Empower Your Business with airSlate SignNow: Nurturing Leads and Managing People

How to create outlook signature

all right we're gonna go ahead and get started thanks for being here everybody um before we get started uh we're gonna go through some quick rounds of intros my name is farah and i am going to be our moderator today i am the director of pr and community relations for mad wire and marketing 360 and i am very glad to be here our panelists today i'm sorry before i go there let me talk about what we're going to cover today so today with our awesome panelists we're going to be covering tips and tricks to bring in more qualified leads the best ways to keep your leads engaged throughout the sales cycle how to use technology to help nurture your leads how you can move leads from your the top of your funnel to paid customers signs your customer is engaged and ready to buy and how never to miss an opportunity to close a customer knowing the right content to share with your leads analyzing lead behavior and content performance to increase sales and how to build trust and credibility with your prospects our panelists today are brandon lilly nick and alicia and i am going to ask each one of them quickly to unmute and introduce themselves before we get started brandon we'll start with you oh thanks for the heads up on that i appreciate it uh my name is brandon lilly i'm the senior brand director for marketing 360. uh which i like to say is a made-up title for a made-up position uh it means that i get to do a lot of fun things like this uh really focus heavily on uh digital marketing strategy working with our ancillary brands and our partners uh getting to know them and sharing cool stories i've been in marketing for over 13 years i own my own small business myself it's a year-round halloween store here in fort collins colorado and i'm just really excited to have these conversations and to uh talk with and learn from nick and alicia thanks brandon nick all right so um my name is nick i've been managing the web development companies that built in our software as well as crms the builder software for the past eight years i've worked with idx broker for the past 10 years and also have helped build real estate agent websites um i mainly help developer partners you know train them on how to use the platform train them on marketing train them all and you know help them with custom development as far as writing css javascript php um and then i also do web development and marketing on the side awesome thanks nick alicia my name is alicia i'm excited to be here today i'm the national speaker for bomb bomb which is also kind of a made-up title brandon right um i have spent the last several years all over the us and canada training agents on marketing communication social media obviously video we are a video company so that's the primary thrust of it but um my favorite part of my job is actually watching agents see success in their business so i'm excited for this conversation today wonderful thank you all so much i am going to stop sharing my screen so that everybody can see everybody much larger but to get started i just want to remind everybody to please put your questions as they come up in the q a i will be monitoring that as long as todd who's in the background so please if you have questions that are coming up as we're talking please put them in the q a and we'll do our best to answer them live as they come in um so we'll get started here first and foremost um in in real estate sometimes people can be very quick to fill out a form or to show interest in something when maybe they're not actually ready to pull the trigger on buying a home or selling a home so when we talk about qualified leads in the real estate market how does a real estate agent go about ensuring that the leads that they're capturing are actually qualified and they're people who are ready to either start the home buying process or are ready to start the home listing process well one thing to note is most people that do generate leads it takes a while for someone to actually you know find a home that they want to buy most people are going to be a lead for a couple months before you actually convert them to an actual buyer or seller so it is important to really communicate with them throughout the process to really keep them engaged yeah i think that so often agents you know they they'll get a lead in and they'll send one or two pieces of communication and they don't hear anything and they're like okay obviously they're not ready and then they just move on um where the truth is is we know that any time when you're talking about sales and marketing it takes multiple interactions often before they even trust you enough to like have a conversation so i think it's important that regardless of whether you get the feedback right away of if this person is actually ready to transact that you're still going out of your way to try and maintain that connection or at least establish that connection with them but to answer your question directly the best way you're going to know if they're ready to transact is if you can actually have the conversation which bucket to put them in listen at the end of the day if i haven't unsubscribed i'm still interested yep right if i'm over the communication i'll unsubscribe from that i'll tell you to knock it off i'll tell you to go away now if i haven't said that i'm still interested i may be filing the information away somewhere i'm a huge researcher i spend a ton of time doing that my wife hates it because i can't ever make a decision without a bunch of research and data to back it up but there's a lot of people that are that are that are like that right and so they're just collecting this information they're trying to learn from you and i'll tell you what they're they're never going to work with you as an organization or as a realtor unless you hit them at the right time and you've built the history up to that point so what does that look like