Empower Your Finance Team with Online lead nurturing for Finance

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[Music] [Music] [Music] [Applause] [Music] [Music] [Applause] [Music] [Music] [Music] hey there how's everyone doing my name is Mike Gallagher and um I'm the founder and CEO of Gallagher group marketing suite and uh what we do is we help real estate agents capture nurture and convert leads and we're excited because we've been working on a few new Integrations so we have a CRM integration right now it's inside Sierra Interactive and we've officially built out an integration for lofty and so if you're joining us today chances are you're probably a lofty user and if you're joining us today you're probably a real estate agent that has been walking around with thousands and thousands of leads and knowing that there's like gold inside your database and just figuring out like how do I get some of this money back um whether it's organic leads that you've been carrying around Zillow leads Google leads wherever you're getting your leads from you typically have this large database of leads and you you don't really have anything going on right you don't have any uh follow-up systems on them you don't have anything to identify any of the hand raisers and so that's what we're going to talk about today so a little backstory on me and who I am um again uh Mike Gallagher CEO and uh co-founder of Gallagher group marketing Suite I'm a licensed agent I've been licensed almost a decade um I'm here in Florida if there's anybody from Florida out there say what's up I see Julio in the comments um a few people um Giovani from Tampa so I'm in the panis county it's just south of clear waterer Beach is where I'm actually located right now that's where the office is and uh again I've been in real estate for almost a decade and I was in a new market when I got into real estate and the big thing that I leaned on was online lead generation and then lead conversion right so it was like okay I'm in a new market I need to figure out how to go get some business and online leads is just where where it fell into place um so started building that out and along the journey picked up an awesome team of people with me uh we have about 50 team members on our team so there's a giant team behind us that is able to provide these services and really help you in your business grow so as I was uh generating leads through Facebook and Google and different online portals I was bringing those into a CRM and basically noticed the giant Gap that's in pretty much everyone's business which is okay I've got these leads you put them on something brand new when they come in but after that they just kind of get thrown into the database and into the mix with everyone else and you end up with tens of thousands of leads that are just sitting there doing nothing right and so the big thing there was let's figure out what we can do to go after this and that started with some database segmentation follow-up plans uh filtration just figuring out how to make all of that work right and so we've been very very successful inside crer interactive and now we're able to bring a product to lofty and so that's what I want to share with you today and um I'm just going to go through some things really we're going to do another one of these that's going to break down some more inner workings of everything um this is just to get you some awareness of what it is what it looks like and um if there's interest we really just want to get on a call with you and just kind of go through everything and see what what kind of challenges you have in your business and how we could potentially uh potentially help so all right uh lofty integration big thing here stop chasing cold leads start chasing hand raisers we like to use the term hand raisers uh hand raisers are leads inside your database that we've identified specific actions that they've taken that qualifies them as a handraiser so these are people that you should be reaching out to so a lot of times what we do in real estate and I'm sure this has happened to you or happens to your team you just get in you definitely know the people you're working with the people that you're you know six months or less away from closing you know who that group of people are what you don't know is beyond that you don't know what's happening after those 90 days um or six months right you don't have a steady stream uh pipeline built out right so what we want to do is we want to go and we want to find who are the best people inside your database to speak with so you don't end up just going in and making blind dials wasting time getting beat down on the telephone things like that we want it to to be a a good experience right we want you to be in front of the best people that you have the hand raisers and then just stop chasing all the cold leads let the cold leads do what they're going to do we'll put nurture stuff on them we'll keep you in front of them and then as they come back and become hand raisers let's actually talk to those people right so that's the big thing here and we nurture your database using smart plans inside lofty so lofty has a thing called smart plans that allows us to go in and build out different things like nurture plans and um automations that watch for these hand risers so then we monitor for the hand raisers we apply priority tasks to whoever's assigned to the lead so as these hand raising activities occur we go ahead and give a task to that person we also tag them and we put them inside of a filter and this is this filter we call it a priority task filter it's a filter that we put inside your lofty account and all of these opportunities that were were finding for you we put inside of this filter and then you have one place that you can go to where you can look at some of the highest uh intent people that you have on your website right and then you just make the dials so it's really easy we set up all of the stuff on the back end we turn your thing into a conversion machine and you really just have to pick up the phone and make the dial um again if you're unwilling to make the dial it's you're not going to last long in real estate first uh the second thing is it's not going to work if you're not going to pick the phone up right we can do all kinds of cool stuff and all kinds of automations that help you in your business but it really just boils down to you picking up that that uh phone and making that call but what we're going to do is we're going to put you on the best group of people to call so that you don't waste your time so that you have better conversations and that it leads to uh you know better leads more closings so it's a simple integration we'll just talk about this for a few seconds here um what you do