ICON Coaching

Discover the blueprint for reaching 30-50 closed deals per year with Accelerated Breakthrough. This program combines proven strategies, effective systems, and essential tools to set you up for the best chance of success. Dive into the details below and see how Accelerated Breakthrough can change your career.

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Discover the blueprint for reaching 30-50 closed deals per year with Accelerated Breakthrough.


ICON COACHING

ICON COACHING

ICON COACHING

Join the exclusive Accelerated Breakthrough program, expertly designed by Shon Kokoszka. Shon is a renowned real estate veteran with over 4,000 home sales to his name. This program is your gateway to mastering the art of real estate, specifically tailored for agents determined to elevate their deal-closing capabilities and reach new heights in their careers.

30+

Years of Experience

250+

Transactions Per Year

$1B

Closed Volume

4k+

Homes Sold

Transform Your Real Estate Career

Tristan and Shon have joined forces to bring you the best education possible when it comes to making more money as a real estate agent. Many agents struggle to reach the 30-50 deal per year threshold, and Shon has designed this program to specifically address that issue. With proven buyer and seller presentations, scripts, objection handlers, and instruction from world class real estate professionals, Accelerated Breakthrough gives you all of the tools, systems, and strategies you need to thrive in ANY real estate market.

Access to Step-By-Step Session Library

  • Work through the 16 sessions to mastery at your own pace with our on-demand library of step-by-step coaching calls

Customizable Real Estate Tools and Systems:

  • Get exclusive access to the tools and systems that Shon used to sell over 4,000 homes

Comprehensive Assignment Workbook

  • Follow along and implement what you learn with a structured workbook designed to reinforce and apply your new knowledge
Access to Step-By-Step Session Library
  • Work through the 16 sessions to mastery at your own pace with our on-demand library of step-by-step coaching calls
Customizable Real Estate Tools and Systems:
  • Get exclusive access to the tools and systems that Shon used to sell over 4,000 homes
Comprehensive Assignment Workbook
  • Follow along and implement what you learn with a structured workbook designed to reinforce and apply your new knowledge

Testimonials

01

“I would absolutely recommend Shon. It's a great investment of time and money, and I think you'll find the challenge of being a coaching client of Shon's is deciding how big you want to become.”

Ronnie Margolis

02

“I have more listings than ever. I have more clients than ever. I've gained more confidence, and developed a better skillset - and I know that the value I'm providing to my team is the best in the business.”

Robert Stein

03

“Shon is inspirational. He's practical. The expertise that he gives you as an agent is always valuable and helps us make more money. Personally, I think he's a phenomenal father, a phenomenal husband, and a phenomenal friend.”

Gene Frederick

04

“There's no one better than Shon is. I've tried a whole bunch of different coaching programs, and Shon has highest level of accountability, knowledge and systems to be able to move you to the next level.”

Jennifer Jones

01

“I would absolutely recommend Shon. It's a great investment of time and money, and I think you'll find the challenge of being a coaching client of Shon's is deciding how big you want to become.”

Ronnie Margolis |

02

“I have more listings than ever. I have more clients than ever. I've gained more confidence, and developed a better skillset - and I know that the value I'm providing to my team is the best in the business.”

Robert Stein |

03

“Shon is inspirational. He's practical. The expertise that he gives you as an agent is always valuable and helps us make more money. Personally, I think he's a phenomenal father, a phenomenal husband, and a phenomenal friend.”

Gene Frederick |

04

“There's no one better than Shon is. I've tried a whole bunch of different coaching programs, and Shon has highest level of accountability, knowledge and systems to be able to move you to the next level.”

Jennifer Jones |

FAQs

More clarity on some of our frequently asked questions.

01

What is the Accelerated Breakthrough PLUS program?

The Accelerated Breakthrough PLUS program is an exclusive, comprehensive group coaching program designed for real estate agents seeking significant growth in their careers. Offered by ICON Coaching, this program aims to help agents "CRUSH" their goals for 2024 through a combination of weekly accountability calls with expert coaches, a private community of motivated agents, weekly masterclasses on the foundations of successful real estate business practices, exclusive content, and a mobile app for on-the-go learning. For just $47 per month, participants gain access to tools, strategies, and systems proven to increase deal closings and overall success in the real estate market.

02

What benefits does the ICON Coaching group offer?

ICON Coaching offers a multitude of benefits to real estate agents looking to elevate their business, including access to a private community of ambitious agents, weekly accountability calls and masterclasses with experienced coaches, members-only content to stay ahead in the industry, and a convenient mobile app. This holistic approach ensures that agents are equipped with the knowledge, strategies, and support network needed for substantial growth and success in their careers.

