Real Geeks Blog - Internet Marketing

Lead Conversion & Follow-Up Best Practices

Written by The Professor

When running a successful real estate business, one of the most important things to have is a solid lead conversion and follow up plan.

In this video, we go over our best practices for working with new leads, existing leads, how to set up user behavior filters when using the Real Geeks CRM. We also cover how often you should call/text/email your leads, what to say, when to call them, and much more! Watch this video and follow along with our “Real Geeks Best Practices” doc, which outlines the minimum standards & practices to follow.

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In this video we also cover: 
- Templates for emails, scripts, & voicemails
- Autoresponder emails & text messages
- Clearing schedule follow-ups daily
- New lead follow-up
- Existing lead follow-up
- “Favorited property” user behavior follow-up
- “Active users” user behavior follow-up
- Mortgage partners in the Real Geeks CRM
- Who to meet with
- Minimum goals & expectations for your business

By following these best practices you’ll be able to follow-up with your leads effectively so you can generate more business!

 

Leverage your Database to Generate more Business

Written by The Professor

Our all-in-one solution has everything you need to leverage your database such as sold activity, market reports, home valuations, and a robust real estate CRM

By leveraging your database you’ll be able to generate more business, create value for your clients, and be the #1 real estate resource that your clients will depend on. 

Just follow these quick and easy steps in the video below, to see how to generate more business and referrals from your database:

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Watch the short video above to learn how having a database strategy will create higher engagement, generate more listings, and turn your website into the #1 real estate resource that your clients can depend on! 

How Jose Sells 110 Homes a Year

Written by The Professor

In this episode, Jose shares how he went from 9 sales per year to 110 sales per year. He also shares how he’s able to focus on the right people at the right time to convert more business from his COI and all his lead sources!

Podcast available on iTunes and Stitcher.

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We also cover:
-Lead sources
-Systems & processes
-Follows-up strategy & cadence
-Scripts & the importance of roleplay
-Training & real estate events he attends
-Marketing & content strategies
-And much more! 

Here are some timestamps to help you navigate to the section that will help you the most:
01:15 Introduction to Jose Luiz 
02:25 Progression of transactions - 9 homes to 110 homes a year
04:05 How Jose became a listing agent
04:30 Jose shares how real estate events and coaching influenced him
06:43 Leveraging time by hiring an assistant
07:30 Buyers vs. Sellers - 60% / 40%
07:55 Jose explains how his team is organized
08:30 What sources Jose is using to generate leads
11:18 Jose shares the script and process he uses to work his COI
12:00 How Jose uses the Real Geeks system and CRM to follow up with his COI
14:00 Jose shares his video marketing strategy
14:45 Key items that Jose’s mentor taught him 
18:30 Jose shares his journey of how to produce video content
20:40 Jose shares his main source of seller leads 
22:00 Jose shares how he gets a competitive edge over other agents
22:50 The importance of practicing your weaknesses
23:57 How Jose generates business from probates
25:20 Jose shares how often he follows up 
26:00 Jose shares the “conversation list” he uses when following up with his database
29:05 How sold searches and market reports helps Jose generate more business
29:50 How Jose leverages his CRM to set more appointments
30:55 How Jose works FSBO’s
31:10 Invest in the way you communicate with people 
32:36 The importance of role-playing - twice a day, six times a week
34:20 Working through objections
34:55 How and when Jose transitioned from a buyer to listing agent
36:05 How Jose developed the drive and mindset to improve himself and his business
37:27 Reinvesting profits and commissions into real estate
38:00 How to bring more value to your sellers with a marketing plan of action
41:45 How to invest your money back into your business and practices 
43:45 The importance of coaching and networking at events 
48:47 How Jose stays focused and keeps his momentum going
49:40 What Jose needs to do to take his business to the next level
51:00 Retargeting web traffic on Facebook 
53:45 Treat every conversation with your sellers like a presentation

We'd like to thank Ventura County, CA, real estate agent, Jose Luiz Morales, for joining us on this hangout and sharing how he is crushing it! 

Keeping It Real On Location is presented and hosted by our very own Jeff Manson, Hawaiian real estate broker of American Dream Realty and founder of Real Geeks.