is we provide you with some tags inside your Lae account so we'll a whole system inside of of lofty and with that comes a couple different tags and some of the tags apply smart plans and those smart plans will nurture the contacts inside your database so we have one for buyer nurture and one for seller nurture so we give you a 52 uh week email sequence so it's one email per week and it's educational valuable information things about the buying process or the selling process each email and this is key each email contains two links one buyer link and one seller Link at the top of the email that helps Drive additional website traffic um back to your to your site so that we can monitor for this with additional smart plans and find those hand raisers right so that's part of the process there so you'll tag the leads super simple buyer plan or seller plan you just identify a single contact or a group of contacts that you want to enroll you tag them with it and enrolls them in into the sequence the cool part is when you enroll them in one of the nurture sequences using the tag it then automatically makes them eligible for Behavioral tracking and that's all of this finding the handraiser stuff that we keep talking about all right so that's the automations that monitor for the activity so we just assume that if you put one of these nurture tags on that you want us to monitor them now the other cool part in the way we've designed this integration for lofty is you have the ability to put that behavioral tag on Independent of the nurture plan so say you don't want to use the nurture plans that we into your system maybe you have your own stuff going on maybe you have certain groups of leads that are kind of sensitive and you don't want to send any communication but you still want to monitor for them if they raise their hand um you can put this behavioral tag on them and it'll track them and anytime they do something of value uh we'll push them back to that filter and we'll put that we'll present that opportunity right in front of you and that's the cool part here so the smart plans are then going to monitor for all this activity and uh that's the automations that that watch for these hand raisers when we find a handraiser we're going to give them a task and we're going to tag them the cool part about this is the name of the task and the name of the tag match the action or activity that was taken on your site so it's very easy uh for you to see and have visibility into why am I calling them what action did they take so that you can attempt to kind of merge some of that information into the call so that you can have a better quality call with that contact um that's a really important part of this we we not only want to get you on the best group of people inside your database and calling them we also want to give you these little hints as to what occurred so that you can have good conversation so it's not just a task it's a task with a meaning or a um there's a purpose behind it right so this whole let's make your lofty platform intelligent that's what we're going to do so this integration that we've created allows us to go into your account and put in a set of things we give you a whole breakdown of what all of this is when you sign up so there's a a full sheet that shows you how everything works it's a very simple integration it involves some tags it involves some smart plans it involves a filter and it really allows you to make your lofty platform intelligent and what does that mean that means that as these automations the behavioral monitoring is happening and we're finding those hand raisers we're actually putting that that brain inside of there that you need um that most systems don't have or have set up correctly right so this just really allows you to find the best group of people call the best group of people there's three core compon uh excuse me Three core components to this that make up this powerful integration there's smart plans lead tags and priority filter so this smart plans we do about I think it's about a dozen smart plans go into your account um same thing with the lead tags about 12 or 15 lead tags get implemented and then a priority filter which is the main responsibility of of you the team leader or the agent which is that's where all of this opportunity that we're going to find is going to exist so the smart plans and Lead tags are going to handle a lot of the background stuff a lot of the details right and they're just going to push all of these opportunities right to that priority filter just make your job super super simple so it it Blends a little bit of automated lead tracking with traditional follow-up methods what we mean by that is the traditional follow-up methods are the email so those nurture emails we talked about we have a buyer plan and a seller plan that we put in your account 52 different educational value driven uh emails that also contain links back to the website so that we can uh you know boost up your website track traffic and push more people back to these automations um and again this allows you to be efficient with your time that's the whole thing here if you have a database of two three five 20 100,000 uh contacts we have clients with over 100,000 contacts 130 150,000 contacts without systems like this in place it's impossible to monitor one two three 5,000 plus contacts you just can't do it and that's where that opportunity happens in your business for you to find all of these people because these are groups that you're not currently um working or working at the highest level we talked at the beginning of this how your now business you know what your now business is you know who all of your a buyers and a sellers are you know who all those Prime people are you know who you're going to do business with in the next 90 days maybe even 180 days it's really building that solid Pipeline and using systems and tools like this that allow you to nurture the the giant database while you focus on the most important people right so that's this whole thing about being efficient with your time speaking with the best opportunities and then just building that steady pipeline of business that's the most important thing the steady P pipeline of business um if you've been in real estate for any sort of time you know the ups and downs that happens you have a great month followed by something where you know it's it's no closings or only a few closings right and really what we want to do is we want to help taper that out and get you set in a position where you have a steady pipeline of business happening and if you already have that steady pipeline we're just going to magnify it um there's teams with us who have doubled tripled their business uh by implementing systems like this that monitor