03

How can the 'Accelerated Breakthrough Plus' program help me increase my real estate sales?

This program addresses common challenges faced by real estate agents, such as not closing enough deals, by providing a structured roadmap to success. This includes mastering lead conversion, overcoming buyer objections, generating leads through various strategies including social media, and understanding behavioral styles to tailor communications effectively. With these tools and the guidance of expert coaches, agents are better positioned to increase their sales and achieve their business goals.

04

What is included in the program?

Participants receive 16 self-paced sessions covering everything from business planning to prospecting and personal branding, strategies on mastering the language of influence and lead conversion, innovative lead generation tactics, and negotiation strategies. Additionally, members gain unlimited access to an extensive archive of video and audio resources, a blueprint for designing a unique business plan, and two free bonuses focused on buyer and listing presentation strategies.

LEARN MORE

LEARN MORE

Related Articles

01

GCI in Real Estate: Why Agents stay Below $100,000 in commission

In the competitive world of real estate, understanding the undercurrents that impact our performance is pivotal. While many agents focus on external strategies to increase their gross commission income, such as door-to-door sales and marketing tactics, there’s a crucial internal factor at play. It’s necessary to introspect and assess whether it’s our approach and mindset that may be hindering our progress towards higher GCI figures, especially when the goal is to surpass the $100,000 mark.

Recognizing the mental hurdles that prevent us from reaching our full potential is as essential as refining our skill set. It’s not just about how we calculate commission rate or optimize our practices; it’s also about overcoming the internal challenges like lack of commitment, fear, and self-doubt. To truly level up in real estate, a balanced focus on both our professional development and personal growth is key.

Key Takeaways

  • Personal mindset is as influential as professional skills in achieving higher GCI.
  • Overcoming internal challenges is crucial for real estate agents aspiring to earn over $100,000.
  • A dual focus on personal growth and strategic action can drive success in the real estate industry.

#1 Lack of Commitment

A high level of dedication is crucial in the competitive field of real estate. When we begin, it’s common to work part-time in a team setting. However, progressing beyond the part-time mindset is essential, especially when real estate becomes a full-time endeavor. Our attitude radiates to clients who will question our commitment if it seems we are not fully invested.

Factors Impacted by Lack of Commitment:

  • Prospecting: A full-time agent spends significant time prospecting. Without commitment, this crucial activity may not get the attention it deserves.
  • Client Perceptions: Clients look for agents who will fully commit to managing their transactions. Showing up fully ensures clients feel valued and taken care of.
  • Self-Perception: Reframe your mindset from “I do real estate on the side” to “I am a Realtor®.” Believing and presenting yourself as a professional can induce a shift toward deeper commitment.

Strategies to Increase Commitment:

StrategyDescription
Set Clear GoalsSpecific goals aligned with your strengths increase motivation and the drive to succeed as an agent.
Identify Your WhyReflect on the reasons you chose real estate as a career. Remembering these can fuel your commitment.
Develop a Solid PlanPlanning is essential. Without it, staying motivated and committed becomes challenging.
AccountabilitySurround yourself with mentors or join coaching programs for support and guidance.

It’s essential to consider not just the time spent, but also how we structure our careers. A critical part of this structure includes understanding and managing various financial aspects such as:

  • Net Commission Income (NCI): This amount is what you earn after subtracting brokerage fees and any transaction fees from your Gross Commission Income (GCI).
  • Commission Split: The percentage of commission you agree to share with your brokerage. Your commitment level and career planning should reflect an understanding of these splits to maximize your NCI.
  • Transactional Costs: Full commitment also means being proactive about the costs incurred in transactions and how they affect your earnings.

Remember, these elements interlink with each other and with your real estate career’s success. We must not only set goals but also execute strategies that align with both our financial targets and our service quality. Only then can we fulfill our potential and thrive in our real estate journeys. If you’re seeking guidance or considering coaching services, don’t hesitate to reach out for support. When we commit to our growth and professional development, the path to success becomes much clearer.

#2 Fear

Fear of Rejection

  • We fear hearing “no” from prospects, feeling like we’ve failed.
  • View each “no” as a learning opportunity, bringing us closer to “yes.”
  • Embrace rejection as part of the journey toward success.

Fear of Appearing Inexperienced

  • Being new can lead to doubts about our credibility.
  • Allow ourselves to be beginners; use every experience to build our skill set.
  • Trust in our training and process, knowing it leads to growth.

