1. 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.

2. INSERT LEADS MANAGEMENT PROGRAM TITLE HERE
INSERT DATE AND LOCATION

3. 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

4. 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

5. 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

6. 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

7. 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?

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

9. 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, , 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.]

10. Sample Weekly Calendar

11. 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?

12. 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

13. 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 campaigns, blasts, and MLS auto search results. Materials provided by panelists could include screenshots of drip campaign materials or content for blasts.]

14. Sample Blast

15. Sample Drip Campaigns

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

17. 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?

18. 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.]

19. Sample Lead Tracking in a CMS

20. Sample Lead Tracking Spreadsheet

21. 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.]

22. Sample Direct Mail Cost Breakdown

23. 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?

24. 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.]

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

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

27. Thank you!

28. 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.

29. 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.

30. 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!

31. 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.

32. 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.

33. 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.

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