when we're when we're talking about continuing to stay in communication you know real estate agents are extremely busy so what are some tips that you guys have for staying in contact with these prospects who maybe aren't ready to pull the trigger yet but they're not yet unsubscribing because they know they're going to be there so what types of communication do you recommend to keep in touch with prospects i mean i'm i'm going to recommend video right now i know alicia's got some ideas here jumping out the bed so 92 of consumers start their home buying or their home their listing process online 78 of those consumers are going to work with the very first agent that they connect with they used to say meet face to face now they say the first agent that they connect with so if i as a consumer start poking around on websites and filling out some forms and looking at things on zillow i know that i'm gonna start getting hit up by a lot of realtors the realtor that sends the video the agent that sends the video and is able to connect with that person as a real human being they're going to be able to maintain that connection way better than every other agent that is sending the exact same plain text message it's you know it's it's why we're such a big believer in video it's why agents see such great success with it because you have the opportunity to make the human connection so i i recommend when i'm teaching every single lead that comes in should get a video from you even if it's a mickey mouse lead because those leads can still get like uh hey what's up mickey i didn't know you were shopping for homes in colorado like you can kind you can create a different kind of connection even with a someone who didn't want to give you their real name that you can't do in a plain text email so before uh real quick alicia before i let these two chime in here um for those on listening today who might not be familiar with bombbomb can you just explain briefly how the sending of a video through bombbomb works yeah so we make it really easy for you to communicate over video whether that's email text facebook messenger linkedin messenger um video files themselves are huge right if i record a video on my phone of the kids and i want to send it to grandma you get really limited because that file is huge and so what we do is we make it easy whether it's from your computer whether it's from your phone whether you're in gmail whether you're in like a connected crm to just press the record button say what you want to say as a human being and when you hit send it goes off to them just like any email but rather than it being plain text or even a link or something they have to download we embed that video right in the body of the email so when they open up the email they say see a big human smiling face they see a play button all they have to do is press play and now you're speaking to them directly great awesome did you guys have anything to add to how to keep in touch with prospects absolutely i think we can definitely add to that uh obviously there's email which is kind of a no-brainer you know email especially if the if the prospect is giving you their information that's a very clear winner and that ties right along in with bombbomb right you know you can use uh email as the platform just to source that video or to support that video additional to that is obviously your phone contacts right you've got to give them you got to get them on the phone i don't want to talk to you on the phone but sometimes that's a good way to get a hold of me it's also generational right so you want to kind of understand where your customers at which is why you have to use different channels to try to reach people you've got to try video you've got to try email you've got to try phone if they've opted in you try sms you know text message i've got my phone right here i'm sure i'm getting text messages i've got my apple watch right here i'm going to get the text messages there right we're all connected but in addition to that like outside of trying to reach your uh your prospect your lead you also are going to need to make sure that you're keeping track of how you're communicating and what you're communicating so it's incredibly important that you're using a crm or a customer relationship manager in addition to this uh just rapid firing or keeping track of things on your yellow legal pad that doesn't cut it because the more connected you are the more available you are and the more interact or interactivity you have with your lead and your customer the more likely they're actually going to sign that contract with you and they're going to buy the house or sell the house because your your lunch is going to get eight by every other realtor out there that is also calling them it's that technology that gives you the edge so you've got to use every single piece that's that that's at your disposal because the gap is widening between technology adept realtors and ones that are still doing it kind of the old way that they just used to nick did you have anything to add yeah so well they pinpointed a lot of the main things um that you really need to use you know video messaging helps make it a lot more personable you can also use you know making sure you use a crm for tracking all of that kind of stuff is really beneficial um normally realtors earning over 100k a year two times more likely to use a crm than those earning less um so you know that's a big thing in your marketing strategy um also you know social media like facebook linkedin um you know text messaging phone calls um all those things will really help you engage with those leads to really work on them and create them into buyers or sellers great can i can i jump off of something he was going to say there no i think i think what's so important is is you know once you make that initial contact is being able to identify you know uh how you're gonna be able to provide value for them like what's their buyer persona or you know who who are