1.
The 5 Steps to Sales Dominance

2.
1 - PROCESS

3.
Tracking Call
Response
Times

4.
44%
33%
7%7%
7%
Survey of how quickly most pm’s report they respond to
new owner leads....

5.
39hrs
Average Call Response Time Average # of Call Attempts
1.6
INDUSTRY AVG

6.
3K
6 hrs
Time Window Analyzed # of companies surveyed
Download the full report on lead response times in the PM
industry - http://bit.ly/leadtimestudy

7.
Less than 5% call
back within 15
minutes.

8.
Less than 1% call
back within 5
minutes.

9.
Refining
Your
Pitch

10.
Download free copy at:
http://bit.ly/objection-blocking

11.
PROSPECT
Contact #1
Contact #2
Contact #3
Contact #4
Contact #5
Contact #6
Contact #7
CUSTOMER
43% of Salespeople have given up
68% of Salespeople have given up
80% of Salespeople have given up
Low hanging fruit
is harvested here
You’re really getting to know
the prospect and their needs
You now “own” mindshare and are the
default choice when the prospect is ready
You’re the only one to make 6 contacts
(Source: Society for Marketing Professionals)
PROGRESSION OF A SALE

12.
Download LeadSimple Follow up plan at:
http://bit.ly/followup-plan

13.
Build Value
Into Client
Onboarding

14.
Carmen Small
All County Cumberland - Atlanta, GA

15.
https://www.whitespark.ca/review-handout-generator

16.
Tracking
Basic Growth
Metrics

17.
Conversion Rate
Cost to Acquire Client
Customer Lifetime Value

18.
2 - SYSTEMS

19.
Using
Landing Pages
Effectively

20.
Improving
Your Phone
Tech

21.
Leveraging A
Modern
CRM System

22.
CENTRAL DATA REPOSITORY
- Call logs and recordings
- Email exchanges
- Agent notes
- Sales stage
- Lead assignment
Most of this data cannot be stored
anywhere else...

23.
Modern
Means
Automoated

24.
CRM

25.
3 - STRUCTURE

26.
Departmentalization

27.
Managing An
Inside Sales
Agent

28.
1. Clear activities
2. Clear goals
3. Clear schedule

29.
Target: $60-80k
Commission: $250
Salary: 2k / mo

30.
Target: $60-80k
Commission: $250
Salary: 2k / mo
250 appointments
125 deals
$31,250 + 24,000

31.
Target: $60-80k
Commission: $250
Salary: 2k / mo
375 appointments
281 deals
$70,250 + 24,000

32.
Key
Challenges
To Success

33.
Activity > Skill
Diagnose poor performance
Provide structure & onboarding

34.
4 - NURTURING

35.
Lead nurturing:
Building relationships with
potential clients even if they’re
not currently ready to buy.

36.
Your biggest
Marketing
Opportunity

37.
Traffic Leads Customers
Typical Sales Process

38.
Traffic Leads Customers
Ideal Sales Process
Capture Nurture Wow

39.
Qualified but not
ready to buy
Stale /
Unqualified
Sales
Qualified
25% 25%
50% (Source: Gleanster Research)

40.
Leads
Interested and
ready to talk
Prospects
+ Recycled
Qualified & Interested
Not ready to buy
People move back and forth...
and that’s perfectly natural

41.
EFFECTIVE LEAD NURTURING CAN
INCREASE SALES READY LEADS BY
(Source: DemandGen)
50%

42.
Nurturing
Through
The Funnel

43.
Leads
Interested and ready to talk
Prospects
Interested but not ready to buy
Customers
Won business
Suspects
People who have heard of you

44.
Consideration
Trying to understand what to look
for - establish buying criteria
Interest
Intrigued with the idea of the product
of service you offer
Awareness
Came across your website, ad, etc.
Customers
Action
Determining who to buy
from
Leads
Prospects
Suspects

45.
Powered by
Content
Marketing

46.
Blog Posts
Articles
Infographics
Webinars
Guide
Video
Curated list
Research Date
Entertaining Education
Awareness

47.
Blog Post: How to screen for good tenants
Infographic: Orlando rental price trends in 2015
Webinar: Beginner's guide to investing in real estate
Curated list: 7 things every landlord should know
Research Data: Dallas rental price trends in 2015
Entertaining Education
Awareness

48.
Guide to real estate investing?
How to rent your home out
Rent ready checklist for landlords
Guides & How To
Interest

49.
Design Equals
Perceived
Value

50.
Why hire a property manager?
What to look for in Property Manager
Guide to hiring a property manager
Buying Criteria
Consideration

51.
Why choose us?
Our Unique Process
Case Studies & Testimonials
Specials & Promotions
Promotional
Action

52.
Attract
Capture
Nurture
Meet
Sell
Nurturing Ramp

53.
Landing Page
Content
Email Copy
Email Sequence Timing
Required Assets

54.
1. Timing
2. Spam
3. Exit Criteria
4. Sales Handoff
Key Challenges

55.
The Cost Of
Doing Nothing
Right Now

56.
5 - BRANDING

57.
If you are not a
brand you are a...

58.
● 2014 Ernst and Young Midwest Entrepreneur of the Year Winner.
● Maverick of the Year 2013
● Management Team of the Year 2013
● 2013 Executive of the Year by the American Business Association
● International Real Estate Company of the Year 2012.
● Gold Stevie for Company of the Year 2013 Renters Warehouse.
● Inc. Hire Power 2013 & 2014
● United States Army Honored Employer 2013
● Inc. 500 | 5000 list of fastest-growing privately held companies
● America’s “Best Places to Work” in 2012, 2014 and 2015 by Outside
Magazine.

59.
“Market leadership means
higher revenue, higher
profitability, greater velocity &
stronger return on capital.”
- Jeff Bezos,

60.
Characteristics of
great brands3

61.
STORY(emotion)

62.
Kassandra Rose
RentLucky - Seattle, WA

63.
DESIGN(Aesthetic)

64.
Justin Dean
Dean & Dewitt - Tampa, FL

65.
CONSISTENCY
(Completeness)

66.
“The brand is the most
important and sustainable asset
of any organization.”
- John Simmons

67.
DOWNLOAD THIS
PRESENTATION AT:
http://bit.ly/sales-dominance

68.
leadsimple.com/sales-course