Fear of Procrastination

  • Accumulated tasks can seem daunting.
  • Break down tasks, prioritize by urgency and importance.
  • Delegate, delay, or ditch to regain control and focus on the present priorities.

Fear of Discomfort

  • We naturally avoid pain and the unknown.
  • Accept discomfort as a part of growth.
  • Commit to stepping out of our comfort zone for future rewards.

Fear of Action Over Education

  • Transitioning from learning to doing can be intimidating.
  • Recognize nervousness as a sign that our work is meaningful.
  • Trust in our preparation and take courage in our concern for success.

In overcoming these fears, it’s essential to integrate our understanding into practical areas such as marketing and lead generation. Here are some actionable strategies:

  1. Engage on Social Media: Regularly post and engage with your audience to build a resilient online presence.
  2. Develop Negotiation Skills: Use each interaction as an opportunity to refine our negotiation tactics.
  3. Practice Active Listening: Ensure every potential lead feels heard and understood to foster trust and rapport.
  4. Continuous Learning: Stay updated with the latest in marketing and lead generation trends to apply effective techniques.

By addressing these fears and applying these strategies, we move forward, more confident and ready to tackle the challenges of the professional world.

#3 Doubting Yourself

As we navigate our professional journey, we might occasionally encounter the unsettling feeling of self-doubt. It’s not uncommon, especially after a string of rejections or negative feedback, to question our own abilities or wonder if we’ve got what it takes to succeed. These moments of uncertainty can become evident in how we present ourselves to others.

Building Confidence

  • Acknowledge your feelings of doubt.
  • Recognize that even experienced professionals feel unsure at times. It’s normal.
  • Remind yourself of past successes and the skills you possess.

Enhancing Abilities

  • Use rejections as a learning opportunity. What can you do better?
  • Seek constructive feedback to improve your areas of weakness.
  • Set specific, achievable goals that are aligned with your strengths.

Preparation Strategies

  • Engage in regular practice to fine-tune your presentation and negotiation skills.
  • Solicit an accountability partner to help keep your goals on track.

Leveraging Experience

  • Remember, expertise is built over time by learning from each situation.
  • Embrace the process; “muscle memory” develops from repeated practice in real scenarios.

Forging Connections

  • Build a support system that offers encouragement and advice.
  • Exchange strategies and success stories with peers to widen your perspective.
  • Cultivate strong networks that can provide referrals and opportunities.

Understanding Your Clients

  • Ask insightful questions to uncover your clients’ needs.
  • Study their personalities and preferences to tailor your approach.

Utilizing Resources

  • Keep abreast of the latest industry trends and knowledge.
  • Subscribe to our newsletter to continually enrich your expertise.

Overcoming self-doubt is an integral part of our professional growth. By acknowledging our feelings, preparing diligently, and leveraging our networks, we craft a version of ourselves that is resilient and self-assured. This transformation doesn’t happen overnight, but with each step, we reinforce our self-belief and learn to trust in our capacity to succeed.

Frequently Asked Questions

GCI in Real Estate: Why Agents stay Below $100,000 in commission

In the competitive world of real estate, understanding the undercurrents that impact our performance is pivotal. While many agents focus on external strategies to increase their gross commission income, such as door-to-door sales and marketing tactics, there’s a crucial internal factor at play. It’s necessary to introspect and assess whether it’s our approach and mindset that may be hindering our progress towards higher GCI figures, especially when the goal is to surpass the $100,000 mark.

Recognizing the mental hurdles that prevent us from reaching our full potential is as essential as refining our skill set. It’s not just about how we calculate commission rate or optimize our practices; it’s also about overcoming the internal challenges like lack of commitment, fear, and self-doubt. To truly level up in real estate, a balanced focus on both our professional development and personal growth is key.

Key Takeaways

  • Personal mindset is as influential as professional skills in achieving higher GCI.
  • Overcoming internal challenges is crucial for real estate agents aspiring to earn over $100,000.
  • A dual focus on personal growth and strategic action can drive success in the real estate industry.

#1 Lack of Commitment

A high level of dedication is crucial in the competitive field of real estate. When we begin, it’s common to work part-time in a team setting. However, progressing beyond the part-time mindset is essential, especially when real estate becomes a full-time endeavor. Our attitude radiates to clients who will question our commitment if it seems we are not fully invested.

