Note: This template was designed as a starting point to help you create a slide deck for a panel on leads management and conversion. Panel organizers and/or the moderator and panelists should customize the content to reflect the specific ideas and samples that will be discussed during the presentation. *Insert your CRS State Logo on the title slide, if desired.

INSERT LEADS MANAGEMENT PROGRAM TITLE HERE INSERT DATE AND LOCATION

Meet our moderator … INSERT BIO SUCH AS: Add a picture here! CRS, ___, ___ Worked as REALTOR® __ years Another personal stat Company Name Contact Information Add a picture here! Moderator Name Name of Company City, State

Meet our presenters … INSERT BIO SUCH AS: Add a picture here! CRS, ___, ___ Worked as REALTOR® __ years Another personal stat Company Name Contact Information Add a picture here! Presenter Name Name of Company City, State

Meet our presenters … INSERT BIO SUCH AS: Add a picture here! CRS, ___, ___ Worked as REALTOR® __ years Another personal stat Company Name Contact Information Add a picture here! Presenter Name Name of Company City, State

Meet our presenters … INSERT BIO SUCH AS: Add a picture here! CRS, ___, ___ Worked as REALTOR® __ years Another personal stat Company Name Contact Information Add a picture here! Presenter Name Name of Company City, State

Tell us … [questions for all panelists] About how long does it take you to convert an Internet lead into a buyer or seller? What’s your lead conversion rate?

You just got a new lead … Walk us through your approach to managing that lead and converting them into an actual client.

Follow-up Talking point #1 Talking point #2 Talking point #3 [Note: Based on conversations with panelists, Follow-up talking points might include the schedule for the first day/week/month, the method of follow-up (call, email, text), and the time per day devoted to prospecting. Materials provided by panelists could include screenshots of schedules or calendars with time blocked out for leads.]

Sample Weekly Calendar

What’s your target response time? According to Realtor.com: To establish a client connection and begin building a relationship, it’s critical to respond to incoming leads within 5 minutes. What’s your target response time?

Buyers Sellers 4 qualifying appointments 400 contacts/month 1 sale 400 contacts/month 4 qualifying appointments 1 listing Source: Up and Running in 30 Days, by Carla Cross

Follow-up Automation Talking point #1 Talking point #2 [Note: Based on conversations with panelists, Follow-up Automation talking points might center around use of drip email campaigns, email blasts, and MLS auto search results. Materials provided by panelists could include screenshots of drip email campaign materials or content for email blasts.]

Sample Blast Email

Sample Drip Campaigns

About 95% of Internet leads convert between the 2nd and 12th contact attempt.

Tell us … How do you tackle the management of leads so that it doesn’t consume all your time? What are your top tips and tactics?

Tracking Talking point #1 Talking point #2 Talking point #3 [Note: Based on conversations with panelists, Tracking talking points might include use of a CMS (which one and why), how to keep a record of conversations with leads, upkeep of a leads list, and use of an IDX to track website activity. Materials provided by panelists could include screenshots of lead organization in a CMS or a spreadsheet.]

Sample Lead Tracking in a CMS

Sample Lead Tracking Spreadsheet

Budget Talking point #1 Talking point #2 Talking point #3 [Note: Based on conversations with panelists, Budget talking points might include the percentage devoted to the following: Internet lead marketing, direct mail, radio, etc.; use of an assistant to help with leads, and the cost of systems to track leads. Materials provided by panelists could include a budget breakdown of marketing efforts.]

Sample Direct Mail Cost Breakdown

Tell us … What’s the biggest mistake you see agents make in regard to managing and converting leads? What advice would you give to help correct it?

Solo vs. Team Talking point #1 Talking point #2 Talking point #3 [Note: Based on conversations with panelists, Solo vs. Team talking points might include managing follow-up yourself or getting help from an assistant/team; team member roles and division of responsibilities regarding lead follow-up; and team member compensation. Materials provided by panelists could include job descriptions for lead follow-up team members.]

Tell us … Have you made any recent changes in the way you handle leads? What tactics have brought you the most success?

Tell us … What remaining challenges do you have in relation to lead conversion and management? What plans do you have to tackle them?

Thank you!

Note: The following slides are about CRS and the benefits of being a member and pursuing designation. Include your personal story about CRS and why you wanted to be a member. Add to or edit these slides as needed.

ABOUT CRS The Council of Residential Specialists (CRS) is the largest affiliate of the National Association of REALTORS®. CRS is a community of more than 31,000 members who represent the top residential REALTORS® in the industry. The Council also awards the prestigious CRS Designation to experienced REALTORS® who have completed advanced professional training and demonstrated outstanding professional achievement in residential real estate. Our goal is to help our members succeed by offering high quality and timely education, networking, practitioner-developed tools, coaching and mentoring.

Why you should join crs High-quality, timely education Cutting edge news and resources Community of successful, like-minded peers Recognition within the REALTOR® community and among consumers Referrals, referrals, referrals!

Become Recognized as a top agent CRS Members can earn the Certified Residential Specialist® (CRS) Designation - the most recognized and prestigious professional designation for agents who meet specific experience, education and production requirements. CRS Members are among the most successful, high-producing agents and have years of experience in the business.

The TOP 3% of REALTORS® are CRS Designees. CRS Designees are more successful than the average REALTOR®, averaging 3 times the amount of gross sales, with twice as many transactions and twice the income.

join crs Today CRS agents understand what it takes to succeed in the industry. CRS agents are the ones you want to know. CRS agents are the ones you want to refer to and receive referrals from. YOU can be a CRS agent. WWW.CRS.COM/JOIN

Find crs on these social media sites: Twitter.com/CRSConnect Facebook.com/CRSConnect Plus.google.com/+crsdesignation Linkedin.com/groups?gid=39291