Optimize Your Sales Lead Conversion Process for Real Estate

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we're here today to talk about lead conversion for real estate professionals and right now in your chat area I've just sent you links which you might have gotten last night via email to an e-book and a worksheet that are kind of companions to our webinar today if you could help me out before we get started by just telling you that you can see my screen okay and that you can hear me okay so I'm not talking to myself only okay thanks Roxanne that's great I'm glad you guys awesome okay so continuing on paper just coming on welcome to those that are coming on the line again in your chat area you didn't get the worksheet in the e-book and are interested in downloading those you've got the links right there and for those of you that are going to watch this later as a recorded webinar you will see those projecting at the bottom of your screen so you can download those so I've got some really great surefire lead conversion techniques for real estate professionals and we're going to talk about those for the next 45 minutes this is a companion to the webinar we did two weeks ago which was about lead generation so a couple of things will be referring back to that one so if you didn't see that one you'll be able to watch that online at melissa's of allah calm and there's also worksheet for that one as well so welcome to all of you I'm excited to talk about this it is a you know lead conversion does work it's all about discipline and we're going to talk about that as well so what is a lead what is your definition of a lead and when I talk about leads I'm talking about online leads now how would you define an online lead so if you can talk to me and let me know what you think an online lead is and what your definition is that would be really really great okay Susan saying it's someone that goes to my website yes that's true but there's more let's see who else can write in and give me some more definitions of an online lead let's see who's on thanks again to the that are just coming on the line okay someone else says yes it's someone that goes on your website and puts in their name that's exactly right a lead is a person who shows interest and provides his or her contact information to you so when we're talking about online leads it's not only someone that goes on your website but right shows interest and provides his or her contact information and jane says asks a question about a property they see online yeah that's actually how you can validate them you know that they're really interested in a property so thanks Jane for supporting you with that on your worksheet anything that's in light blue here you can write it in on your worksheet if you're interested in doing that so that's why some of our text is in light blue so a lead and online Lee is a person who shows interest and provides his or her contact information and that is key because if they don't give you the information obviously it's kind of useless that they're going on your website so wherever you are on the internet you want to make sure that you have the tool on two-way street the open lines of communication so that people can and you can collect our information so that you can make provide value and provide them with whatever they need and hopefully convert them into a listing or a sale too so to generate leads and this is what we talked about a few weeks ago and there I recognize some names that were on the call on a few weeks ago you need to master the art of diversification online now we talked about diversification from in all of our marketing and lead generation a few weeks ago but this is just online so it helps to be everywhere online and that's kind of tricky because we all don't have time to be everywhere all the time but if you were to go on Google right now and put in your name you know at or put in your name plus realtor or real estate agent or real estate Los Angeles or whatever what shows up where are you online so as a good test if you if you want to walk away from this page and do that right now whatever shows up on page one is an indicator of your online presence so for me when I put in my name which is not that common Melissa zavala I don't have too much competition on that name and I do show up a lot on page 14 different things my website my facebook page my linkedin profile maybe if I've done a video or to all sorts of different things show up so the question is on how diversified are you where are you online so you can evaluate that yourself by just googling your name and if you have a common name make sure to put real estate real estate professional real estate agent after it so that you're not getting other people anyway so these are the ways you want to be diversified or add some of these to your bag of tricks of course you're going to want to be on social media sites there are a gazillion of them it can get overwhelming there's Instagram there's pinterest of course there's Facebook there's Twitter there's linkedin there's even you know reddit there's just so many places that you can be and certainly it can be challenging to manage all of that so you've got to make some decisions about how much of that you want to do but i would say you definitely want to be on facebook if you're looking for way inch and LinkedIn if you're looking for one or two and you haven't done it yet so master the art of diversification so make sure you're on a few social media sites and when you're there try and do some interacting and we're going to talk about how you interact in just a few minutes and then blogs now this is a tough one because not everyone likes to write for those of you that know me know that I came into real estate as a