Factors Impacted by Lack of Commitment:

  • Prospecting: A full-time agent spends significant time prospecting. Without commitment, this crucial activity may not get the attention it deserves.
  • Client Perceptions: Clients look for agents who will fully commit to managing their transactions. Showing up fully ensures clients feel valued and taken care of.
  • Self-Perception: Reframe your mindset from “I do real estate on the side” to “I am a Realtor®.” Believing and presenting yourself as a professional can induce a shift toward deeper commitment.

Strategies to Increase Commitment:

StrategyDescription
Set Clear GoalsSpecific goals aligned with your strengths increase motivation and the drive to succeed as an agent.
Identify Your WhyReflect on the reasons you chose real estate as a career. Remembering these can fuel your commitment.
Develop a Solid PlanPlanning is essential. Without it, staying motivated and committed becomes challenging.
AccountabilitySurround yourself with mentors or join coaching programs for support and guidance.

It’s essential to consider not just the time spent, but also how we structure our careers. A critical part of this structure includes understanding and managing various financial aspects such as:

  • Net Commission Income (NCI): This amount is what you earn after subtracting brokerage fees and any transaction fees from your Gross Commission Income (GCI).
  • Commission Split: The percentage of commission you agree to share with your brokerage. Your commitment level and career planning should reflect an understanding of these splits to maximize your NCI.
  • Transactional Costs: Full commitment also means being proactive about the costs incurred in transactions and how they affect your earnings.

Remember, these elements interlink with each other and with your real estate career’s success. We must not only set goals but also execute strategies that align with both our financial targets and our service quality. Only then can we fulfill our potential and thrive in our real estate journeys. If you’re seeking guidance or considering coaching services, don’t hesitate to reach out for support. When we commit to our growth and professional development, the path to success becomes much clearer.

#2 Fear

Fear of Rejection

  • We fear hearing “no” from prospects, feeling like we’ve failed.
  • View each “no” as a learning opportunity, bringing us closer to “yes.”
  • Embrace rejection as part of the journey toward success.

Fear of Appearing Inexperienced

  • Being new can lead to doubts about our credibility.
  • Allow ourselves to be beginners; use every experience to build our skill set.
  • Trust in our training and process, knowing it leads to growth.

Fear of Procrastination

  • Accumulated tasks can seem daunting.
  • Break down tasks, prioritize by urgency and importance.
  • Delegate, delay, or ditch to regain control and focus on the present priorities.

Fear of Discomfort

  • We naturally avoid pain and the unknown.
  • Accept discomfort as a part of growth.
  • Commit to stepping out of our comfort zone for future rewards.

Fear of Action Over Education

  • Transitioning from learning to doing can be intimidating.
  • Recognize nervousness as a sign that our work is meaningful.
  • Trust in our preparation and take courage in our concern for success.

In overcoming these fears, it’s essential to integrate our understanding into practical areas such as marketing and lead generation. Here are some actionable strategies:

  1. Engage on Social Media: Regularly post and engage with your audience to build a resilient online presence.
  2. Develop Negotiation Skills: Use each interaction as an opportunity to refine our negotiation tactics.
  3. Practice Active Listening: Ensure every potential lead feels heard and understood to foster trust and rapport.
  4. Continuous Learning: Stay updated with the latest in marketing and lead generation trends to apply effective techniques.

By addressing these fears and applying these strategies, we move forward, more confident and ready to tackle the challenges of the professional world.

#3 Doubting Yourself

As we navigate our professional journey, we might occasionally encounter the unsettling feeling of self-doubt. It’s not uncommon, especially after a string of rejections or negative feedback, to question our own abilities or wonder if we’ve got what it takes to succeed. These moments of uncertainty can become evident in how we present ourselves to others.

Building Confidence

  • Acknowledge your feelings of doubt.
  • Recognize that even experienced professionals feel unsure at times. It’s normal.
  • Remind yourself of past successes and the skills you possess.

Enhancing Abilities

  • Use rejections as a learning opportunity. What can you do better?
  • Seek constructive feedback to improve your areas of weakness.
  • Set specific, achievable goals that are aligned with your strengths.

Preparation Strategies

  • Engage in regular practice to fine-tune your presentation and negotiation skills.
  • Solicit an accountability partner to help keep your goals on track.

Leveraging Experience

  • Remember, expertise is built over time by learning from each situation.
  • Embrace the process; “muscle memory” develops from repeated practice in real scenarios.

Forging Connections

  • Build a support system that offers encouragement and advice.
  • Exchange strategies and success stories with peers to widen your perspective.
  • Cultivate strong networks that can provide referrals and opportunities.

