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Converting Leads To Listings Overview of Presentation Preparing to handle the lead Staying organized when receiving a lead Introductory activity for.

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Presentation on theme: "Converting Leads To Listings Overview of Presentation Preparing to handle the lead Staying organized when receiving a lead Introductory activity for."— Presentation transcript:

1

2 Converting Leads To Listings

3 Overview of Presentation Preparing to handle the lead Staying organized when receiving a lead Introductory activity for new lead Contact/No Contact – And Something to Remember ContactPresentationFollow-up

4 Preparing to Handle The SellMyHouse.com Leads Using your tools to get listings: Realtor.com, SellMyhouse.com, signage, marketing, MLS access, etc. – all the normal Realtor items. Position yourself for success: Know the system Know the system Join local real estate investment groups Join local real estate investment groups Separate yourself from other Realtors with our system Separate yourself from other Realtors with our system

5 Going The Extra Mile Start a real estate investment group and invite local investors. Contact all other local and regional investment groups and explain that you have direct access to distresses sellers. Advertise for real estate investors. Talk to banks about our auction service to generate more pre- foreclosure listings.

6 Prepared to Handle the Lead Preach price to the client in this market. Explain the auction process to separate yourself from competition. Short sale clients need to understand the urgency of time. You can help them along with SellMyHouse.com given the appropriate amount of time. You have all the tools every other Realtor has and more due to the SellMyHouse.com system. Explain the SellMyHouse.com marketing system of advertising to both retail buyers via the MLS, Realtor.com, your local site, a national database in SellMyHouse.com, blasts to our investor network, and finally our auction system. Use the SellMyHouse.com customer service team to help you make the point with the client.

7 Staying Organized When Receiving a Lead Keep a tracking sheet for each and every contact made (e.g. date sent , date called, date contact was made). Keep a record of what was said and a quick synopsis of the situation.

8 Staying Organized When Receiving a Lead Keep a good record of follow-up with all leads: Is the lead ready now? Should I call back in a week? Two weeks? 6 months? Have I sent a follow-up note after each contact or no contact? What is my follow-up plan for this lead?

9 Staying Organized When Receiving a Lead Update my lead tracking sheet AND SellMyHouse.com Customer Service whenever there is a change, additional information, a new development or some critical follow-up.

10 Introductory Activity For New Lead Upon receiving lead, immediately send an introductory and follow-up with a quick phone call to introduce yourself and give the prospect contact info. This is the first contact with lead.

11 Introductory Activity for New Lead The first phone call usually results in a message left on a voice mail/machine. Hello Client Name, this is Drew Dunn, the local affiliate for SellMyHouse.com. I received the information you filled out on one of our websites regarding your house and wanted to contact you to gather some more information about your situation. I also sent you an so you can reach me at or by at your convenience. I look forward to hearing from you and helping you figure out the best solution to getting your house sold. Hello Client Name, this is Drew Dunn, the local affiliate for SellMyHouse.com. I received the information you filled out on one of our websites regarding your house and wanted to contact you to gather some more information about your situation. I also sent you an so you can reach me at or by at your convenience. I look forward to hearing from you and helping you figure out the best solution to getting your house sold.

12 Introductory Activity for New Lead The next step is to follow up the first with a second and a second phone call. The second phone call is usually made in the evening to try and catch the prospect at home. It is very important NOT to push a listing in the initial stages of a discussion. Many do not understand the investor purchase process and need it explained to them. When they understand this process most will figure out that a traditional listing and possible online auction is a better solution.

13 Contact/No Contact The lead usually takes one of two directions at this point: Contact with the lead No Contact with the lead

14 Contact/No Contact Contact Represent yourself as the SellMyHouse.com local affiliate. Represent yourself as the SellMyHouse.com local affiliate. Let them know You are aware there situation and need more info to help them make a decision on what to do to sell their house. Let them know You are aware there situation and need more info to help them make a decision on what to do to sell their house. As the local affiliate, You are there to help them and answer any questions they may have. As the local affiliate, You are there to help them and answer any questions they may have. No Contact Send a third and make two more attempts at calling. If practical, drive by the property and knock on the door Leave a business card with the SellMyHouse.com logo to improve your chances of getting a call back. Use your direct number and add the SellMyHouse.com toll free number If the client calls us we will explain how we can help and introduce you as our local affiliate.

15 Contact/No Contact Two quick points on No Contact: Some of these leads are in financial difficulty (payment in arrears, etc.) and these folks rarely answer the phone. A Im here to help message as the local SellMyHouse.com Affiliate will help you get call backs. Some of these leads are in financial difficulty (payment in arrears, etc.) and these folks rarely answer the phone. A Im here to help message as the local SellMyHouse.com Affiliate will help you get call backs. If after all this there is still no contact, send them a small note card in the mail and put them in my follow-up file for a future call. If after all this there is still no contact, send them a small note card in the mail and put them in my follow-up file for a future call.