for their database and engage with their database because they they're already producing at a high level we're just adding more more fuel to the fire right so this whole it's complicated it's not complicated it's simple idea here there this is really how easy it is we find the leads you make the dials that's it um the hand raisers that we find inside of your lofty account or are any of the things on the left side of the screen here so any of the things with the little uh waving hand emoji the cool part is inside of your lofty account again we give you a task and we apply a tag anytime that they match one of these contact matches one of these these items they have to have that behavioral messaging enrollment tag on them so we always double check for that so that you know it's only the people you've enrolled but as soon as they match one of these we're going to give that task we're going to apply that tag and the tag looks just like this it's got the waving hand emoji it's very easy to see inside your lofty account and all you need to do is complete the the dial complete the call and then Mark the task complete and remove the tag the name of the task and the name of the tag match each other so if you get something for a lead requested a showing or saved a property or viewed something multiple times that task and that tag are going to be the exact same names you're just going to complete it remove the tag it pulls them out of this filter that we put inside of your account so it's very very simple very easy for anyone to get started using this um and it's super powerful so we're going to talk about a little bit of that right now so this whole concept of stop chasing cold leads start chasing hand risers um your database is filled with cold leads and that's okay you need to have a giant group of leads to nurture you need to be able to send things to them periodically property alerts different emails if they're buyers or sellers nurture emails enroll them in these things and make sure that you have given them an Avenue to come back to you and re-engage with you we need all of that in place but we don't need to spend a ton of time calling through dead list of people what we need to do is we need to in itute things like this this integration here and we need to find those hand raisers out of that we need to watch and monitor for the 10 20 50,000 leads that you have watch for them to take action and then present you with that opportunity and this is the cool part here currently right now we're producing inside of the systems that we have Integrations uh over 180,000 priority tests every single month so we're finding um we've got about six million leads underneath management so um we're definitely we're not new to this right um but out of the Six Million leads we identify about 180,000 hand raisers each and every single month so it's amazing um how many we're able to find and the dials that are made into this we track the the percentages it's a 23% answer rate on average so one out of four people that you call are going to pick the phone up and we see some databases that are 30 50 even 60 or 70% answer rates it really just depends I mean the quality of your leads are going to matter where you got them how good the information is if you have a bunch of people that don't have good phone numbers I mean it's right it's just going to be it's going to be difficult to call them and get a hold of them but um across all accounts are averages a 23% answer rate so back to the efficiency with your time back to having better quality calls back to your team having a better experience when they go in and do lead generation and make dials um instead of them calling through 100 leads and getting a hold of five people imagine them calling a 100 people uh making 100 dials and getting a hold of 23 people that just opens up the door for so much more opportunity now there's another side to this which is how good are you on the phone how good are the scripts that you have do you role play do you have all of those mechanics down right that's the agent just being good at sales or having sales training that's another you know side of this but what this whole whole system and integration does is it finds and puts you on that group of people and then it's up to you um how well you can you can have that conversation and navigate that with them so there's some common questions that uh I think are important to kind of answer and if you have anything please drop it in the chat I'll answer any questions here I only have a few more minutes um I was keeping this short keeping this under 20 30 minutes for everyone just so you can get on with your day we really just wanted to expose you to you know the fact that we have a brand new in ation it's inside lofty and if you're a lofty user we would love to have a conversation with you about how we can implement this into your business or just answer any questions that you might not have got uh answered um on this call so again drop anything in the comments section um how long does it take to get set up that's about seven to 10 days is where we're at right now just depends um how many people we have inside of the pipeline and and installation some of these things inside a lofty they're very manual process to a lot of the email copy is very manual to um so it it just takes a little bit of time right um do we provide continuous support we do um we do provide continuous support um we have a support package that you can purchase it's a lowcost package that um allows you ongoing support and we do some things there there are two different ways that you can get up and running there's a manual and then there's a a a guided account warm-up process the manual account warm-up process we basically everything into your account account we give you all the instructions on how to warm your account up and then it's on you to do that if you do the premium support we help you through that process we make it super easy and and we go through there uh with you and get everything warmed up when we say warming up we mean getting everybody on nurture plans getting property alerts put on everyone just really driving a a bunch of traffic back to your system so that we can watch for it and push more people to that priority list so these are the hand raisers these are the things that we're able to track inside lofty um so everything from people messaging your website to requesting a showing or saving a listing viewing something multiple times we're able to see all of this um activity and then present that to you um operating that priority filter very very simple you're going to get a task you're going to get a tag they're both going to match the names of them are going to match if it was something like viewed one listing three times