Understanding Your Clients

  • Ask insightful questions to uncover your clients’ needs.
  • Study their personalities and preferences to tailor your approach.

Utilizing Resources

  • Keep abreast of the latest industry trends and knowledge.
  • Subscribe to our newsletter to continually enrich your expertise.

Overcoming self-doubt is an integral part of our professional growth. By acknowledging our feelings, preparing diligently, and leveraging our networks, we craft a version of ourselves that is resilient and self-assured. This transformation doesn’t happen overnight, but with each step, we reinforce our self-belief and learn to trust in our capacity to succeed.

Frequently Asked Questions

02

Converting Online Leads: Effective Strategies for Higher Conversion Rates

Online lead generation is often met with skepticism, with some businesses believing they are fruitless. However, experience has shown that success in online lead conversion is not only possible but also lucrative. Professionals in the field have leveraged various digital marketing strategies starting with practices like SEO and Google Ads dating back to 2006, evolving to include platforms such as Zillow, Realtor.com, Google PPC, Facebook lead ads, and Redfin.

These efforts stem from the undeniable efficiency and results that online leads provide, making them a significant contributor to business growth, second only to the powerful word-of-mouth referrals.

The key to transforming online leads into profitable business dealings lies in understanding and navigating the digital landscape effectively. A well-crafted approach that encompasses targeted advertising, valuable content marketing, and robust social media engagement can turn skepticism into success. Businesses command millions in lead generation investment precisely because a well-tuned strategy does deliver, converting passive leads into active customers and significantly contributing to closed transactions.

Key Takeaways

  • Effective digital marketing strategies have proven that online leads can significantly boost business growth.
  • A multi-faceted approach, including SEO, pay-per-click, and social media ads, is critical to converting leads.
  • Mastery of online lead conversion can result in it becoming a primary source of revenue, second to client referrals.

Grasping Lead Dynamics

When examining the sales funnel, it is crucial to distinguish between the various types of leads based on their origin and level of interest. Leads coming from Facebook typically represent individuals in the initial stages of interest, often compelled by appealing visuals or the allure of homeownership. Upon engagement, these leads supply their details, which are then integrated into a Customer Relationship Management (CRM) system. Their intent to purchase is usually low, indicating they are still in the exploratory phase of their journey.

Moving further down the funnel, leads generated through Google Pay-Per-Click (PPC) campaigns demonstrate a greater degree of intent. These individuals actively search for specific criteria, like “homes by the beach in Malibu, 2 bedrooms,” signaling a more purposeful interest. Similar to Facebook leads, their information is collected via questionnaires and stored in the CRM.

At the sales funnel’s narrow end are leads sourced from specialized portals, referral, and review websites. These leads often show a high readiness to engage in a transaction, seeking out niche sites to connect with service providers, suggesting they have moved past the consideration phase and are poised to make decisions.

To effectively convert leads online, one must understand the nuances of lead generation. Knowing the distinct characteristics of leads from various online platforms—such as demographics, target audience, and level of interest—is vital. It is fundamental to differentiate between Marketing Qualified Leads (MQLs), which may merely express interest, and Sales-Qualified Leads (SQLs), indicating a readiness to purchase.

In lead qualification, recognizing the difference between a casual visitor and an SQL is imperative. The lead conversion rate hinges on this discernment, as it allows for the prioritization of efforts on leads with the highest transaction potential, ultimately leading to a more efficient lead conversion process.

Examining the Pitfalls in Lead Conversion Practices

When agents tackle online leads with an eagerness to immediately seal a deal, they often miss the mark. This direct approach may occasionally succeed with ready-to-act leads from listings sites, but it usually falls short with those still navigating the stages of the sales funnel.

Proper conversion strategies focus on relationship-building. Regardless of a lead’s position in the home-buying process, the essence of real estate hinges not on rapid conversions, but on cultivating trust and connections.

Frequently, the issue lies in an ineffective approach toward online leads who may require more nurturing and engagement before contemplating a transaction.

  • A patient and personal touch often yields better conversion rates.
  • Utilizing retargeting methods can keep you top-of-mind for leads not yet ready to commit.
  • Aligning your sales process with the prospect’s pace can enhance lead quality and potential conversions.

In any market situation, fostering professional relationships stands as the cornerstone for a thriving real estate business.

Effective Strategies for Managing Online Leads

Engaging with online leads requires prompt, thoughtful, and strategic action. Here’s a streamlined method for transforming individuals browsing online into loyal clients.

