads this video is for you in this video i'm going to go over a step-by-step guide that i use to convert zillow leads at a pretty high level and it's important to do this because zillow leads can be really expensive so i'm going to break down a guide on how to take those zillow leads that you're getting and turn them into more sales so zillow leads are they worth it or are they not well in this video i'm going to go over a guide on how i was able to convert a lot more zillow leads when they were coming in because i hear many agents say that the leads are bad but i don't believe the leads are bad i think that you're they're just very expensive but the leads themselves they're not bad and in this video i'm going to go over a step-by-step guide that you can use to start converting those leads into sales if you're gonna buy zillow leads now do i think there are other things that you can do uh to generate real estate business other than buying zelda leads absolutely but if you're hard-pressed on investing money into zillow leads and your market still has good margins and you can make money with it then this guide will help you convert them at a higher rate now i broke this down to three really easy steps so the first thing is is you want to answer the phone on time here's why zillow changed their platform around and they're doing direct connects now so what that basically means is when the client calls they get connected to a zillow customer service person that person takes the lead and then they find an agent and what they want they want someone that's going to answer the phone because they have a hot prospect on the phone and they want to make sure that they get connected asap because the faster they can connect that person to a local agent the better it looks for zillow so they are looking for agents that are answering the phone at a 90 rate or higher so every 10 times you get a phone call they want you to answer it nine times the lower that satisfaction score goes the less leads you're going to get and the higher that score goes the more leads you're going to get because other premier agents that are investing in the platform they're going to get calls and when they don't answer they're going to go to the next agent that has the highest satisfaction score that's just how the system is set up right now so the higher your satisfaction score is and the better you do with these calls the more leads you're gonna get the next thing is probably the most important thing now this is number two this is get off the subject property now this sounds a little weird when somebody calls you up and asks you about say you know one two three main street many agents dive into it and they start answering questions about that property and they only focus on that property if you do that you're just going to be an order taker and you're never going to get the client here's why when people call on zillow they're just looking for specific questions about a specific property and if you give those answers and then you just hang up the phone and don't discover more they're gonna hang up and then when they find another property they're gonna get connected with another agent now this cycle will go on until they find an agent that knows how to convert leads that pulls them into the office and provides real value so that's what you want to do you can answer the questions and then what you want to do is you want to say i know you like this property but just in case we can't get this one tell me a little bit more about what you're looking for what's your ideal home look like where do you want to live these are all discovery questions and it's going to make that person realize that you actually care about their home buying process and you're probably the go-to expert that they should buy home through after you get through that i would spend about 15 to 20 minutes you want to move on to the next stage which is get face to face as soon as possible internet leads often times are all over the place they're opting into lead capture websites they're opting into zillow realtor.com there's a million websites that these people are shopping on and the faster you can get face-to-face the more likely you are to work with them as a client if you just let these leads ride out and you try to you know show them houses online and you go back and forth there's a high probability that they're going to connect with an agent that's really sharp and really skilled they're going to pull them into the office do a buyer consultation and that's it you won't hear from these people ever again and you just probably wasted a hundred or two hundred dollars on an internet lead that you're never gonna get paid from so the fact that you need to get them face to face i know can be a little intimidating and many agents don't even do buyer consultations but if you're gonna work internet leads and spend a lot of money on this lead source it's important that you discover the skill set of doing buyer consultations face-to-face and really setting a good example because working online leads is a lot different than working your sphere of influence your sphere of influence already knows you they like you it's a warm referral they trust the person that referred you to them so it's a lot different and it takes a lot less skill in my opinion to work those leads on top of that with that lead source you're not shelling out money every month and there's a lot less risk so what i would say is if you're going to spend money on this lead source sharpen your skills sharpen the skills as much as you can and become really proficient and become a professional because that's how you're going to get a good roi on this lead source now you might be asking what if they don't want to come in the office well that's a good question if they don't want to come in the office i would try to set an appointment to show them one property after you show them one property try to build as much rapport as you can and then after that meeting you want to try to get them back to the office for a full buyer consultation discover what their wants and needs are and provide as much value as you possibly can if possible even get them to a lender and get them pre-approved asap if they don't want to do either one of those things then you have to put them in your sales funnel so any sales business needs a sales funnel so i don't know why real estate agents aren't familiar with this concept but it's a really powerful tool to start implementing into your business so you want to build out a sales funnel that can track these leads and that way you can stay on top of them and nurture the lead until they're ready to go so if they can't come to a consultation you can't convert the lead right away which you probably can with a zillow lead 9 out of 10 times the zillow lead is a lot more ready and able than other lead sources but if you can't do it you want to put them in your crm and you want to have a follow-up system in place to be able to stay in contact with this person and try to convert them as soon as you possibly can because the longer you wait in the longer time you wait to actually meet this person face to face the higher the chance of somebody else intercepting that lead and getting them as a client becomes so this is basically how a sales funnel works you have the lead that comes in it turns into a nurture or a console if it turns into a nurturer you want to nurture this lead until it turns into a buyer consultation if it doesn't ever turn into a buyer consultation you probably lost them now they might call you out of the blue especially if you have a good follow-up system in place but the chances are you want to try to get them to a console once you get them to a console they become clients and then they turn into pending contracts once they turn into pending contracts about 70 to 80 of them if you're using a good quality lender will end up closing and then the last step of this is actually the payday so once they actually close it spits out a commission and now you have a you know consistent reliable business and that's how you want to build out your your sales funnel and the goal is to get as many people to the top of the funnel and just work them down and the better you can get at this system and the more efficient you can get the more money you're gonna make and the more money that's gonna come out of the bottom so this is a really cool way to think about it and it's a good way to build a consistent and reliable real estate business so if you have any questions about zillow leads and how to convert them drop them in the comment section below if you have a real estate friend that would love to see this definitely share it with them and for more real estate content hit the like button subscribe and thanks so much for tuning in