that's going to be the name of the task that's going to be the name name of the tag you just complete the task mark it complete do the task mark it complete and then remove the tag it's as simple as that so it's it's a very simple way to operate that filter and uh the other thing here property alerts um this goes overlooked by a lot of people um but we give a filter inside of your lofty account that identifies anyone that we believe should be on a property alert that's not currently receiving one so we basically give you a task list and all you have to do is apply apply a property alert to them and they it removes them from that that list um we do this process for you if you're doing the um guide it if you do the premium support we do this process for you we also apply a thousand of these um when you um if you just do the integration we apply a thousand of them to get you started just to to push some additional uh traffic back but the cool part is about we've seen about 5 to 15% of the people that get enrolled in property alerts you they end up coming back to the website so for every thousand people that you have you can um assume that anywhere from you know 50 to 150 people are going to make it back to the site so this becomes super important and that's on the low end 5 to 15% we've seen some accounts that have been 20 30% uh return and what's important about this is property alerts that are sent out a lofty contain an auto login link so if the user clicks it it basically has Associates the visit and the session with the person who is registered and what's nice about that is anything that happens within that session so all of these items here we're able to track and monitor for that but also when we send out any other email collateral um chances are that if they logged in or click this property alert on whatever device it is let's just say it's their mobile device it'll automatically log them in and then if they open up an email later as long as they're still logged in in that browser it'll still track that activity so that's what's really nice about property alerts and um yeah we've seen databases that need like 80 to 100 thousand of these we've put these on and just um totally increase site traffic like we had uh one client that we just launched a few weeks back that we increased his site traffic by like 3,000 users um per month just by helping him uh get this into play so so that's all the stuff with uh you know common questions and whatnot um I'm going to take a look at the comment section here in just a second and see if we have anything there here's what it looks like um there is the integration which we put into your account um there's no monthly fee it's yours right we put it in there uh we give you a th property alerts that we put on there it does all that behavioral monitoring it has the buyer and seller um plans the manual account warmup we talked about manual vers guid it you get 30 days of support with this and then we also have the premium support option it's $99 a month but we'll do an additional 1,000 property alerts every single month and we'll also warm your account up so we'll make sure everybody's on the buyer or seller nurture plans and we'll just keep monitoring and uh optimizing your account every single month for the $99 now if you're with uh lpt realy we have a special offer for you um all you need to do is book a call with Kylie Rose I'm going to drop a link to her calendar inside of the chat um we have a special offer for anyone with lpt so let me drop that inside the chat right now and you can book a call with her using using that link um or or just the link on her website either or and um and what Kylie will do is she'll walk you through she'll answer any questions that you have anything that maybe was unclear on the call today and she'll let you know about the offer that we have going so if you're with lpt again there's a special offer it's only uh available for lpt realy agents um no one else um I guess I'll I'll let the cat out of the bag a little bit early I'm moving over to lpt realy so if you're on this call if you're watching this um you know you'll you'll probably hear that here at some point um but I'm moving my license over so I'm going to be a fellow lpt realy agent um with uh some of the people that may be on the call today so um yeah so what's up future team right um so that's going to be awesome so I'm going to be moving over there and we want to be able to um give a a special offer just to that Community get you guys up and running um get you succeeding at a high level and really put some things into your lofty platform that are going to allow you to make your business more efficient find better quality people to talk to from people that you already have put your team on better people to talk to and just overall just have a more successful um second half of 2024 so that's the big thing there yeah thanks for the thanks for the um the the welcome to lpt stuff that I got in there yeah it's it's happening um so there'll be a bigger announcement on that I'll make something really big happen around that but but yeah definitely moving over there so that's what I have for today that's the whole announcement was there anything else um inside of here that we questions cost um Tony Monica both asked about the cost the pricing we have on the website says, 1500 for the um it's a pretty labor intensive we get you up and running we show you how to use it everything like that um but we do have special pricing for lpt people so if you're with lpt just uh book a call with Kylie drop the link inside of there get on her calendar before it books up and then um she'll just walk you through everything have a conversation about it and if it's a good fit and it makes sense for you and your business then we'd love to help I mean that's what it's all about um it's got to be a win-win for everybody thanks Tony I appreciate it all right cool that's all I got thank you uh for joining today spending some time with me it's always uh you know nice to to have like I'm grateful every time that I'm able to speak um to the community and just grab a little bit of your time it's valuable I know it's valuable and so the you know 20 30 minutes you spent with me I am I'm super grateful that um I get the opportunity to spend that time with you and just build some awareness around some of the things we do and some of the things we offer so thank you so much everyone if you have any questions reach out uh gms.com again I also dropped the schedule call link inside the chat so please book a call with Kylie I would hate for her to be lonely on the other side of this call so book a call with her have a conversation see what we can do to help uh you and your business so thanks everybody have a great week