Real Geeks Blog - Internet Marketing

How to Convert More Leads Into Sales

Written by The Professor

In this episode, Jeff and the team dive deep into "How to Convert More Leads Into Sales".  

Podcast available on iTunes and Stitcher.

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We also cover:

- How to follow up with different lead sources
- How to get higher conversions when following up
- What to say when following up with leads
- How often to follow up with leads
- How Lisa trains her agents to get higher conversions
- We also share how often her agents practice their skills, schedules, work ethic, mindset, and possibly a little roleplay.
- And much more!

Here are some timestamps to help you navigate through the episode: 

00:00:05 Introduction to today’s Keeping It Real topic
00:03:05 Lisa shares her progression on how she built her business 
00:06:21 Recognizing your strengths and weaknesses is a key to success 
00:10:43 The most effective ways of helping agents become better sales people 
00:16:25 How Lisa’s team follows up with their leads & what their main sources are
00:30:00 The importance of getting face to face with a potential client 
00:33:55 How to generate & work leads from Open Houses
00:40:36 How to work leads with incomplete information 
00:41:43 How Lisa trained her new agent to go from 0 sales to 9 closings in 90 days 
00:49:00 How Lisa’s team works their SOI 
00:55:10 The importance of human interaction
00:56:20 Additional tips on connecting with leads 

 

How to List and Sell More Homes

Written by The Professor

In this episode, Jeff and the team dive deep into "How to List and Sell More Homes".  

Podcast available on iTunes and Stitcher.

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We also cover:
- How to communicate with different lead sources
- How to follow up with different lead sources
- How to overcome certain objections 
- Roleplay different scripts
- How to get more listings appointments
- And much more!

Here are some timestamps to help you navigate through the episode: 

00:00:24 Introduction to today’s Keeping It Real topic
00:02:34 Why it’s important to have a certain % of your business be listings 
00:06:18 Why agents need to start focusing more old school tactics and less lead generation
00:11:45 What are the things Greg’s team focuses on to generate 817 Listings 
00:23:15 How do we train ourselves to speak to 20-30 people a day
00:30:45 Resisting the co-mingling of tasks 
00:37:55 The top 5 sources Greg’s team uses to generating listings 
00:38:32 How to work expired listings
00:48:30 How to work FSBO
00:53:30 Q & A 

 

The Truth About Lead Quality

Written by The Professor

In this episode, "The Truth About Lead Quality", Greg, Jeff, and Frank dive in deep about lead quality and how to convert more leads into sales!

Podcast available on iTunes and Stitcher.

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 Here are a few things we cover:

- How your mindset affects your conversion rate
- How "quick you respond" will determine the quality of the lead
- How often you should follow-up to get higher conversions
- How you're communicating makes a huge difference
- What you're saying could be the difference between converting or not
- Why listening and asking follow-up questions is so important
- And much more!

Here are some timestamps to help you navigate through the episode: 

00:00:49 Introduction to today’s Keeping It Real topic
00:03:28 How speed-to-lead affects lead quality
00:05:35 Three factors in associating a cost to a lead
00:11:15 How to stay on top of lead follow up and speed-to-lead recommendations
00:16:35 The role mindset plays in your conversion rate
00:21:37 What is more important on a call, how you are communicating or what you are saying?
00:24:00 Advice to a single agent that would like to increase their response time
00:28:15 How many times should you call a lead before you move on?
00:30:50 Double dial text method
00:32:25 Greg and Jeff’s thoughts on incomplete contact information
00:38:45 Questions and dialogue you can use to measure lead quality
00:42:40 How many sellers are there in the online buyer leads?
00:48:38 How to make consecutive attempts and still sound sincere 
00:53:50 Where will the real estate industry be in five years?

 

Generate More Business from Your Databse

Written by The Professor

In this episode, Greg Harrelson shares how to generate more business from your database!

Watch as Greg shares how he nurtures and delivers value to his database... from prospecting, getting email addresses, staying in touch, tagging/segmenting prospects, and marketing to them - Greg explains the importance of putting in the work NOW to build a foundation for the FUTURE!  