writer I was in high school English teacher and then I worked for an educational publishing company for many years developing textbooks for high school students so I came into real estate with a lot of background in writing so it's been easy for me to transition that over the last five or a zero seven or eight years into doing blogs and things like that if you are not gifted in writing or that's not how you like to spend your time you know that might not be something that you're going to be able to do on your own you may need to outsource that but you definitely want to consider that as a way to build trust and generate on I'm leads videos as we talked about a few weeks ago youtube is number two below google in the whole wide world as far as websites go the whole wide world so there's a second largest search engine and the second largest URL so Google than YouTube and then there's like Facebook's in the top ten and Twitter and then we get into some of the websites you know amazoncom things like that so you definitely want to have a few videos on YouTube because that's where people are searching and I can tell you there's a lot less there are real estate professionals tons and tons of them doing it but there are a lot less real estate professionals doing videos and there are writing blogs so that's a place where you might want to be and we can talk we can do a whole webinar talking about developing that and then review sites Yelp Google Plus things like that truly I even has recommendations and reviews and I'm really excited because I am preparing the webinar on this I think it will probably be our next webinar in a few weeks but what I want to talk what review sites are where you want to be so if someone said to me Melissa what is the future trend where do I need to be if I only was going to pick one thing to do when I left this webinar today to generate leads or to convert leads I would say get over to Yelp and Google Plus and start getting reviews think about it you go on Amazon or nordstrom.com or best buy or wherever you go and before you buy something online that's what you are doing you are reading the reviews and be honest and tell you i was looking at some shoes on nordstrom about month ago and I read every single review do they won ride do they run narrow are they comfortable are they not comfortable and everyone was saying they're a little bit uncomfortable so then I didn't buy them so imagine how many reviews I looked at so if people are reading reviews they will be calling you and I did share a few weeks ago that I spoke with an agent who from Northern California who she and her partner did 67 million last year the two of them with one assistant and because they had 45 reviews in yelp and they're in a kind of high-end area so each homeless between one and two million and they got all of their leads from Yelp so if you are not looking into this as a way to generate business you need to be so in addition we've got Zillow and Trulia and people are going to complain about them but they're in the top 100 as far as websites in the United States people are going there and in a few minutes when I talk about the anatomy of an Internet lead you will be surprised even though people are going there they're still using local Realtors and I'm going to tell you about that a minute craigs list now craigslist is different not as easy to use as it was before we've talked about that before as well because you cannot add links which go directly to your website so it's a little too but the good news it is the people that contact you they're going to be better qualified because they've actually picked up the phone and they've expressed interest instead of just clicking so that's a good thing so craigslist another place that you can consider if you're going to diversify your lead generation online forms so all your website should have online Forbes because that's how you're going to generate online leads ways for people to communicate with you organic search so when you googled your name just now that was how you showed up in the main part of page one that's the organic search if you're on the right hand side or on the top that's a pay-per-click so you want to make sure you're showing up in the ionic organic search and also em you may want to consider some pay pay per click campaigning for your area carlsbad real estate professional Palm Springs realtor whatever you want to use as your search terms but paperclip can generate some business for you some online traffic and there's so many more but anyway these are the things that you should be working on and these are the ways you're going to get your leads which is your online lead generation and that to the today we're mostly going to be talking about once you get them how you're going to convert them so but before we do that let's talk about the anatomy of an online lead ninety percent of home buyers go online during their home search so that's 92 % but all the people buying homes are going online at some point during their home search and this is really interesting forty-one percent went online before they contacted an agent eleven percent conducted some sort of research online related to real estate so principally those would be first-time homebuyers at looking to learn about the process home inspectors appraisals you know all the things that they want to know to have some background about home line those make up the large chunk of that eleven percent of people that were conducting research online and forty-eight percent went online at some point during the process so maybe after they already wrote an offer they went online to look at other things or even after they're working with a real estate professional they're still going online extremely common as you know