they what makes them tick because that initial contact is just that's like the smallest piece of that process before they may even be ready to transact so you want to make sure that you're doing a good job if you can make that initial contact to get a really good understanding of who they are so that even if they're not ready to transact you're able to provide value that is still going to separate you from the pack and make sure that when they are ready to transact you're the person that's top of mind yep and the buyer personas are really important that way you can give them content that's applicable to them whether it's the area that they're looking at whether it's you know if they're a buyer or seller um you know there's so much different content that you can give to different parties absolutely so pivoting off of that point um we're all busy i would i would also argue that most realtors are probably extremely busy especially with the current market in most of the country um and so what are some ways in which a real estate agent can do all of these things and employ all of these really good tactics to keep in touch with people without having to make it so personal that they're reaching out individually to each specific person rather than maybe sending um you know a nurture track email to all of their prospects that fit a certain specific demographic maybe so what you're talking about there is marketing automation right it's trying to do more with less uh work smarter not harder all of these different sayings that we've got so the marketing automation is taking that next level that next step you're already uh utilizing the technology so you've got email you've got sms you've got your social accounts and profiles you're you're utilizing bombbomb you've got a technology enabled website so you're using idx broker and things like that so you've got all these pieces but now you have to tie them in together so that you are not the person that is manually doing things i'm traveling right now so there is a lot that i can't do on my own business or that i can't do a for marketing 360. because i'm traveling and there's a an aspect of my job that i just cannot automate however this doesn't always need to be the story that has had that doesn't have to be your narrative right you can automate different aspects of your marketing so your communications your messages your methods will always happen whether you take a day off you go on vacation you take the kids somewhere you know you've got something that crops up and you just can't get to it you can trust that your marketing is actually working and that you're not again losing leads and letting another realtor eat your lunch just because you weren't there uh you weren't awake you weren't operating it quite as fast as this other person so what you're talking about is marketing automation and it's absolutely critical in a technology-enabled world so that you can actually take a breather and a little self-help you know self-care self-help uh and and operate your business on things that can't be automated okay but how do you make marketing automation seem more personal i think alicia's got some great ideas here i can see i can see the excitement here it comes so i um so tiffany bova she's like the chief evangelist at salesforce and you know little company called salesforce and i saw her speak at a tom ferry event one time and the quote that she said that has stayed with me is she said automate the things you can but human contact can never be automated and so i think that's where you know having having the different buyer personas knowing you know what people in a certain demographic are are looking for what you know is this someone that is trying to sell their house and downsize because they're retiring or is this someone that's buying a house because they're about to start a family the more that you can have a good understanding of who these people are coming into your pipeline it's going to give you the ability to automate some of that content that feels hyper personal as well as dripping in some of that more human stuff right like a content piece letting a first-time homebuyer know that they are you know that you know they're a first-time homebuyer these are some of the things that you should be contemplating even a piece around like things to ask a real estate agent right you providing that kind of value and having those kinds of pieces intermixed with a more personal video or even if it's not a personal video even it's a generic if it's a generic video but you're still providing value you're you're triggering that familiarity effect um which basically says the more they're exposed to you as a human being and as someone who's providing value the easier it's going to be for them to just trust you so i would say you know you need to have different content buckets so that when you find out that someone is you know a first-time homebuyer or downsizing that you can drop them into that bucket so that the things they're getting feel more personal as opposed to them just getting just listeds every week for the next three months and i i'm not super familiar with marketing 360. i don't know how if you're able to bucket them like that i think that's definitely a branded question yeah a lot of it will depend on the technology that you're utilizing um and also thanks for setting that up so that i can plug marketing 360. because marketing 360 is definitely the answer to that question right it has the email platform it has the crm it has the sms functionality it has the ability for you to automate your social posting and all things like this uh so you are able to ingest all of your customer information and then utilize marketing 360 as the platform to automate these marketing pieces including personalization you know if someone has filled out a lead form on your site because they're looking for a house we can take that information parse that into the customer relationship manager and then utilize that as a