16 Contact/No Contact A quick point on some Contacts: Understand that some of these leads come through one of SellMyHouse.coms many website portals; some cater to the I Buy Houses or We Buy Houses variety. Understand that some of these leads come through one of SellMyHouse.coms many website portals; some cater to the I Buy Houses or We Buy Houses variety. These are folks who are interested in an investor purchase of their property but do not understand how low an offer might be. These are folks who are interested in an investor purchase of their property but do not understand how low an offer might be. Do Not give up on these leads as they can easily be converted to a very good listing once they understand how the process works. Do Not give up on these leads as they can easily be converted to a very good listing once they understand how the process works. Let them know that SellMyHouse.com submitted their property to our database but nobody responded. We can market to other investors and retail buyers to get them a higher offer via all of our marketing efforts. Let them know that SellMyHouse.com submitted their property to our database but nobody responded. We can market to other investors and retail buyers to get them a higher offer via all of our marketing efforts.

17 Something to Remember STOP NOW AND UNDERSTAND THIS: Not all these leads are going to be converted to a listing. Its the nature of lead generation. Some leads are not honest with us and many are trying avoid the problem all together. Not all these leads are going to be converted to a listing. Its the nature of lead generation. Some leads are not honest with us and many are trying avoid the problem all together. You can generate additional buyers and listings by using the SellMyHouse.com platform by incorporating our logo, signage, and auction services into your marketing efforts. Adding your listings to sellmyhouse.com and a sign rider offers drive-by clients additional resources backed by a national name brand. You can generate additional buyers and listings by using the SellMyHouse.com platform by incorporating our logo, signage, and auction services into your marketing efforts. Adding your listings to sellmyhouse.com and a sign rider offers drive-by clients additional resources backed by a national name brand.

18 Contact First and foremost, keep in mind that the lead wants their property sold – quickly! Whether the lead is looking for an investor purchase or the usual general public buyer: they just want the house sold now! Now is the time to remember our previous point: the key is to differentiate yourself from the local Realtor.

19 Presentation Differentiate yourself from other Realtors with SellMyHouse.com We do all the things a normal Realtor can do And, we can do so much more with SellMyHouse.com More access to investors, buyers, marketing and options (e.g. on-line bidding platform) that can get the home sold quickly

20 Presentation What more can You do? The ability to market to the local, state and regional investment groups/ investors thru SellMyhouse.com. The ability to market to the local, state and regional investment groups/ investors thru SellMyhouse.com. Online auction system designed to get potential buyers off the fence and in your house. Online auction system designed to get potential buyers off the fence and in your house. Advertising on a nationally recognized real estate website visited by buyers from all over the country. Advertising on a nationally recognized real estate website visited by buyers from all over the country. Realtor.com, MLS, traditional marketing methods you offer to all listings. Realtor.com, MLS, traditional marketing methods you offer to all listings. To Investors: Direct access to distressed properties early in the process. To Investors: Direct access to distressed properties early in the process.

21 Presentation – Online Auction What more can I do? (continued): I can offer the lead the SellMyHouse.com proprietary On-Line Bidding Platform I can offer the lead the SellMyHouse.com proprietary On-Line Bidding Platform This increases exposure nationwide as regards the house and coupled with an open house and local advertising, we can generate increased activity and increased offers on the property. This increases exposure nationwide as regards the house and coupled with an open house and local advertising, we can generate increased activity and increased offers on the property. All of this is at NO COST to the lead!! All of this is at NO COST to the lead!!

22 Presentation Two other points: SellMyHouse.com always informs that lead that the first thing needed to be done is a CMA. As a last resort to communicate with the lead tell them the first step is to verify the market value of their property. SellMyHouse.com always informs that lead that the first thing needed to be done is a CMA. As a last resort to communicate with the lead tell them the first step is to verify the market value of their property. If the lead is in financial difficulty, stress we are experienced in short sales and that we have resources to help them keep a foreclosure off their credit. If the lead is in financial difficulty, stress we are experienced in short sales and that we have resources to help them keep a foreclosure off their credit.

23 Follow-Up Lets face it, if you are trying to sell your house why wouldnt you give yourself the best chance at finding a buyer given ALL the things We can do for you. Well market your house via to investors, on national websites like SellMyHouse.com, and Realtor.com to potential buyers, and finally to other Realtors on the local MLS. We literally market your property in every way possible to find a buyer. All at no up front costs or fees to you; I only get paid if the house sells.

24 Follow-Up Once you convert the lead, make sure to update your tracking sheet and update SellMyHouse.com Customer Service: We are always available to answer any questions you have about converting leads or specific client Special Contributions by Drew Dunn, SellMyHouse.com Affiliate - Raleigh Durham, ,


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