You can visit our Real Geeks YouTube Channel to watch all past recordings. Follow us on our Real Geeks Google+, Twitter, or Real Geeks Facebook page to get notified immediately when we announce new events:

You can also follow Real Geeks on Instagram. You can watch all past episodes of Keeping it Real and opt-in to get invited to upcoming episodes here: http://www.keepingitreal.com

How Eric Sold 45 Homes in his First Year

Written by The Professor

In this episode, Eric Robb shares how he sold 45 homes, with a volume of $14MM in production, in his first year of business as a single agent!
 

Podcast available on iTunes and Stitcher.

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Eric generates 60% of his business from his COI alone! Learn how he does this through consistent follow-up and streamlined processes. He also shares the systems, marketing techniques, and different lead sources he’s working to generate more business from his database and online leads.

Here are some timestamps to help you navigate to the section that will help you the most:
01:30 Introduction to Eric Robb - 45 transactions in his first 12 months ($14MM)
02:30 How Eric got into the real estate business
03:30 The importance of customer service 
04:45 What Eric learned from being on a mega team 
05:55 Building mindset, conversion, and accountability
07:34 How Eric became a single agent
08:28 Learning how to market yourself through coaching videos and masterminding with other agents
09:36 How and why Eric hired an assistant 
11:05 What percentage of Eric’s business are buyers vs. sellers
11:29 Eric shares his lead sources 
12:15 How Eric generates business from his center of influence and past clients
15:55 How to leverage the Real Geeks system to stay in front of your COI
16:26 Eric shares the script he uses to follow up with his COI 
18:30 How to work referrals from top clients
19:10 How to generate and work internet leads
21:38 Conversion rate on portal leads
22:10 The importance of consistency and routine in your business
23:13 How Eric defines hot leads vs. cold leads 
24:40 Working expireds and FSBO’s
25:30 Postcard example of what Eric sends to his farm 
28:00 How to leverage Real Geeks to market to expireds and FSBO’s
29:38 Eric shares the texting service he’s using to streamline his follow up 
30:15 How to have a work/life balance by leveraging your business properly 
31:00 The importance of consistent video and social media marketing 
31:25 The benefits of hiring a full time coach 
32:50 Eric shares his business goals for the future
33:50 How Eric will triple down on working his database 
35:52 Eric explains how he decided to hire an assistant
37:45 Eric shares the coaching program he is in (Eric Jordan)
38:06 Eric shares what he’s using for video marketing resources 
38:43 Eric shares how he found his Real Estate blogger (Jen Miller)

We'd like to thank Atlanta, GA real estate agent, Eric Robb, for joining us on this hangout and sharing how he is crushing it! 

Keeping It Real On Location is presented and hosted by our very own Jeff Manson, Hawaiian real estate broker of American Dream Realty and founder of Real Geeks.

You can visit our Real Geeks YouTube Channel to watch all past recordings. Follow us on our Real Geeks Google+, Twitter, or Real Geeks Facebook page to get notified immediately when we announce new events:

You can also follow Real Geeks on Instagram. You can watch all past episodes of Keeping it Real and opt-in to get invited to upcoming episodes here: http://www.keepingitreal.com

How to Leverage Real Geeks to Sell More Homes | Keeping it Real On Location

Written by The Professor

In this episode, a group of top producing real estate agents travel to our headquarters in Dallas, TX to discuss how they’re leveraging the Real Geeks platform to generate more business.

Podcast available on iTunes and Stitcher.

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These agents discuss:
- How they’re driving lead generation
- The different landing pages and tools they’re using
- How to generate low-cost seller leads by using the Real Geeks Facebook tool and home valuation landing pages
- How to use the CRM to get higher engagement and convert more leads into clients
- How to use E-Blasts and drip campaigns to get higher engagement using the workflow system 
- Scripts and follow up processes
- How to dominate your market by using the different tools within the Real Geeks system

We’d like to thank Lisa Chinatti (Westford, MA), Greg Harrelson (Myrtle Beach, SC), Mark Martin (Austin, TX), Jeff Quintin (Ocean City, NJ), Jason Simard (Nanaimo, B.C.), Kory Prince (Port Coquitlam, B.C.), and Todd Tramonte (Dallas, TX) for joining us!

Keeping It Real On Location is presented and hosted by our very own Jeff Manson, Hawaiian real estate broker of American Dream Realty and founder of Real Geeks.