  • Rapid Response: Contact online leads within three minutes of their CRM entry to capitalize on their current interest. Timing is essential for successful engagement.
  • Automated Follow-Ups: If initial contact isn’t achieved, implement an automated process to maintain communication. Using real estate advertisements or email campaigns can keep your agency in their mind.
  • Meaningful Conversations: When you reach them by phone, the quality of dialogue is crucial. Display sincerity and build rapport to foster trust and a genuine relationship.
  • Patient Lead Nurturing: Understand that the majority of leads may not be immediately ready to make a transaction. Instead, focus on lead nurturing over time to remain forefront in their considerations.
  • Establish First Contact: Use the first interaction to discover their specific preferences in a property. This knowledge allows for curated offerings, increasing the chances of eventual patronage.
  • Consistent Value Offering: Opt to provide valuable insights and information tailored to their needs. This approach strengthens the likelihood that they will seek your services when ready.
  • Automate to Save Time: While nurturing leads is time-intensive, leveraging technology for routine follow-ups can optimize your workflow. CRM software can efficiently handle these tasks, allowing for a focus on relationship-building.
  • Personal Connection: Avoid outdated scripts. Leads today prefer authentic conversations and a real interest in their needs.

By following these guidelines, one can convert leads with efficacy, establishing meaningful connections that may foster future business opportunities.

Frequently Asked Topics

When attempting to convert online leads, one effective strategy is the integration of testimonials onto a webpage. These are seen as social proof and can significantly bolster a company’s credibility. Individuals tend to trust customer reviews as they reflect real-life experiences with a product or service.

  • Charts and Analytics: Utilizing visual data such as charts can clarify complex information. This transparency can aid potential clients in understanding the benefits of engaging with your business.
  • Advantages: Emphasizing the unique advantages of your products or services can distinguish your brand in a crowded market.
  • Educational Content: Hosting educational content like webinars and publishing white papers positions your business as an authority, fostering trust with leads.
  • Surveys and Feedback: Lead conversion can be enhanced by listening to customer needs through surveys, tailoring your approach to their preferences.

Including a personal touch—like a direct message from the CEO—can also make a lead feel more valued and personally connected to your company. Employing these methods thoughtfully positions a company as both an expert in the field and a brand that genuinely understands and tends to the needs of its potential customers.

Reflective Insights on Market Adaptation

In a dynamic marketplace, professionals can find success, irrespective of the prevailing market conditions. To bolster the transition, these strategies may prove beneficial:

  • Cultivate the sales pipeline by offering complimentary consultations. Weekly 30-minute slots could be a starting point for engagement.
  • Offer exclusive coupons to convert inquiries into paying customers, thereby increasing the likelihood to close the sale.
  • Position oneself as a trusted advisor, providing guidance well-suited for the changing market.

Remember: the goal is to build value, not just volume, in the pursuit of converting prospects into loyal clientele.

Key Inquiries Regarding Online Lead Conversion

Best Practices for Lead to Customer Transformation

To increase the likelihood of transforming leads into customers, implement a multi-faceted approach. Consider:

  • Targeting and Personalization: Tailoring communications to address the specific needs and interests of each lead.
  • Nurturing Relationships: Employing email sequences, retargeting campaigns, and social media interactions to build trust.
  • Providing Value: Sharing informative content, case studies, and testimonials to demonstrate credibility and industry expertise.
  • Streamlined Sales Process: Simplifying the purchasing path to reduce friction and facilitate decision-making.

Examples of Efficacious Lead Conversion Tactics

Successful lead conversion processes often include:

  • Call-to-Action Optimization: Crafting compelling CTAs that encourage immediate engagement.
  • Landing Page Personalization: Designing landing pages that resonate with the target audience’s preferences and pain points.
  • Lead Scoring: Prioritizing leads based on their engagement and likelihood to convert.

Determining Lead Conversion Rates

The formula for calculating lead conversion rates is straightforward:

Customer Engagement MethodDescription
White PapersIn-depth reports that educate and inform about complex solutions.
WebinarsOnline seminars that engage leads through live, interactive elements.
Case StudiesReal examples demonstrating the success and effectiveness of a product or service.
This percentage reflects the efficacy of conversion efforts.

Enhancing Website Conversion Capabilities

To improve a website’s capacity for converting visitors to leads:

  1. User Experience: Ensure the website is easy to navigate with a logical layout.
  2. Content Clarity: Present clear, concise information that addresses common visitor questions.
  3. Visual Appeal: Use high-quality images and an appealing color scheme to engage visitors.