part of a full you know fully encompassing full-fledged marketing platform to pass that along through your different marketing channels so name phone email now we can personalize your emails name phone email now we can personalize your text messages this is a big part of how that that human element can remain in what still needs to be automated especially as you're growing at scale it's one thing to do this when you're just starting out you got you know you get one or two maybe three weeks three leads a week as you grow and as you scale now you're going to have a lot more to do and hopefully you're closing houses and your listing houses on the other end so you can't always be communicating which is why automation is critical um so just throw the plug in there marketing360.com you can set up a free account utilize a lot of these tools for free forever there we go alicia alicia can you repeat the quote that you stated at the beginning of that which was automate the things you can but human contact can never be automated love it thank you awesome nick do you have anything to add um yeah so well the real estate industry in general is an industry where the more you work the more time you put in the more money you're gonna make um and a lot of that you know um goes hand in hand but that's where a company like madwire you know marketing 360 comes into play is if you don't have the time to do it you can hire a company like that to really help you automate a lot of your marketing set up your marketing and in turn with the amount of leads that you're getting and the leads that you convert it's really a drop in the bucket based on the commission that you're actually getting from the sale so it's really worth it in the long run um and the other thing to note is you know individualized emails text messages phone calls really convert usually six times more than non-individualized emails so it is really important to really make that email applicable to the client you know use their first name last name when you're sending that email um and that will always help as well great awesome um so we talked a lot about using technology to nurture leads which is obviously great and especially in this world we live in it's really important um but let's let's shift gears a little bit and talk about how we can move leads who are maybe just watching the things you're sending they're engaging with you how do we move those people from just kind of watching to actually pulling the trigger and saying let's go shop for houses or let's sell the house i like to ask them ask the question you know send them that email uh or if you're if you're in voice communication with them send them the text give them a call and be like hey where are we at where are we at on this you know if you're three months six months nine months out like we don't have to dance around this question it's not something that we actually have to be afraid of so send them an email right and automate it on you know this email and say hey where are we at you know are you three months out six months out nine months out just looking uh you know did you get eaten by a shark and i was unaware if so tell me so i can send you flowers like something like this and whatever link that they click on whatever button they click on will move them into a different email tracked so now they're in a different audience and you know that everybody in this audience they're at least 12 months out so you change your content to reflect that you change your content to how you can forecast what the market is going to do and what you you as the realtor the expert are seeing or predicting the next 12 months in this kind of market so you're able to kind of tailor your content to them you'll find pretty quickly that most people if they're still listening they're still reviewing your content they're happy to let you know where they're at because it just helps them get better information there are going to be some people that are like ah thanks for reminding me i want to just unsubscribe anyway good you don't want to waste your time on them you don't want to talk to them anyway you've got actual customers to deal with let those guys go you know they'll come back if they feel like it otherwise you're just cleaning you know you're cleaning the list and that is a good thing you guys have anything to add there yeah i think that um i think tracking on your content and and being able to pinpoint like what people clicked on which types of emails they're opening and not this is really really crucial to understanding where people are in the process um i one of the most important things that i could tell you with your marketing is that it needs to be a conversation not a monologue right if all of the content that you're sending doesn't provide an opportunity for them to click something that might interest them or ask a question or you know if you're not building in some places in your marketing to get a good vibe of it and you're just throwing information at them well you're not having a conversation you're really monologuing so i think it's important that in your marketing pieces that you um have clicks or calls to action that are also going to give you insight to know where they might be and where their interest might be because then you can follow that up with the personal conversation right i i've been teaching about tracking for so many years now and and i still get this response from agents like yeah but if i call them right after they watched my video won't they think that's weird no i could talk about something right now without opening my phone and when i log on to facebook later it's going to be advertised to me so the fact that they know that you have the technology to see that they opened an email is not really that creepy so if you know that they interacted with a message and you know that they clicked on something to go look at something else or to dive deeper into that then pick up the phone and call them hey i just wanted