You can visit our Real Geeks YouTube Channel to watch all past recordings. Follow us on our Real Geeks Google+, Twitter, or Real Geeks Facebook page to get notified immediately when we announce new events:

You can also follow Real Geeks on Instagram.You can watch all past episodes of Keeping it Real and opt-in to get invited to upcoming episodes here: http://www.keepingitreal.com

Using Technology to Build a Successful Real Estate Team

Written by The Professor

In this episode, Todd Tramonte, Brett Baker, and Jason Simard, 3 top-producing agents, talk about how they use systems and technology to build successful real estate teams.  

They dive deep into different marketing techniques to drive traffic to different landing pages like Facebook, PPC, and other traditional marketing strategies. They also share the different systems and technologies they use to do better follow-up, convert more leads into sales, and get the great ROI from every channel. They answer many questions live, you don’t want to miss this!  

Podcast available on iTunes and Stitcher

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We would like to thank Todd Tramonte (Dallas, TX), Brett Baker (Tri-City Areas, WA), and Jason Simard (Nanaimo, B.C.) for hosting and sharing this live hangout with the Real Geeks community.

Want more? Check out our past recording any time at our Real Geeks YouTube channel, and follow us on Google+, Real Geeks Facebook, and Instagram to get notified immediately whenever we announce new events.

You can watch all past episodes of Keeping it Real and opt-in to get invited to upcoming episodes here: http://www.keepingitreal.com 

How Lisa will Leverage her CRM to hit $5M GCI in 2018

Written by The Professor

In this episode, real estate broker, Lisa Chinatti of Westford, MA, shares how she grew her business from 8 sales a year to over $2 million in GCI in three years! 

Lisa goes over all the different systems she is using to build more business out of her database and the lead sources she’s working. This year, she will close more deals by leveraging her CRM to identify hot prospects and generate more business from her COI/SOI!

 

Podcast available on iTunes and Stitcher

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Learn how Lisa generates all her different lead sources, the exact systems and cadence of how she follows up with her various prospects, what she has her ISAs doing and how she hires them. She also shares how she got her farm started, the frequency of her farming, and the content she sends to her farm. You don’t want to miss this! 

Here are some timestamps to help you navigate to the section that will help you the most:

- 00:02:52 Lisa shares her numbers from 2017
- 00:03:59 Quick overview of how Lisa went from 8 transactions in 2015 to over $2M GCI in 2017.
- 00:08:10 Lisa breaks down the percentages of buyers and sellers
- 00:08:37 Lisa shares all her income-producing lead sources
- 00:09:24 Lisa dives in to her internet/FB lead sources, including cost per lead and percentage of sellers vs. buyers
- 00:12:55 Lisa discusses her follow-up process and how she nurtures internet leads
- 00:15:00 Lisa goes over her ISA’s process 
- 00:17:17 Lisa discusses the process between long-term and short-term leads
- 00:18:27 Lisa discusses her follow-up process in detail
- 00:20:45 Lisa shares how she works Zillow leads, including average conversion time, percentages, cost per lead, and follow-up process. 
- 00:29:53 Lisa shares her PPC conversion rates and cost per lead. 
- 00:32:11 Lisa shares how she uses market reports with her COI/SOI and past clients. 
- 00:33:50 How more COI/SOI prospects are using home valuation tool after receiving market reports 
- 00:34:38 Lisa shares how she works her past clients
- 00:34:44 Lisa shares postcard farming
- 00:39:00 Lisa shares how she streamlines her follow-up process by using one CRM
- 00:39:28 Lisa and Jeff share how to keep a positive mindset
- 00:43:37 Lisa shares the importance of role-playing
- 00:45:10 Lisa shares the positive affirmations that work well for her and her team
- 00:46:04 Jeff defines a positive affirmation and what that means for an agent
- 00:48:21 Lisa shares how she became confident during her first year of business and how the business became scalable
- 00:50:37 Lisa shares an example of the type of postcards she sends out
- 00:52:51 Lisa talks about how the market reports are created
- 00:55:35 Lisa shares her tips on hiring ISAs
- 00:58:10 Lisa talks about how many agents she has now and when she knows to add another agent

These LIVE Hangouts are hosted and presented by our very own Jeff Manson, founder of Real Geeks and Hawaiian real estate broker of American Dream Realty, in partnership with Frank Klesitz, CEO of Vyral Marketing.

Check out our past recording any time at our Real Geeks YouTube channel, and follow us on Google+, Real Geeks Facebook, and Instagram to get notified immediately whenever we announce new events.