Podcast available on iTunes and Stitcher.

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We also cover:
- How to continually grow your database
- Importance of segmenting and tagging your database 
- How to do niche marketing to your database 
- How to generate more listings from your database using different tools & marketing
- Follow-up scripts
- How to create valuable content for your database so they’ll reach out to you
- How to get email addresses and contact info from all prospects
- How to leverage your database to dominate your market
- And much more! 

Here are some timestamps to help you navigate through the episode: 

00:01:36 Greg shares how he constantly grows his database daily
00:03:15 The importance of informing influencers so they look at you as an authority
00:04:29 Greg shares the phone script he uses to get emails to add to his database
00:07:36 Jeff shares the script he uses to generate more business from his database
00:08:07 When a prospect is set up on a sold search with RG they’re also sent market reports
00:09:40 The importance of setting contact goals
00:10:37 Prospect not to sell a home BUT to get yourself exposure
00:12:00 Building a database vs. Monetizing a database
00:14:35 Leverage your tools during conversations to increase the return on your time
00:15:15 While prospecting, monetize the “no’s” by adding value 
00:16:35 Using technology to nurture your database 
00:17:00 Ideal frequency and touch pattern for database follow-up
00:19:00 How to use multiple channels to stay in touch with prospects
00:20:20 The importance of tagging and segmenting your database
00:22:15 Content must be custom and relevant to the recipient compared to generic content
00:22:41 Greg shares how he segments his database and the content he sends to them
00:27:50 The importance of PUTTING IN THE WORK & to build your database
00:28:00 It’s easy to make money but it takes hard work to build wealth
00:29:30 Greg shares the email content he uses to inform & motivate prospects to make decisions
00:31:30 The importance of focusing on what you’re giving NOT what you’re getting
00:32:50 The value of sharing data and your interpretation of market info to your prospects
00:35:16 Greg shares the content he uses for Facebook ads
00:36:36 Greg shares his CPL for leads generated from the RG Facebook Marketing Tool and landing prospects on the home valuation landing page
00:40:29 Frank shares example marketing video content 
00:40:50 Greg shares how he uses video content to generate more business
00:42:11 The power of video to create relationships with your prospects
00:44:33 Frank shares an affordable video marketing product
00:45:00 Frank shares how Vyral Marketing can help market to your prospects
00:47:00 Greg shares how the consumer inspires him in the content that he creates
00:47:27 How to get content ideas using Google autocomplete
00:48:17 Frank shares how to scrub archive lists before sending E-Blasts
00:49:54 Q & A

We'd like to thank Myrtle Beach, SC, real estate broker, Greg Harrelson, for joining us on this hangout.

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

 

Powering up your Networking & Lead Conversation

Written by The Professor

Dirk Zeller of Real Estate Champions, leads this first session of free coaching available exclusively to Real Geeks clients! Learn the strategies, dialogues, and guiding conversations to have with people both online and offline. During this session, “Powering up your Networking & Lead Conversation”, you’ll learn how to leverage your end-of-year conversations to do more business! 

Below is a short clip of the one-hour training session for Real Geeks customers exclusively. 

Click here to find out more about Real Geeks and how it can help you do more business in 2019! 

 

How to Prepare for the Uncertain 2019 Real Estate Market

Written by The Professor

In this episode, Greg Harrelson shares how to set yourself up for success in 2019!

It’s important now, more than ever, to have a plan when the market shifts due to economic, technology, or business model changes. Through persistence and consistent follow-up, learn how you can prepare yourself and take advantage of the changing real estate market in the upcoming year!

 

Podcast available on iTunes and Stitcher.

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We also cover how to:
- Bring certainty in an uncertain market
- Plan ahead and change your habits for an upcoming shifting market
- Take advantage of market changes to grow your business
- Create marketing & sales plans to keep you competitive
- Compete with the discount brokers Have a good follow-up process in place when sales time broadens
- Develop the right mindset and be consistent
- Use workflows to automatically follow up with leads
- Work your database and deliver something of value
- Roleplay with your team to develop knowledge and confidence during an uncertain time
- And much more! 