they're saying well you didn't show me this house and it shows on zillow that this house is available and so that's that other forty-eight percent that's going online at some point during the process may be checking up on you that you showed them everything or just because they want more information so that makes up those are the kinds of people that are looking online and it's ninety two percent of home buyers that's a pretty significant percentage so certainly you want to be there so they can find you the other thing that you need to know because you think oh my gosh and we did talk about this we talked about the fact that Oxford University said that there's eighty-six percent probability that a real estate professionals job could be automated at some point in the future but isn't it interesting that eighty-nine percent of home buyers who went online during the home search actually used a real estate professional in their purchase so despite the fact that ninety-two percent of people are shopping online they're actually buying with local Realtors so isn't that great so of the hundred percent of people that are buying eighty-nine percent of mine of the searching night that are searching online eighty-nine percent are buying with you so that's great and that's why you want to be online so to generate and convert those leads though you need to show the public that you provide some value we did talk about that about how you really want to think about what people want so you can provide it to them and it's really really important you have to show that you have value in this technology focused marketplace so let that I was going to tell you I'll tell you about Johnny Bravo in a minute but so here's the so here is the lead generation and conversion process that you need to think about you're generating traffic through that diversification thing that I just showed you and through that you're going to obtain some leads and then of course you want to want to convert the leads and it goes on and on and on and on and you're like a guy on a hamster wheel but that's okay the minute you stop is you're going to create those peaks and valleys in your real estate career and we've all been there and the picture making good money you're super-busy the checks are coming in and all of a sudden you have a three-month lad with no closings and that's because you weren't generating traffic and obtaining and converting leads because you were so focused on your current deals that you forgot that you needed to do your marketing so that's the the biggest challenge I think to sing continuous closings in real estate is the ability to run this hamster wheel over and over and over again despite whatever else is going on in your career so to me that's such a challenge and so we need to be creative and really disciplined in order to not have that problem at peaks and valleys I can tell you even the top producers do make the mistakes sometimes of not a Duke of the peaks and valleys of forgetting to do their marketing because they're so busy focusing on problems you know running to a home inspection or somebody lost a key instead of having staff do that while they're doing their lead generation so it's really really vital that you stay on this wheel and you continue this process and this is what I was talking about Johnny Bravo so how we do that one thing was you want to engage your leads so you don't want to be that guy look at this guy you know best story I can think up for this is just imagine that there's this guy in a bar he's got you know really muscular guy in good shape he goes up to a woman he says I'm in good shape I made lots of money I have a nice car and you know so he is just telling all this stuff about him and yes he will maybe get one date because people might be impressed by those things but will he get over and over dates with that kind of personality probably not so much even that woman that might have been attracted to the fact that he had money muscles nice car after to overtime if there's not some value there then there's no true connection so I would say don't be that realtor that's that saying those things but think about ways that you can authentically engage leads or engage people at their own level and provide them with value so if you think about that guy what he should say is oh you know I'm so glad to meet you and you know find out what you have in common and do things like that instead of just just showing off his muscles showing off his car you know that's going to repel people over time and Facebook is a great place to test that because in facebook you really don't want to be saying oh come by my houses you know they're so awesome all the time all the time realistic real estate real estate because that's a social engagement site so people are looking for value and social engagement there so that's a perfect example of when you don't want to be Johnny Bravo the other thing is that conversion takes time a long time ago I saw a story on Dateline about how to get children to eat healthy foods and what they said is the only way that a child is going to eat something like spinach or broccoli or Brussels sprouts is if you present it on the plate a minimum of 11 times in a row so that means 11 times at dinner broccoli or whatever Brussels sprouts now i would say after i thought about it that that really applies a lot to lead version nobody is going to eat your broccoli or eat your brussel sprouts which is you know use you as a real estate professional on the very first call or in the very first email that conversion is going to take time just as it really takes time for kids to eat those vegetables and so you know as you work through if you're looking at the e-book if you've downloaded the e-book you'll see that