Free 14 day trial at www.followupboss.com There is a growing divide in real estate those that understand internet lead conversion and the systems needed to convert leads and...those that are still trying to use old school manual data based entry CRM's. You see CRM's are great for industries where there isn't a high volume of leads and you need to generate invoices and all that fancy accounting stuff, e.g. CUSTOMER relationship management. Where they aren't so great is in a sales environment, when your getting lots of leads from the internet and sign calls etc and you just need a simple system that organizes it all for you automatically. e.g. a LEAD management system. Here's the crazy way some people try to fight it, they hire an assistant and spend all their time struggling to keep their CRM up to date, the second they stop working or their assistant is sick the CRM stops doing anything! It's a system based on human input (and we humans sure are unreliable). In fact most agents just give up trying to use a CRM all together because all the work it entails is far too time consuming. And the crazy thing is they just keep looking for another "CRM solution".... in fact one of our customers looked at 50 different CRM's before she found our simple automated system. In this webinar: We'll show you why the top teams are exploding their businesses with internet leads and what you can do to join them. We'll show you the 5 things you absolutely must have in place if you want to make internet leads a profit center in your business (for people without these 5 things they are just an expensive waste of money and time). We also show the 5 mistakes that brokers and agents make that cost them BIG TIME.

1. Why CRM doesn't work
for real estate sales
AND MOST IMPORTANTLY WHAT TO DO ABOUT IT

2. “ If you are not making a
professional level of profit,
there is something wrong
in your business. Period.
-Darin Persinger
Productivity Junkies
”

3. Think BIG
 Small businesses are small for a reason, they
aren't action takers, they don't invest in
themselves and they don't implement systems.
 All wealth comes from systems
 If you don't have a system, you are the system.
Don't be a cog in the wheel

4. Today
 The critical parts of online lead conversion,
without which you may as well stop generating
internet leads.
 Why CRM can't keep up
 The 5 mistakes brokers and agents make in
growing their business
 Follow Up Boss System
 Q + A + giveaway

5. The critical parts of
online lead conversion
Without which you may as well stop wasting money on online leads

6. Speed of Response
 Critical
 You are 100 times more likely to contact a client
within 5 minutes versus calling within 30 minutes.
(MIT Study).
 74% of all buyers and 76% of all sellers will work
with the first agent they talk to. (NAR)
 Zillow, Trulia, Realtor.com
 If your not first you are last.

7. Speed of Response
 Goodlife team, 5 minute guarantee to sellers.
 15 minutes is good, 5 is better.
 Lead Coordinator
 If your not first you are last.

8. Phone Calls
 Call each lead 3 times minimum.
 5 is better.
 ABS (Always be serving), listen deeply to their
needs.

9. Non responsive leads
 Can't get them on the phone and they don't
respond to email.
 Short automated drip campaign to generate a
response.
 10% response rate

10. Accountability
 Do you have a system in place to make sure
every single lead gets looked after?
 Are you tracking your marketing and only
investing in profitable lead sources?
 Is the system human dependent? How does it
work on weekends? Holidays? When your sick?

11. “ What gets measured gets
managed.
– PETER DRUCKER
”

12. Past Performance Analysis
 Gym Membership
 How were your last 10 leads treated.
 Past performance is the best indicator. If you
didn't treat your last 10 leads well, the next 10
isn't looking so great either.

13. Score yourself on your last 10 leads
 Did every lead receive a phone call in the first
hour?
 Did every lead receive follow up phone calls?
 Did you send non responsive leads a short drip
email?
 Did all the leads go into a system?
 Do you have accountability in place?
 Score out of 10 for each question.

14. CRM as a lead system
 CRM stands for customer relationship management
which makes it great for that. But as a lead
management system it's missing some critical
components.
 It's not automated it's reliant on busy agents and
assistants to operate it.
 The moment you stop working, your CRM stops
working. When was the last time you logged into
your CRM? How does it work when you are on
holidays or spending time with your family?

15. Some examples
 Real estate CRM's Top Producer, Wiseagent, Ixact
Contact there are a lot of other ones to.
 Some slightly more automated solutions are market
leader, tigerleads, boomtownROI. These are all
bundled with a website and automatically accept
leads from that website.
 You need a system that works with all your lead
sources as automatically as possible otherwise you
are inefficient, you end up juggling six different leads
sources in your email and a few website backends…

17. “ Insanity: doing the same thing
over and over again and
expecting different results.
-ALBERT EINSTEIN
”

18. The 5 mistakes of poor
agents and brokers

19. Build a fortress not a sand castle
BUILD A FORTRESS NOT A SAND CASTLE

20. Externally focused.
 Address the problems your business actually has.
 You are the one who has to pay attention to
your numbers. Opinions from other people are
well intentioned but often useless.
 Should I buy Zillow or Trulia leads??
 Focus on serving your customers.
 If you call a website provider they will sell you a
website, if you call Zillow they will sell you their
marketing package.

21. Distraction chasers
 Social Media
 Too much automation
 Shiny things
 A good way to test is will this product make
something I am currently doing easier, how
much money will it make me, will it save me
time?

22. Distraction chasers
 Email filters
 Prioritize like your life depended on it (because it
does)

23. No accountability systems
 Not measuring marketing.
 Make business decisions based on emotions not
on performance data.
 If your generating a lot of internet leads and
don't have a rock solid system in place for follow
up...It's like driving a car with one foot on the gas
and one foot on the brakes.

24. Don't value their own time
 Do data entry into CRM's instead of outsource or
automate. Typically get overrun with work hire a
VA and then don’t value their VA’s time either.
 Spend hours in email every day
 Constantly worried about what to work on next
instead of following a proven system

25. Bonus mistake: Ego
 Not ready to admit what they don't know, not
looking to address weaknesses in their business
 Admitting there is a problem is the first step to
solving the problem
 Thinking solutions and systems won't work for
them because they are special or different.

26. About me
Dan Corkill
Aussie
Co-founder
of Follow Up Boss
Connect on Facebook
https://www.facebook.com/digitalbuzz

27. For a free trial of
Follow Up Boss visit
www.followupboss.com