to check did you get that information you needed you know so it's giving you the opportunity when your marketing has those types of triggers built into it it's giving you the opportunity to see oh oh this person took a step because i sent that email to 150 unconverted leads but two of these people clicked on that and and you know went to this site okay well there's your insight that those people can ha are probably thinking about you you should make the personal phone call absolutely nick yeah yeah so i'll just add you know response time is key really in the real estate industry um so that really makes or breaks a lot of sales and the other thing is you know with idx broker in particular with google analytics you can really track which people are more engaged with your website more with email marketing you can see you know who opened it who read it how much time they spent on that email reading it um and all of those things really equip really give you insight into how serious that lead is going to be the more that they're browsing the website saving properties you know looking at properties looking at your emails normally they're going to be a more serious buyer seller and then you just want to get with them right away to kind of make sure that all of their needs are met sorry go for it i don't know go ahead brandon i was gonna say i'll add on to that uh nick you mentioned talking about the uh amount of time that uh the the delay of getting in touch with a with a contact i used to be a lead generation manager for a real estate company it was one of my first jobs moving after i moved to colorado and i found that every minute that passed between them submitting a lead form and me getting in touch with them my opportunity to convert them and hand them over to uh to a realtor where they started talking about buying or selling a house dropped dramatically once it took more than seven minutes for me to get in contact with somebody the likelihood of me getting in contact dropped by ninety percent they've moved on they've moved on they're doing other things now and it's the same with me right i'm a busy guy i got a lot going on i got two kids uh you know so when i reach out that's when i have time not later not you know i have time now it might only be 30 seconds 60 seconds but that way you get to hear my voice i get to hear yours there's some sort of communication happening and we can schedule a time for later that's okay now that's an okay conversation to have but oh i'll get to it tomorrow i'll talk to him in two three days i've already moved on i've already bought a house by now in this market yes you have so nick i'm not super familiar with idx broker here's my question uh so if i have an idx broker website with a lead form on it and someone fills out a lead can it kick them out in automated emails so um well yes you can set it up like that for sure um so you know you can whenever a new lead signs up with idx broker you always get an email and sms notification if you have it set up like that that a new lead has registered um and then we can send an email directly to that lead as well you can send it via idx or via the crm um so you do have options as far as that's concerned because it's it's such a great place to drop a video i over and over and over and over again if you have an automated lead response going out whether it's over sms or if it's over email i would highly recommend having a pre-recorded video in there because even if even if you um you know you make the phone call obviously you always make the phone call but if you make the phone call and you don't get to talk to them they're still getting that video which is differentiating you from the pack because it's giving you an opportunity to introduce yourself and they get that that human sense of who you are which separates you out from every other realtor's automated email that they're getting from filling out the lead form so i highly recommend if you have an automated lead response going out you got to put a video in there and it's really easy i i mean you can put a video in anywhere if it supports email or sms i can show you how to drop a video in there and with idx broker that initial email is customizable so you can change around all of the terminology and even with a crm you can set it up to send you know your own email if you really wanted to as well awesome um so we touched just i feel like a little briefly in what we just discussed on how we know when a customer is engaged versus maybe not so much can we talk about that a little bit more yeah those things are they are they clicking are they engaging are they opening your emails are they watching your videos are they coming back to your website to check out more listings and that's the importance of having the technology to actually be able to see these things yes you've got to have that information you can't again you can't just operate off of the yellow legal pad i don't care how organized you are you are not as organized as a computer you're just not i don't care how organized how long you've been doing it that way you're just not as fast as an automated system you can do you can you can add the human element which is absolutely critical to success you can't just automate everything and never have human interaction it won't work all right you'll feel like you're you're doing an incredible job but you'll never have any customers so that's that's not what we're looking for here what we're looking for is being able to take the human element and pass that to the 300 leads that you got last week right get that over there and you've got it one of the ways to do that is to ensure that the people you're spending your time on that you're really focusing in on heavily with the human aspect are people that are truly engaged and interested in working with you so by using the technology are they clicking are they visiting are they engaging how often are they on the site how long are they on the site what are they looking at