Empower Your Business with airSlate SignNow, the Solution that Leads to Conversion in Affidavits

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are you frustrated that more of your leads are not converting and turning into business if that's the case this is the video you're going to want to watch i'm going to show you the lead conversion strategy that we use to make sure you are maximizing your time with the leads who are most likely to convert take a look [Music] hey everyone kevin smalling with 2q lead generation strategies if you are brand new to our channel welcome we're so glad you're here what we're all about is helping real estate agents generate more leads set more appointments and close more transactions so if you would like more leads appointments and transactions this is the place to be please consider subscribing we'd love to have you here as part of our channel now before we get going on today's video one thing i want to make you aware of down in the description below i'm going to put a link to our two hour master class where i show step by step in detail all of the steps that we do to help our clients generate leads set appointments and close transactions it's all of our best practices it's the meat of the how we do what we do so if you want to learn how to get more results for your business i encourage you go check that out totally free and you'll be blown away by the amount of information you get from that now what we're talking about today is how to increase your lead conversion now to a large extent a lot of the reason why agents aren't getting more lead conversion is because they're spending their time in the wrong places so to put that in perspective let me ask you a question and put it into a different context forget real estate for a moment and let's say that you own a car dealership let's say it's a porsche dealership just to put a name to it right no this is not a collaboration video they're not paying me so if you owned a porsche dealership and the new shipment of cars come and you've got to move those vehicles the question is who is the best possible lead to sell one of those cars to right who's the best possible lead now when i ask this question to agents a lot of times the answers that i get are you know people that are money or people that have money people that are rich people that are attorneys and doctors and other you know other professions that are known for high incomes so they'll say these kinds of things as you know this is who it is that we want to those are the best possible leads and what if i told you of the four different lead sources i'm going to cover with you today that that is the worst that is lead number four the worst possible lead it's not that it's necessarily a bad lead it's just statistically it's the hardest one to convert and yet this is where so many people spend their time so with that being said let's cover the four so that you know where to be spending your time and where your results are going to be the best the best possible lead that you can ever have whether it's porsches or real estate the best possible lead you could ever have is somebody that has already done business with you or someone that you already have a relationship with right so when it comes to sales it really boils down to two elements one they have to like the product that you're selling and the good news is in real estate most people like real estate um and so that takes care of itself for the most part the second thing that will help with your sales is relationship the fact that they know like and trust you if they know like and trust you the likelihood of them doing business with you is so much greater so this is why you really want to put a great emphasis on your lead conversion about providing information and getting people to know like and trust you that's what's going to make them want to do business with you so as you can tell relationships matter to a great extent as you're seeing on the screen right here you can see that a lot of times what we're doing to help our clients maximize their relationships is we run ads directly to their sphere of influence their past clients the people that they already know so that as people see these messages repetitively over time they continue to know like and trust you and when they have a real estate need your name is the first one that they think of but that doesn't happen if you're not constantly in front of them constantly providing value you know giving them all these nuggets of information that make them realize you know your stuff and that they want to do business with you so again the best possible lead that you could ever do business with would be someone that you have a relationship with because the sales process is so much easier the second most the second best lead that's most likely to convert is going to be a referral from someone that you already know right we love referrals referrals are awesome because when they come there's already this level of trust that has been built up right i call it a transfer of trust if someone that you have a relationship with knows likes and trusts you and they say man kevin's awesome you got to do you got to go do business with kevin then that trust transfers they now trust you because they trust them and so referrals are your next highest converting lead so the question then becomes well okay in the real estate market how can we get more referrals well i don't recommend asking for them because a lot of people get turned off by that right if you're talking to people and you're like who do you know that's thinking about buying or selling who do you know this thing it doesn't take long for that to get old right and so i highly recommend never asking for a referral but the way that a lot of this happens especially through digital marketing the kind of things that we see through our facebook ads is people will share your content or they will tag other people or as you can see in the screenshot here they just leave a comment and a testimonial about how great it is to work with you these kinds of things help build trust and credibility with people that's what makes referrals the next best group of people because again at some level they already trust you and that is a big big deal your third best lead is going to be your previous prospects now for me there's a difference between a lead and a prospect to me a lead is just a name a number email address you really don't know much about them if anything with a prospect you've you've had some level of contact some level of information you know a little bit about them they've asked questions whether it's a text communication whether it's a phone call but you have some information about them there's been some level of response that's the key they've responded the the moment they respond that's the transition between a lead and a prospect right so one of the next best sources of business are your prospects that you've had in the past so as you're seeing on the screenshot here we help our clients implement some technology that will categorize things as a hot lead for us a hot lead are people that are responding in a meaningful way in providing information we can also sort it by the people who have responded most recently and so when you have time to follow up this is some of the best people that you can be doing your follow up with so that is your third best lead is your prospects because again they already know you at some level there's been some kind of exchange some kind of response your fourth best lead and this is the last one which is everybody else right because everybody else they don't know you yet they don't like you yet they have no reason to trust you yet it's not that you can't do business with this group of people so please don't misunderstand me it's just that from a perspective of conversion they are the hardest ones to convert so it becomes a question of where do i maximize my efforts when i have limited time to do follow-up where can i get the best results so the best results are always going to come from your relationships then your referrals then your prospects and then everyone else so as you're marketing to all of your leads don't get me wrong you've still got to do the follow-up with these leads that don't know you because some of them will turn into business if you're consistent with your follow-up but it's a question of how do we do it right so it's all about in order to convert those people you have to contact them more than once right you're not going to build trust more than likely on one conversation it's going to take multiple contacts so as you see on the screen shot here this was from a training that i attended that zillow did and what they found from their research is that the majority of the pond of the time people weren't doing any level of follow-up so they were contacting them once or less as you can see here 71 percent of the time they were being contacted once or less the other thing that they found that was key to converting these leads the leads that don't know who you are is the number of attempts that you make in contacting them you can see that the more attempts you make the likelihood of reaching out or making contact with them increases significantly especially from the first to the second attempt and the more you attempt to contact them the more likely you are to reach you know and reach them and make that contact doesn't mean they're going to turn into business but that's part of the key to success of taking these internet leads these people that don't know who you are and being able to turn that into an appointment which ultimately turns into business so this is the best strategy and where i would recommend anybody spend their time so rather than spending your time with the leads that are nice least likely to convert flip it and do it the other way spend your time most of your time with the people you have relationships with conversion rates are always higher there spend time with the people that have been referred by those people that's the next best use of your time your next best use of your time after that are people that have responded to you people you've had conversations with your prospects and then fourth would be everybody else so as you have time you know make sure you're you're spending your time have systems in place again these are part of the things we do for our clients so hopefully that was helpful this is the best way to maximize your lead conversion efforts is making sure you're spending your time with the people that are most likely to convert right we just want to flip that upside down and you'll get a lot better results than what the typical agent does so hopefully you found that video helpful if you got value out of this do us a favor click that little thumbs up button down below that split second helps us tremendously we appreciate your support also if you want more information about the things that we do to help people generate leads set appointments close transactions there's a link down in the description go take a look and you can find out more about our services and what we offer also if you want to watch some other videos and get more tips and more strategies on growing your business i'll put a couple of those right here and then lastly if you haven't subscribed please do so this is a great place to be you'll learn lots of tips and lots of things will help you grow your business so please click that subscribe button hit the bell notification and you'll be notified every single time we put out new content as we put out new content every single week so with that make it a great week keep crushing in your business if we can help we'd love to do that otherwise we will see you on the next video take care