there's a whole process for lead conversion it's a whole recipe a whole bunch of templates and it works on what you need to do the first 12 days 12 to 15 days and then what you need to do after that because conversion does take a lot of time i as a personal example is I can think of one person that i sent him a weekly newsletter through email since 2008 he was on my list I had a little bit of engagement with him on facebook and I finally converted him in 2013 so didn't cost me much to do those email campaigns and I didn't reach out to him very often you know on Facebook we have you know he had a baby i clicked like or made a cute comment but that didn't i didn't do that very much but that's how much time it took me to convert that lead i'm not suggesting that you actively call people that are not warm leads you know every single once a week for it for five years in my case I was converting him to be a client for one of my businesses but and it was just a weekly email so it wasn't as interactive but the thing is that's an example of how it works overtime and how it could take time but you've got to get under their skin just like that broccoli has to be on that plate so many times so the other thing is you want to use a lead validation process how many people have received a lead and you know it's like a name you know I've seen some that say Mickey Mouse you know people are people put in a name well you've got to be able to validate your leads so first of all you need to identify do you have a valid email address when online leads come in and i'm going to show you one in just a second you some tight you always good it seems that you always get an email you don't know whether it's valid or not but you also sometimes you get a phone number and that's really great if especially if it's a working phone number so you've got to kind of assess whether these things are real do you have a valid name you could get an email address and no name you don't know if it again if you have a valid phone number and you might do it would be ideal to have a mailing address because then you could go and look on the MLS or in public records and see if they're a tenant at that address or an owner so you can have more information about what their background is and what they want so having a good lead validation process is key and taking the time to do that is crucial and if you could do it at the beginning before you work on conversion it doesn't take that long but it could give you some additional information someone told me the other day about been verified calm b een verified calm and how you can use them to validate you know an address or get a phone number of things like that I don't know you know how much information you need for that but that's a place to go if you're looking to do some lead validation so here's them here's a lead this one came into our office several months ago just an example and so person's name is kira or Kyra and there was an AOL email address and then there was a phone number and here it looks like she went on to my brokerage is serving san diego county comm is our website and she was looking at the listing you know she was searching through the listings there and she found a rental and we don't really work in rentals but she found this through the mls and her searching and she was looking to know if it's available I guess and so it gave us some information here so now I know immediately by looking at this that okay she's looking to rent and this is in vista now of course I'm thinking in my head well why can't you buy can we call her can we convert her into a first-time homebuyer there's so many good first-time homebuyers programs but we've got to be a good detective and find out if she's legit by looking at her email address and trying to call her on the phone so you can research the lead using your idx platform so this is an example from the idx platform so I can see what she looked at if she logged in and created a contact there and she saved her search I can see all the things she's looking at when I log into the back end so if you use diverse solutions or any of these other idx platforms on your website they always have a control panel you can log into the back and you can see what people are looking at if you don't have an ID X platform and are looking for something there is a really affordable alternative called real bird which is about 90 or a hundred dollars a year and you can it's it's not as comprehensive but definitely provides you with some search tools that you can add to your website so that's a real cool thing but this one diverse solutions is very comprehensive and if there were more information if I logged into the back end I could see what else she searched before I even called her maybe I see that she's also looking an oceanside in which case I can you know I can maybe try and find her a rental in oceanside or I can refer if she can't qualify to be a first-time homebuyer I can also go on google I can put her email address into the search bar on google and that is a great way to find out you know if she's legit I can find out you know if she's been somewhere else she's posted something on craigslist or maybe where she works or anything like that if she has any presence on google and then facebook i can search maybe her email in facebook or if i had her last name i could search on facebook and i'm going to talk you to you about how we reaching out to people on facebook in just a few minutes linkedin i could look for her on linkedin twitter things like that so Instagram so these are ways that you can reach out to people check them you can actually find out that way if it's a legitimate email it helps a lot to know that so really really important when you're doing that so all of