what drives them that's how you can really make sure that you're focusing your time on the customers that matter right now versus the customers that will matter six weeks from now well i think that's an important thing to remember is that you know you're going to have people um that may even are really engaged at the beginning but they are longer they are longer down in the process but they have that initial excitement and so you know getting being able to keep providing value long term that is going to support that relationship is really crucial because if you have the technology if you're you know using an idx broker site then you're going to know that when they start coming back and engaging heavily again but as long as you've done a good job as of nurturing the relationship you know they're gonna come back to you and even just being able to analyze traffic history really gives you insight into whether how serious they are and also gives you the ability to really do buyer personas because you can see what they're looking at what they're continuously looking at the price range of the properties they're looking at the area that they're looking at and from there you can easily create a buyer persona just from that awesome um real quick we have a question here and i don't know if we can speak to this because i'm i've not heard of this but brandon maybe you have how does marketing 360 compare with top producer x if i remember correctly just googling as we're speaking to our producers only a crm i'm not sure what kind of marketing they do yeah and again i'm not entirely familiar with that but i'm pretty sure that it's it is very popular you know it utilizes it it's a broker tool essentially but i believe it's just crm okay um i don't know that for sure i've never personally used it i've only ever heard of it i've used their old one um they're before top producer x's top producer and from what i'm aware it's definitely just a crm but i'm not sure if they added more functionality yeah that's that's just one one of the apps that that we have for marketing 360. crm is very important but so is an enclosed ecosystem right you because you've got to be able to bring all these pieces together otherwise you're constantly importing and exporting and passing all over and it just it ends up taking more time you'll go back to the the pad of paper because truly that's faster than not having a fully integrated system sure absolutely um another question that i'm just going to answer quickly is um regarding marketing 360 already having templates and campaigns that are successful for real estate agents the answer to that is yes we have tried and trued matt tried and true methods for specifically the real estate um industry and yes there are 10 templates within marketing 360 and campaign examples specifically for real estate agents all right um [Music] let's talk about content we talked a lot about sending content keeping customers engaged keeping leads engaged what type of content do we need to be sending video right here video content and what's specifically in that video content you know no matter what content you're sending no matter what medium you're sending it in right regardless of whether it is on social media if you're sending it over email um you need to make sure that it's really value driven for for precisely where they're at in the process um i know we've used the word buyer personas a couple times but um you know i i'm such a big fan of um expect like what to expect in the process or you know especially because things have been weird lately i think there's a hesitant hesitancy for a lot of people of being curious okay well what does it mean to look at houses right now is it all going to be online depending on what state you're in can i go into the house or listing a house do i want strangers coming into my house or you know with as competitive as the market is for buyers right now anything that you can send that is timely and relevant right if you're pulling content from your crm that you've had for 15 years and you're just sending them the same drip campaigns they're gonna tune it out but if you can if you can be hyper relevant to what's happening right now and provide value like youtube is the second largest search engine in the world right now google's number one google owns youtube youtube is number two and people go to youtube for like how to's constantly or you know my sister is looking at um she's moving to vegas and she's been trying to decide whether she's gonna buy a condo or rent a condo and just in the last couple weeks she's seen like prices rising and so we were having this conversation she's like i wonder why like why is everyone moving to vegas i typed in a search why is everyone moving to vegas right now and i found a real estate agent with you know doing like a panel type thing on a youtube video talking about the influx of people leaving california and going to vegas that's great content if you are an agent in vegas right you should be producing that kind of value driven content that lets people know like answers the questions right you should figure out what questions people are asking in your market and start making content whether it's video and or you know not video content but you should be providing the kind of content to people in the pipeline that are the questions that they have that they're not asking you brandon has nothing to add i've nailed it i can talk about this stuff all day and you know i know we're on a time limit here so i'm doing what i can to kind of hold it in awesome um yes and i couldn't agree more it's i also um i am not in the market to purchase a home um but where brandon and i live and where madwire marketing 360 is much like the rest of the country we're having um a crazy market here where people just can't buy homes and it's crazy but i did get an email recently from a real estate agent that i've worked with in the past where she reached out to tell me it was this whole email about why