Critical Elements for CRM-Based Online Lead Conversion

Within CRM systems like Salesforce, key factors for converting online leads include:

  • Lead Tracking: Monitoring interactions to tailor future communications effectively.
  • Data Analysis: Utilizing analytics to refine marketing and sales strategies.
  • Automation: Harnessing tools for follow-ups and lead nurturing to maintain engagement.

Addressing Poor Lead Conversion on Websites

Websites may struggle with lead conversion due to issues like:

  • Poor User Experience: If a site is difficult to use or slow to load, prospective leads may leave.
  • Inadequate Content: Content that doesn’t address the audience’s needs can lead to disinterest.
  • Lack of Clear CTAs: Unclear or missing calls-to-action can result in lost conversion opportunities.

Solutions involve optimizing the website for speed, revamping content strategy, and clearly displaying CTAs.

Converting Online Leads: Effective Strategies for Higher Conversion Rates

Online lead generation is often met with skepticism, with some businesses believing they are fruitless. However, experience has shown that success in online lead conversion is not only possible but also lucrative. Professionals in the field have leveraged various digital marketing strategies starting with practices like SEO and Google Ads dating back to 2006, evolving to include platforms such as Zillow, Realtor.com, Google PPC, Facebook lead ads, and Redfin.

These efforts stem from the undeniable efficiency and results that online leads provide, making them a significant contributor to business growth, second only to the powerful word-of-mouth referrals.

The key to transforming online leads into profitable business dealings lies in understanding and navigating the digital landscape effectively. A well-crafted approach that encompasses targeted advertising, valuable content marketing, and robust social media engagement can turn skepticism into success. Businesses command millions in lead generation investment precisely because a well-tuned strategy does deliver, converting passive leads into active customers and significantly contributing to closed transactions.

Key Takeaways

  • Effective digital marketing strategies have proven that online leads can significantly boost business growth.
  • A multi-faceted approach, including SEO, pay-per-click, and social media ads, is critical to converting leads.
  • Mastery of online lead conversion can result in it becoming a primary source of revenue, second to client referrals.

Grasping Lead Dynamics

When examining the sales funnel, it is crucial to distinguish between the various types of leads based on their origin and level of interest. Leads coming from Facebook typically represent individuals in the initial stages of interest, often compelled by appealing visuals or the allure of homeownership. Upon engagement, these leads supply their details, which are then integrated into a Customer Relationship Management (CRM) system. Their intent to purchase is usually low, indicating they are still in the exploratory phase of their journey.

Moving further down the funnel, leads generated through Google Pay-Per-Click (PPC) campaigns demonstrate a greater degree of intent. These individuals actively search for specific criteria, like “homes by the beach in Malibu, 2 bedrooms,” signaling a more purposeful interest. Similar to Facebook leads, their information is collected via questionnaires and stored in the CRM.

At the sales funnel’s narrow end are leads sourced from specialized portals, referral, and review websites. These leads often show a high readiness to engage in a transaction, seeking out niche sites to connect with service providers, suggesting they have moved past the consideration phase and are poised to make decisions.

To effectively convert leads online, one must understand the nuances of lead generation. Knowing the distinct characteristics of leads from various online platforms—such as demographics, target audience, and level of interest—is vital. It is fundamental to differentiate between Marketing Qualified Leads (MQLs), which may merely express interest, and Sales-Qualified Leads (SQLs), indicating a readiness to purchase.

In lead qualification, recognizing the difference between a casual visitor and an SQL is imperative. The lead conversion rate hinges on this discernment, as it allows for the prioritization of efforts on leads with the highest transaction potential, ultimately leading to a more efficient lead conversion process.

Examining the Pitfalls in Lead Conversion Practices

When agents tackle online leads with an eagerness to immediately seal a deal, they often miss the mark. This direct approach may occasionally succeed with ready-to-act leads from listings sites, but it usually falls short with those still navigating the stages of the sales funnel.

Proper conversion strategies focus on relationship-building. Regardless of a lead’s position in the home-buying process, the essence of real estate hinges not on rapid conversions, but on cultivating trust and connections.

Frequently, the issue lies in an ineffective approach toward online leads who may require more nurturing and engagement before contemplating a transaction.

  • A patient and personal touch often yields better conversion rates.
  • Utilizing retargeting methods can keep you top-of-mind for leads not yet ready to commit.
  • Aligning your sales process with the prospect’s pace can enhance lead quality and potential conversions.

In any market situation, fostering professional relationships stands as the cornerstone for a thriving real estate business.