this stuff you can do before you actually pick up the phone or send an email to try and convert the lead but the next thing you need to do is you need to follow a good lead conversion plan so I don't know if you have one already if you're using one as I said the e-book that for those of you that just came on the call at the the address where you can download the e-book if you're interested is in the chat area and that has the whole lead conversion plan for 11 days for you 11 to 12 days i think it is maybe go up to 15 depending on how you face it out but that's a whole lead conversion plan for online leads available for you you just need to integrate it into your email platform and there you go so again that's what that is and I think everyone has it but if otherwise you can download it right now from Melissa zavala calm but those of you on the call you have the link right there so the templates are in this booklet which you can download so this is what the first day has the most complicated day because you've kind of got to think through okay what information do I have so if you've got the lead the first thing is did I get a phone number if so of course you're going to try and call them so the booklet has an introductory phone script if you're not sure what to say and and then went then number two did they answer the phone if so you're going to want to engagement them we've got a lead engagement worksheet you can download you can fill it out and then if they didn't answer the phone then you can leave a voicemail so I've got a couple of samples right I'm going to show you in a minute if you had a conversation you can send them a follow-up email and then of course no phone number you can send an introductory email greeting so there's all sorts of things that you can do but this one's the most complicated because it depends on the information that you got with your online lead now let me be very clear the minute you talk to them you can abandon this lead conversion plan so if you talk to somebody or if you set an appointment you don't you stop doing the things here because you've already created a valuable relationship which you can move towards selling them property so this is just the things to do over and over in order to feed them your broccoli so they start possibly taking your call or answering your emails so again you can abandon all of these things the minute that you have and you have engagement so here's a sample day one voicemail hi Bob again what this is just a sample this is Melissa and I'm responding to your message when you have a call a minute can you please give me a call my phone number notice I did not say this is Melissa at Keller Williams I'm responding I'm responding to your email about the property at 123 Sesame Street there's a reason for that because they might be repelled and say hello realtor I don't want to call them back but they don't remember who's Melissa again maybe I did call her and so that's the way you can get them on the phone so be kind of um you know you I gave my number I said who I was but that piqued the interest so hopefully that will get me the call back so that's the sample day one voicemail message again that's in your booklet and then an email message so this one I'm going to give a little more information anything in italics obviously is specific to me and you're going to have to change that so thanks so much is my subject line hi there Bob my name is Melissa zavala with broad point properties just a quick thanks for visiting my website I also wanted to see if you wanted some real estate info and hot deals in Palm Springs that's kind of a joke for those of you in California you know that Palm Springs is very hot so okay if you have a minute can you call or text me at and my phone number you can also email me at this email address anyway something like that just go and go and go day after day after day following the recipes in the booklet and then hopefully you can create some engagement so day two all right you've already completed the steps in the previous section and you boot on you know now you've got to do some more so within two days or your second day or within two days you wouldn't want to do one of these two things you're going to send a one for you email I've got that in the book or like I talked about you're going to do some more detective work and try and reach out to the prospect via Facebook most of the world nowadays is on facebook if you've got a lead from someone through the internet it's likely that they're also on Facebook you can search for them on facebook by their email address and here's a sample facebook message hi there Bob I just searched my contacts on facebook and you showed up it looks like we both go to golds gym again that's an italic so you can connect that way so if they're in your clear community and you have 500 friends on Facebook and they have 500 fans on Facebook you might have friends in common already or you might be able to find some other common social ground on facebook so you want to maybe put in a customized sentence there with your common social ground and then you visit my site and I thought I'd put a name to the face I hope we can touch base soon let me tell you one thing about facebook messages that people send in facebook are I don't know the percentage but data shows that they're significantly more likely to be responded to than emails so if you have the opportunity to message someone over Facebook versus sending them an email this would be a way better way to create engagement if I've had people people that I know professionally and they're really busy and they don't always get back to me on email suck their friends of mine on facebook i send them a quick facebook message they always respond usually the same