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

0:45  Introduction to Greg Harrelson
2:35 Where does Greg see the Real Estate Market headed in 2019 
5:45  How Greg and his team are planning ahead for 2019 
9:48 Greg goes over why the initial contact is critical 
12:11 The process of staying focused on a call 
14:00 Quality of contact Vs. quantity of contacts 
16:05 Why in 2019 dormant leads will be critical for your business 
18:23 What lead sources and opportunities does a shifting market create 
23:28 How to compete with discount brokers
27:38 How to pull gold out of your existing database 
33:15 What are Greg and his agents doing to stay competitive in a shifting market 
37:40 Greg shares his thought on Zillow’s  lead conversion service
45:25 Greg role plays a call with a potential listing and overcoming objections 
51:28 Q&A With Greg 

We'd like to thank Myrtle Beach, SC, real estate broker, Greg Harrelson, for joining us on this hangout.

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

We have all heard it before, “No one buys during the holidays” or “I want to wait till after the holidays and sell during the selling season.” This type of mindset can be very common this time of year. There are even agents that pass on this type of information to their clients. The reality is, there are many agents that do not do their homework when it comes to selling during the holidays.

In this video, Greg Harrelson coaches his agents on identifying buyers & sellers, generating more business, and overcoming objections so that they can List & Sell More Homes During the Holidays!

Podcast available on iTunes and Stitcher

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To effectively sell during the holidays, we first need to cover the idea that the holidays are not a good time to sell. What often happens is that an uninformed agent tells this to a client and then it ends up being the only information a client has about selling during this time of year. Then they end up using the holidays to justify their procrastination and delay their real estate goals. The best script to approach this type of client is by asking why. You need to challenge this thought in an inquisitive manner. Ask them why they believe this. Make them own their statement. Then they will come to realize they have no reason to believe the holidays are a bad time to sell.

When you can identify this, and understand this behavior you will be less likely to buy into what the sellers are saying. You can help them accomplish what they want to accomplish and work around the holiday festivities and obligations.

Next, let’s take a look at the thought that the holidays are not the selling season. When it comes to selling during the different seasons, there is no such thing as an on-off. It is a matter of who. Simply put, you have to change who you are selling to. Who are the buyers during the winter? Snowbirds and retirees. In the spring it is golfers. In the summer it is younger families because of the school year. It's not that sales are on or off based on the season it is a matter of who we are selling to based on the season. A successful agent will know exactly who they are selling to during a particular season and change their marketing strategy to reflect that. The profile of the likely buyer changes during the particular season. When you say that to a seller this will be the first time they have heard that.

Advantages

Now that we have two good scripts to open the conversation, let’s discuss the advantages of selling during the holidays: 

Seller’s competition is lower during the holidays?
- Many agents are not following this dialogue or script, thus new listings to the market will be trending down?
- If buyers are still buyers, there will still be buyer demand, so sellers have less competition with the decreased inventory.
- Builders finish building by March. Less competition for buyers because there are fewer properties on the market?

Buyers are motivated during the holiday season
- The clientele you deal with in the winter will be a more mature clientele (Snowbirds and retirees)
- It will take fewer showings to get an offer (You don’t have enough time to window shop during the holidays as you do during the summer)
- Their finances are stronger.?

Actions You Should Take

1. You need to identify people who truly want to sell during the holidays. You need to share this information with them and explain the advantages of selling now during the holidays. Use these talking tips.

2. Make sure you are committed to making your contacts during this season. Look at your calendar, mark out days you can’t work. Set a contact goal for each day you will be working focus on making those contacts. Have a quality conversation with each contact.