You can watch all past episodes of Keeping it Real and opt-in to get invited to upcoming episodes here: http://www.keepingitreal.com 

Mastermind Roundtable: Dallas, TX | Keeping it Real on Location

Written by The Professor

Seven top-producing agents meet up at the Real Geeks Dallas headquarters for a roundtable mastermind event to share what’s worked best for them in the last year to grow their business. 

Podcast available on iTunes and Stitcher.

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Seven top-producing agents meet up at the Real Geeks Dallas headquarters for a roundtable mastermind event to share what’s worked best for them in the last year to grow their business.They discuss lead generation, lead follow-up, how to build a team, how to convert buyer leads into listings, systems and software, and much more! You don’t want to miss this! 

We'd like to thank Mark Martin (Austin, TX), Todd Tramonte (Dallas, TX), Nick Trevillian (Phoenix, AZ), Phil Shaver (Phoenix, AZ), Jason Simard (Nanaimo, B.C.), Kory Prince (Port Coquitlam, B.C.), and Bret Baker (Tri-City Areas, WA) for joining us in our headquarter location in Dallas, Texas.

Here are some timestamps to help you navigate to the section that will help you the most:

00:00:00 Introduction by Jeff Manson, Founder and CEO of Real Geeks
00:02:28 Mark Martin introduces himself and his team as well as leads the introductions of everyone present 
00:08:25 Todd Tramonte from Dallas, Texas introduces himself and his team
00:13:07 Nick Trevillian and Phil Shaver from Phoenix, Arizona introduce themselves and their team
00:19:29 Jason Simard from Nanaimo, British Columbia, Canada introduces himself and his team
00:25:48 Kory Prince from Port Coquitlam, British Columbia, Canada introduces himself and his team
00:29:27 Bret Baker from the Tri-Cities area in Washington introduces himself and his team
00:32:58 Collaborative discussion of leadership strategies, approaches to hiring effective team members, and the difference between leads and conversions
00:48:49 Mark asks each person at the table “What’s working best?” for their team
01:01:36 Mark asks “What’s working best as you leverage your Real Geeks tools?”
01:12:04 Feedback about the value of the “coming soon” pages from Real Geeks
01:14:45 Jeff shares about an upcoming development of listings with work flows and to-do lists
01:15:47 Bret discusses his favorite parts of the Real Geeks software
01:20:14 Jason shares his favorite functions of his Real Geeks website
01:27:26 Mark introduces the concept of thinking like a consumer, not just as a realtor
01:28:33 Kory describes his Real Geeks’ website’s smooth integration with Mojo
01:30:52 Value of email drips and advanced search functions
01:34:10 Todd shares the communication prospecting plan he implements with his team

Keeping It Real On Location is presented and hosted by our very own Jeff Manson, Hawaiian real estate broker of American Dream Realty and founder of Real Geeks.

You can visit our Real Geeks YouTube Channel to watch all past recordings. Follow us on our Real Geeks Google+, Twitter, or Real Geeks Facebook page to get notified immediately when we announce new events:

You can also follow Real Geeks on Instagram.You can watch all past episodes of Keeping it Real and opt-in to get invited to upcoming episodes here: http://www.keepingitreal.com

 

Greg Harrelson: Myrtle Beach, SC | Keeping It Real On Location 04

Written by The Professor

We travel to Myrtle Beach, SC and catch Greg Harrelson coaching his team as they set appointments and take listings over the phone LIVE! Greg dives deep into how he trains his agents to do 80+ transactions in just one to three years in the business. Learn the process and systems that Greg and his team implement to close 2400 transactions in 2017

 

Podcast available on iTunes and Stitcher.

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Here are some timestamps to help you navigate to the section that will help you the most:

00:00:00 Introduction
00:01:25 Episode begins 
00:02:18 Greg’s discusses his journey 
00:03:12 Early prospecting
00:05:00 Early listing Agent - qualify buyers
00:08:00 Early coaching with Mike Ferry 
00:09:20 Coach, transform, and empower others to be successful 
00:09:53 Current office and market
00:10:53 “I feel like I’m a team”
00:11:45 What does a team do? 
00:12:30 Production
00:13:15 Total number of transactions
00:14:36 Listing coordination team 
00:16:00 Closing coordination team 
00:18:10 Agents can invest more time in generating business 
00:19:10 What tools do you use? 
00:20:05 Leadership style 
00:22:00 Return on Investment < Return on Time
00:22:20 Daily schedule
00:23:35 Rituals and schedules
00:24:55 KJ sets an appointment (database call)
00:27:09 Greg interviews sales agent, KJ Jordan
00:38:00 Kevin sets an appointment (expired listing)
00:44:00 Greg interviews sales agent, Kevin Mills
00:51:50 Brendon sets an appointment (expired listing)
00:59:05 Greg interviews listing agent & business partner, Brendon Payne
01:06:52 Mitch prospecting (database call)
01:07:28 Greg interviews sales agent, Mitch Gainforth
01:16:13 Lori follow up call (buyer)
01:17:08 Greg interviews buyer’s agent, Lori Sorensen
01:23:58 Lori sets an appointment (buyer)
01:27:30 Greg interviews buyer’s agent, Lori Widner
01:34:34 Greg interviews listing agent & business partner, Jan Pitman
01:44:10 Greg coaches sales agent, Brian Yager
01:46:12 Greg explains how he develops talent on his team 
01:48:15 Weekly conference call - Greg coaches team on how to generate business through the holidays 
02:08:00 Research and statistics about home sales throughout the year
02:19:00 Greg explains how he hosts boot camps 
02:20:00 The importance of recognizing talent on your team and leveraging it 
02:20:41 Role-play and the importance of internalizing scripts
02:21:47 Greg role-plays with his team 
02:22:05 Role-play “When do you plan on selling?” 
02:26:02 Role-play “How to set a listing appointment”
02:29:00 Greg introduces us to his staff 
02:30:15 Greg interviews head of web assets/InfusionSoft, Sarah Hughes
02:33:17 Greg interviews marketing director, Lindsay Colbert
02:39:55 Greg interviews graphic designer, Daniel Little
02:44:10 Greg interviews president of operations, Tammy Juergen
02:48:48 Greg interviews executive assistant, Stacey Weaver
02:50:55 Closing remarks

We'd like to thank Greg and his team for allowing us to come hang out with them. If you would like to reach out to Greg with a referral in the Myrtle Beach area you can go to his website: http://www.c21theharrelsongroup.com/

Keeping It Real On Location is presented and hosted by our very own Jeff Manson, Hawaiian real estate broker of American Dream Realty and founder of Real Geeks.

You can visit our Real Geeks YouTube Channel to watch all past recordings. Follow us on our Real Geeks Google+, Twitter, or Real Geeks Facebook page to get notified immediately when we announce new events:

You can also follow Real Geeks on Instagram.You can watch all past episodes of Keeping it Real and opt-in to get invited to upcoming episodes here: http://www.keepingitreal.com

 

How to List & Sell More Homes During the Holidays

Written by The Professor

In this video, on a weekly coaching call with his team, Greg Harrelson shares how to List & Sell More Homes During the Holidays.  

Podcast available on iTunes and Stitcher

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This is a 30-minute clip of our Keeping it Real on Location in Myrtle Beach, SC with Greg and his team. Stay tuned for the release of our full episode. 

During this coaching call, Greg covers: 

- How to use tonality & inflection while communicating with clients
- The importance of listening & asking the right questions 
- Overcoming objections about the seasonality of a market
- Realizing that there is less competition during the holidays
- Motivate buyers and sellers to do business through the holidays
- How to address misconceptions about the market during the holidays
- Understanding who you are selling to – year-round
- How to effectively market to your audience
- Advantages to selling during the holidays
- End of year buyers are some of the highest quality in the marketplace
- Internet searches for real estate SURGE during the holidays
- Identifying the opportunities to capture leads 
- How to control the buyer while putting them under contract, and negotiating the close after the holidays
- Market research about real estate seasonal trends 
- The importance of educating the consumer
- How to serve the consumer RATHER than sell the consumer
- How to deliver value to your clients
- How to take action and finish the calendar year off strong 

We’d to thank Greg Harrelson, owner of C21 The Harrelson Group for allowing us to visit his office and shadow his team as they show us exactly how they generate business year after year!

Keeping it Real on Location are hosted and presented by our very own Jeff Manson, founder of Real Geeks and Hawaiian real estate broker of American Dream Realty.

Check out our past recording any time at our Real Geeks YouTube channel, and follow us on Google+, Real Geeks Facebook, and Instagram to get notified immediately whenever we announce new events.

You can watch all past episodes of Keeping it Real and opt-in to get invited to upcoming episodes here: http://www.keepingitreal.com