day so there you have it if you can send the facebook message you likelihood that you can create engagement is going to be a lot more significant and then the third day or a few days after that you know there are some other things that you can do you can do a video email using bham bham be 0 mb b 0 mb com or other video email tools you can send a knife i'm free email that's a sample email that's in your booklet and you can try to make another call and leave a message and i have another script in there and it goes on and on and on and on I've got like I said 10 to 15 days of activities in there and then a follow-up plan for after that so the key to lead conversion is to do this so if you can find time in your day to do this every day for me I would just so much prefer to do it at 9am be done by nine twenty and just be on with my day and feel like I've really done something to that will contribute to my success in real estate but there are some tips you've got to be timely time is of the essence look at this statistic you're five times more likely to make contact with a lead if you respond in the first five minutes as opposed to 10 minutes so you're five times more likely to make contacts so if you have a phone number if you call the minute you get the email to call versus waiting ten minutes you're five times more likely to get in touch with that individual doesn't that sound like a motivator in fact redfin I don't know if we have any redfin agents on the phone but redfin has a referral program so for those of you on the line you should look into it in your area I know that it got a strict application process butts for out some agents outside of red fin if you're picked up by red fin they do this email thing where if you can convert the lead then that you get you pay them or all closing and I know some people that have had some great success as not they're not Realtors for red fin but they've gotten on the red fin list and they do get a few leads a month from red pin but redfin is very very strict and if you don't respond immediately then they're off the list so they've obviously recognized the value of responding in the first five minutes look at this a hundred times more likely to make contact in the first five minutes as opposed to 30 minutes later so if you wait 30 minutes and then you call you've lost so you're a hundred times more likely to make contact in the first five minutes as opposed to 30 minutes later that is how a point important it is to be all over your email all the time yes I know that's hard you're going to turn it off in a certain time in the evening and you do sometimes get those lead generation context at one in the morning because people are on the computer 24-7 that's what inbound marketing is all about but during the day if you can respond in a timely manner you can see the value in that plan ahead and stick to your plan I've given you the plan you just need to stick to it over and over and over at are you showed you an example of how I used weekly newsletters and it took me five years but I planned ahead and I stuck to my plan i was able to convert that individual develop a system that works for you so this is a page if you like hard copies of things if you like paper this is from the essential daily planner for real estate agents you can write down who you need to talk to every day you can write it in you can use an Excel spreadsheet they're all sorts of things that you can use you can calendar it you can use a CRM which we'll talk about in a minute there are different ways that you can do it but if you want paper this is the essential daily planner for real estate agents and you can cut pages for every day of the week I'm automate when applicable so you cannot how many of you get these emails that are you know I'm on vacation until next Saturday if you need me please call my assistant at this phone number you cannot use autoresponders for lead conversion there is a place for auto responders I mean out of out of office replies there's a place for those but it's not necessarily in lead conversion those out of office replies now there are Auto times that you can use autoresponders what auto responders are our pre-scheduled email so when you add someone to a list they get an email maybe on the first day the third day the fifth day so are the ways that you can use autoresponders if you want to send people some regular emails and you don't want to have to remember how to do that so some companies that have Auto responders you would have to generate your own text for those but you can put them in our like MailChimp constant contact I contact my Emma so these are all companies that if you're interested in doing something with regimented emails again adding someone to a list and then saying send email 12 days after I add them to the list send email to three days after I add them to the list something like that you can do that through those companies I've mentioned another thing is CRMs customer relationship management platforms these things are great for keeping you organized with the number mean we went through that diversification list at the beginning of the webinar and I only I think we went through nine or ten things on that list if you have all that on your plate plus you're showing property plus you have a few listings how can you possibly keep it all in your head you've got to have a place to write it down whether it's your your iphone calendar or Google Calendar CRMs though are very good because you can automate certain things to happen at certain times you can move people from contacts to leads to prospects things like that so there are all sorts of customer relationship management platforms that you could explore to automate some of your activities related to lead conversion