people are moving to this area and why it's driving prices up and then gave me an estimate on what i could potentially sell my home for and i have to tell you although i'm not moving for a moment i thought about it and i said to myself maybe i should call her i didn't but i thought maybe i should but it's done right yep timely absolutely um all right that was great so now we know what types of content to be sending we talked a lot about the technology and how we really need to utilize technology um to keep in touch with leads now let's talk about analyzing the behavior of leads and what that looks like and what do we do after we see all of this data what do we do with it nick you want to jump in here yeah so really analyzing the behavior of leads is going to be for the most part you know like we discussed previously their traffic history um you know they're uh opened emails um their red emails that's really the main thing to analyze what a lead is looking for um to really you know validate how you know beneficial that lead may be um those are really the main ways that i'm aware of i think once you once you get that that sense from your data that this is someone that is highly engaged i love brandon's approach that he talked about like just be frank with them uh people people crave authenticity the difference between an agent that is like unsure and not wanting to like i'm not saying be pushy but if you're holding yourself back as opposed to just sort of being like yeah well they'll you know they'll call me when they're actually ready to make the decision no they won't another agent will have called them so if your data is telling you that this person is highly engaged and that they're you know on the site and they're looking at houses and they're they're opening your content pieces talking about value um i i can't say it any better than brandon really did like pick up the phone and ask them are you ready to do this like let's do this and you've you've been you know you're not being pushy yeah you're just asking and that's a serious question i'm here i'm actually at the top lead yeah that's your hot lead i'm at a trade show right now and i was walking the floor yesterday and i overheard this conversation between a vendor and a buyer and i absolutely cracked up over it because the the buyers asking questions about the product and what are they you know what are they selling and their minimum opening order and things like that and i don't know exactly how it got to this point but the vendor finally goes go away i don't deal with broke people go away go away you're wet you're wasting my time leave me alone and i'm dying in the i'm just cracking up over this exchange and that and maybe that's not the right approach right that's not a good approach but it is okay to move past the time wasters yeah it's okay to move them into a different automation sequence it's okay to not spend your time on them because if you're using your technology correctly you're asking them you're having the conversation you're you know doing what nick said and looking into the what's kind of their their motivation and are they clicking are they engaging are they interacting focus your energy on those and do exactly what this vendor did and be like i don't have time for you i might have time for you in the future when you get your business together but i don't have time for you right now the likelihood of them ever doing business is probably pretty slim but this guy's at a trade show he has a little bit to do he's got a lot to do in a little bit of time there's a lot of people to talk to and no time to do it he's got to focus his energies where it makes the most sense it didn't on this guy it's push them along right it's okay to do that with some of your customers as well or your leads as well they're not customers until they sign on the dotted line and the transaction's about to happen awesome um all right lastly before we we sign off here and let everyone get back to their day um there are a lot of real estate agents out there it just is what it is and when somebody who might be new to an area or maybe doesn't i referrals are obviously huge but let's say somebody doesn't have a referral so they're just seeking out a real estate agent trust is going to be really important in credibility so how can a real estate agent gain trust and credibility with leads social proof um right like you need to make sure that you're that you've got reviews on your website that you've got the zillow reviews um social proof is huge especially for for our generation that like you know i don't even buy a a whisk on amazon without reading the reviews right because i know that the internet is going to tell me if it's good or not so i think social proof is really really huge um and you also need to have a social media presence um i i would highly highly highly encourage you if your social media presence is your facebook business page where you just post your listings you don't have a social media presence your your social media presence needs to be a mixture of business and human um people can't connect with pictures of houses but they can connect with a human being so um you need to be present on social media and then obviously i am a big believer in getting face-to-face with people over video putting your face in front of them that's going to help you build trust um faster than any plain text communication can those are those are my recommendations social proof social media and video great and a really good website yeah the website honestly is important you know most people search online to find the real estate agent the about us page on a real estate agent website is the third most visited page um you know having that social media on facebook is another very important thing the reviews are very important um you know even if you make a sale as well following up with that client whether it's you know birthdays you know anniversaries whatever 74 of the clients will give you a referral if