3. Keep the long game in mind. You will get both today business and first quarter business in the new year. Inevitably, there will always be the people that will still want to wait. You can use this as momentum going into the first quarter. January will be a great month

4. You want to focus on follow up during this season. Go through your seller database and call these people. Call the expireds and the FSBOs. Pay special attention to your database. Don’t ignore your database during the last quarter of the year. If you do, they will ignore you the following year. This is your last chance of the year to remind them that you are committed to them and willing to work for and serve them that you want to earn their business. In the new year when they are thinking about their real estate goals and what they want to accomplish, they will think of you.

Useful Scripts
Let’s say a client is almost convinced to sell during this time of year and then you hear, “But I don’t want to show during the holidays.”

No problem. Use the term blackout dates. Let's get it on the market, and then we can discuss blackout dates. Any dates you don’t want to show the property we can block it out.

Then ask “What dates would you like me to block out for you?”

More than likely they won’t have any dates and will say "I’ll get back to you.”

Something else you may hear is “I don’t wanna close during the holidays.”

Assure them that you will negotiate closing dates so they don’t have to move out during Christmas.

Little tips like these can help to put a client’s mind at ease and smooth out any final objections they may have. You need to consider these objections before having these conversations.

Another great talking point is Redfin’s study on selling during different times of the year. Their findings showed that:

Homes listed from December 31st through March 21st had a 9% greater chance of selling within 6 months than homes put on the market between March 22nd and June 21st

Between December 31st and March 21st, those homes had a 10% greater chance of selling at or near their asking price versus listings between June 22 and September 20th

This study backs up what agents like Greg, have been saying for years. You have the duty to educate the consumer of this information. This will help you grow your business and then accomplish their goals. We are here to serve the consumer. Serving the consumer sometimes comes in the form of educating them and influencing them to do things that they didn’t think they should do, but after hearing this information they are actually compelled to do it.

Final Thoughts
The holidays are nothing more than a distraction. They are not an obstacle, they are not a condition, and they are not an objection. During the holidays, clients make their real estate goals less of a priority, but this is expected if other agents are telling them nothing sells during the holidays. When they hear your information, their real estate goals will go from low priority to high priority and then they will take action.

If you are here to serve the consumer. You serve them by contacting them and delivering helpful information.

 

 

Fits Small Business Names Real Geeks the Best Lead Generation Website for 2018

Written by The Professor

Short Version:

  • Real Estate marketing tech is a crowded space.
  • Geeks was built by a real estate agent for real estate agents, which is why it is different.
  • RealGeeks was named by Fit Small Business as the Top Lead Generation Website for 2018.
  • We like awards, but the best award is winning your business, so thank you to our 25,000 users who rely on us every day to grow their business.

The Real Estate Marketing technology space is incredibly crowded. There are many different platforms, and it often feels like they have the same features: IDX websites, CRM, Market Reports, etc., all packaged up and sold through a generic “shiny object” website with a bunch of bad icons.

When our founder and real estate broker, Jeff Manson, and CTO, Kevin McCarthy sat down to create Real Geeks they knew they wanted to strive to be better than anything on the market.

Our small team has grown to over 60 hard working “geeks” in two offices, and we’ve become part of the Fidelity National Finance family, but we’ve stayed true to our core philosophy. Our goal is to provide real estate agents what they really care about: increasing their businesses, keeping consumers off the portal sites (Zillow, Realtor.com, and Trulia), with an affordable (and scalable!) platform.

We decided to build an all-in-one platform built by real estate agents, for real estate agents, at a price real estate agents can afford.

Fits Small Business recognized the years of hard work and dedication we have put into the platform by naming Real Geeks the Top Real Lead Generation Website for 2018. Julie Gurner, PhD of Fits Small Business said:

“Real Geeks offered an impressive price point for the array of lead generation tools available, plus the ability to add more tools or increase your lead generation ability through ads or managed campaigns as you need.”

We are so grateful for this award, and thank Fits Small Business for all the time they took to review our platform.

While winning awards are great, the most important award we could win is a real estate agent’s business. That’s why everyday we focus on improving our application to help agent’s grow their business. Like our brandable property search mobile app that we released earlier this week.

Thank you so much to our growing family of over 25,000 agents that use our platform every day. You are the greatest award we could ever receive.

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!