but it's so hard to stick to the plan we were just talking about that so and and even it's hard to practice you know some people are just in the field people and some people really are very scheduled and some people are much more flexible the thing is to develop a technique that works for you the pomodoro technique is one such technique it's named after an Italian Italian that's the tomato timer and it means sitting down for 25 minute bursts to get stuff done so if you could just in 125 minute bursts per day you could do your lead conversion you will be ahead of the game and then maybe spend another 45 minutes or so prospecting phone calls calling expired listings people in your sphere just imagine how many more relationships do will create so that's one such technique for time management and then the thing that we talked about last time that a lot of people were interested in is hiring a virtual assistant now their virtual assistant can't do everything for you the most cost of because people say I can't get it all done they want someone to help them the most cost effective way to get that done is a virtual assistant you can hire a local vertu assistant someone else in the United States or someone from overseas you can hire them through a company like Elance for example or oDesk or you can go and hire them maybe through craigslist in the philippines now virtual assistants can be as overseas can be extremely affordable so if you can't afford a local assistant and you can think of a lot of activities that you could have someone do that's not sitting next to you that they can do maybe while you're sleeping the virtual assistant would be ideal for you also if you don't like the detail work and you prefer to be in the field this is a great way to continue being in the field and have someone doing some of this stuff maybe creating your LinkedIn profile for you or doing some of your social media posting well writing blog posts for your blog about local communities or things like that virtual assistant may be the way to go if you're not a detailed person so that's a way to do if you are resisting because you're not into technology because you'd rather be in the field um here's your solution and it's very affordable so definitely a way to go on that so the question for you is what one new lead conversion thing can you implement today I've given you a book I've given you a worksheet of course I already told you that if you're going to do one thing today I would work on my online reviews again it's the key right now it's the way the future is going people are really looking at reviews before they hire anybody and that's where you really need to be so if you can only do one thing after this call if you're going to hang up if you're in san diego and you can't go too far because the fires near your house and you need to distract yourself this is what you need to be doing again you've got the book so you can start implementing all of the kind of the recipe manual or the templates into your life in order to do some more lead conversion or you can start creating profiles through that diversification chart that I showed you at the beginning there are lots of different things that you can do sometimes people say to me oh but the weather is bad even on the East Coast it's snowing today nobody wants to look at properties fine that doesn't mean that you're out of business there are lots of things that you can do see that your computer is long as you have internet or even if you don't you can are working on some marketing pieces and you know it bro Shores things like that that can help you generate business in the future so carefully consider those things in order to increase your success now I've got a couple of gifts for you that I'd love for you to download and they're both on melissa's of allah com if you're interested got it easy to use agent income calculator so you can download that or a two-step daily prospect calculator the daily prospect calculator what that will do is will tell you exactly how many people you need to contact every day based on the number of closings you want in a year so if you know that you want 12 closings this year or 15 closings it will tell you how many people you need to call or talk to every day in order to meet that goal so for those of you that are really into numbers and crunching numbers that will be a great way to get some information and for those that want to figure out you know how many deals they need to close in order to meet their income goals you'll want to use the agent income calculator so both of those if you go to melissa's diwali calm you just enter in your email address it will pop up you have to confirm i believe and then you'll get a pop up with the links to download those items now I just I want to thank you for coming today we really just wanted to give you as a gift a lead conversion book and kind of walk you through some of the techniques in it and how you can embrace them and begin to use them in your real estate career and if you have any questions I'm willing to stay on and answer those at this time and if you here's how you can email me or get in contact with me if you have any questions as you're reading the book and I wish you all just a great day if again if you're in san diego and you are faced with this fire situation I just wish I hoped for your safety and those of your love that of your loved ones and those around you seems to be getting better today thankfully but was kind of for anyone that's been watching the news it's been kind of a crazy week so thank you again for stopping at our short little webinar today and I wish you much success with real estate and if I can be of help to you in any way please do let me know thank you have a great day you you