Keeping It Real
7 min read

How to Double Your Online Lead Conversion Rates into More Sales

Instead of thinking about how hot or how good this lead is, do some investigating and figure out where they are in the pipeline.

26 Sep 2014

ON-DEMAND REPLAY: Live Google Hangout “Keeping it Real”.

In our 8th episode, Dirk Zeller real estate trainer & coach shares: “How to Double Your Online Lead Conversion Rates into Sales”.

He goes over how he coaches and trains some of the top elite teams in the nation to increase their online leads from website registrations & portals like Zillow and Trulia into more sales. In some cases from 1% to over 5% using his 4 Core program.



Here's what we covered with timestamps so you can jump to the section that most interests you:

3:15 - Dirk's background and his transition into coaching and training

5:43 - The truth about internet leads: "Whoever gets them face-to-face first wins the game"

10:09 - How to correctly communicate your value from the very first conversation

11:46 - The "Core 4": The systems, the skills, the scripts, and the sales strategy

17:08 - The ONE thing all the highest-converting salespeople are able to do

20:20 - The average agent responds to an internet lead after 15.3 hours. How quickly should you respond?

25:12 - The Pyramid of Persuasion and how it can help you TRULY connect with prospects

29:53 - The right way and the wrong way to leave a voicemail

31:03 - The worst question a real estate salesperson can ask (and almost everyone does it)

40:19 - How the book The Art of War by Sun Tzu is a microcosm of securing internet leads

45:11 - Why you need to stop being ashamed of being a salesperson

48:32 - What most real estate scripts and dialogues are lacking

51:56 - Guidelines to an Elongated Call. Stick this on your wall if you want more appointments

54:31 - Prequalification: Does it actually raise sales resistance?

57:50 - 15 minutes of Q&A

Everyone is asking for Dirk's FREE online conversion workbook! You can be downloaded here. It's packed with a ton of value... scripts, dialogues, charts and more!

Dirk has been in real estate for over 25 years and transitioned into training/coaching 15 years ago. Previously, he was selling 150 homes a year, only working 4 days a week. He currently trains 67 of the top 250 teams on the Wall Street Journal List. He has also written 10 Top Selling Books.

A BIG THANKS to Dirk for sharing his incredible insights and taking time to join us on the hang-out!!

These live on-air Google Hangouts are presented and hosted by our very own Jeff Manson, Oahu Real Estate Broker of American Dream Realty and founder of Real Geeks, in partnership with Frank Klesitz of Vyral Marketing.

You can visit our Real Geeks YouTube Channel to watch all past recordings.

Follow us on our Real Geeks Google+ or Real Geeks Facebook page to get notified immediately when we announce new events:

Our next episode is on Thursday, October 9th at 4pm PDT / 7pm EDT featuring Myrtle Beach real estate broker Greg Harrelson. “How to increase agent production”

You can watch all past episodes of Keeping it Real and OPT In to get get invited to upcoming episodes here: - - you can also see additional free online real estate training and coaching videos on our webinars page.

Published on Sep 26, 2014 under


Real Leads by Real Geeks is a highly efficient and effective marketing solution for generating, capturing and managing home buyer/seller leads.

One of the best lead generation and management systems available. A fully integrated custom IDX and marketing solution to drive traffic, capture leads, manage-cultivate them and close more transactions.

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