you stay in touch so make sure that you're constantly communicating as well with your previous buyers and sellers because more than likely you'll get a referral um and the other thing is really you know you got your seo that's important you know when people are searching um properties they're normally going to know where they want to live or what area they want to live so making sure you have good seo your website creating those community pages to really highlight different types of homes such as you know subdivisions cities postal codes counties golf course homes waterfront homes new construction hobby farms creating those community pages on your website is going to help drive traffic as well if you're a new agent in a new area and then always if you have a great marketing campaign normally what people are worried about most is making sure their house is either bought or sold as quick as possible so if you have a good marketing plan campaign for your sellers and you can you know show them what that is then normally that's going to really help with getting new leads converted great and one thing to think about is that it's a lot of it's going to be market dependent right for the most part you could be in in colorado especially in northern colorado you can be a terrible realtor and still buy and sell homes pretty quickly just because the market's so nuts here the problem is that's not going to last forever it absolutely will not last forever you know we saw this with um with kovid when it first hit a lot of businesses that just rely on foot traffic started to realize really quickly wow i can't sustain my business without foot traffic that's not okay if your business is only sustaining itself because there's uh there's an over abundance of business to be had that's not okay so those are things that you've got that you've got to consider and think about nick your point to uh having the community pages i think is critical but beyond uh just you know listing it out from an seo perspective i want to know that you know something about that community i want to know is this community on the rise is this community kind of flatlined is this a good spot for a potential rental if i decide i want to rent this in a couple of years uh is this an investment place is this a better spot where i'm going to see a return on my investment if i stay in it as my forever home for the next 20 years or so i want to know those things but more importantly i want to know that you know them because as a homeowner i don't know what i don't know what i don't know i don't know what questions to ask so there's an aspect of educating beyond the expectation that i think is really really critically important for a lot of a lot of small businesses but realtors in particular because it is such a complex transaction to be at um being able to pre-answer my questions and become my resource where you're providing me with information i didn't even know i needed helps make me feel more comfortable me as the researcher me as the person who's about to spend hundreds of thousands of dollars on a property the more comfortable you can make me feel before i've even signed on the dotted line or started searching for homes the better so it all comes down to this adding the human element like alicia said and ensuring that your your technology stack and your information your content is all aligned and provides this information that's critical for for a realtor if they want to see success beyond the overflow of an excess of business on community pages i always recommend adding you know what's there to do in that community what makes it special add market report data to it because the more information that you add the more beneficial it's going to be for your end users and then you can add lead generation to those community pages as well with over 2 million real estate agents you really have to do things that make you stand out if not you're going to be you're not going to be as well off absolutely all right i would like to open it up to questions if anybody has questions that were burning the whole time or things that we didn't talk about or answer go ahead and put that in the q a or the chat and while that's happening i'm also going to launch a poll if you all could respond to this poll if you feel like it that would be great um and while you all are taking the poll gary asked when will this or will this session be available to you afterwards yes it will we will be sending out a follow-up email with the whole recording of the session by tomorrow morning great well thank you everybody who attended today we hope that it was informative we hope you learned something and like i said you'll be getting a follow-up from us just with the recording of the webinar so you can go back and watch it and and pull out great nuggets from it um all of us are always available to help each company is here and and eager and ready to help you guys succeed um any closing remarks from our panelists it was fun listen i love these conversations like brandon said we could talk about this all day nope oh yeah i think all of us could uh definitely be sure to check out bom bom and idx broker uh and if you have a chance to check out marketing 360 please do so we're all here to help and help support you um and if you do have other questions i'm sure all of us are uh reachable and available on your favorite social media platform you can also find uh me on marketing360 naor socials and if you hit us up on youtube i've got a bunch of videos there where i talk about a lot of different marketing strategies as well so always a pleasure to see your comments and to engage there so thanks for having me on here i really appreciate it and just one other question before we take off here um robert wants to know if idx is part of red x or vice versa no we are not part of red x okay awesome all right well thank you again everybody thank you to our panelists we definitely enjoyed having you all here um and happy marketing as always