Effective Strategies for Managing Online Leads

Engaging with online leads requires prompt, thoughtful, and strategic action. Here’s a streamlined method for transforming individuals browsing online into loyal clients.

  • Rapid Response: Contact online leads within three minutes of their CRM entry to capitalize on their current interest. Timing is essential for successful engagement.
  • Automated Follow-Ups: If initial contact isn’t achieved, implement an automated process to maintain communication. Using real estate advertisements or email campaigns can keep your agency in their mind.
  • Meaningful Conversations: When you reach them by phone, the quality of dialogue is crucial. Display sincerity and build rapport to foster trust and a genuine relationship.
  • Patient Lead Nurturing: Understand that the majority of leads may not be immediately ready to make a transaction. Instead, focus on lead nurturing over time to remain forefront in their considerations.
  • Establish First Contact: Use the first interaction to discover their specific preferences in a property. This knowledge allows for curated offerings, increasing the chances of eventual patronage.
  • Consistent Value Offering: Opt to provide valuable insights and information tailored to their needs. This approach strengthens the likelihood that they will seek your services when ready.
  • Automate to Save Time: While nurturing leads is time-intensive, leveraging technology for routine follow-ups can optimize your workflow. CRM software can efficiently handle these tasks, allowing for a focus on relationship-building.
  • Personal Connection: Avoid outdated scripts. Leads today prefer authentic conversations and a real interest in their needs.

By following these guidelines, one can convert leads with efficacy, establishing meaningful connections that may foster future business opportunities.

Frequently Asked Topics

When attempting to convert online leads, one effective strategy is the integration of testimonials onto a webpage. These are seen as social proof and can significantly bolster a company’s credibility. Individuals tend to trust customer reviews as they reflect real-life experiences with a product or service.

  • Charts and Analytics: Utilizing visual data such as charts can clarify complex information. This transparency can aid potential clients in understanding the benefits of engaging with your business.
  • Advantages: Emphasizing the unique advantages of your products or services can distinguish your brand in a crowded market.
  • Educational Content: Hosting educational content like webinars and publishing white papers positions your business as an authority, fostering trust with leads.
  • Surveys and Feedback: Lead conversion can be enhanced by listening to customer needs through surveys, tailoring your approach to their preferences.

Including a personal touch—like a direct message from the CEO—can also make a lead feel more valued and personally connected to your company. Employing these methods thoughtfully positions a company as both an expert in the field and a brand that genuinely understands and tends to the needs of its potential customers.

Reflective Insights on Market Adaptation

In a dynamic marketplace, professionals can find success, irrespective of the prevailing market conditions. To bolster the transition, these strategies may prove beneficial:

  • Cultivate the sales pipeline by offering complimentary consultations. Weekly 30-minute slots could be a starting point for engagement.
  • Offer exclusive coupons to convert inquiries into paying customers, thereby increasing the likelihood to close the sale.
  • Position oneself as a trusted advisor, providing guidance well-suited for the changing market.

Remember: the goal is to build value, not just volume, in the pursuit of converting prospects into loyal clientele.

Key Inquiries Regarding Online Lead Conversion

Best Practices for Lead to Customer Transformation

To increase the likelihood of transforming leads into customers, implement a multi-faceted approach. Consider:

  • Targeting and Personalization: Tailoring communications to address the specific needs and interests of each lead.
  • Nurturing Relationships: Employing email sequences, retargeting campaigns, and social media interactions to build trust.
  • Providing Value: Sharing informative content, case studies, and testimonials to demonstrate credibility and industry expertise.
  • Streamlined Sales Process: Simplifying the purchasing path to reduce friction and facilitate decision-making.

Examples of Efficacious Lead Conversion Tactics

Successful lead conversion processes often include:

  • Call-to-Action Optimization: Crafting compelling CTAs that encourage immediate engagement.
  • Landing Page Personalization: Designing landing pages that resonate with the target audience’s preferences and pain points.
  • Lead Scoring: Prioritizing leads based on their engagement and likelihood to convert.

Determining Lead Conversion Rates

The formula for calculating lead conversion rates is straightforward:

Customer Engagement MethodDescription
White PapersIn-depth reports that educate and inform about complex solutions.
WebinarsOnline seminars that engage leads through live, interactive elements.
Case StudiesReal examples demonstrating the success and effectiveness of a product or service.
This percentage reflects the efficacy of conversion efforts.

Enhancing Website Conversion Capabilities

To improve a website’s capacity for converting visitors to leads:

  1. User Experience: Ensure the website is easy to navigate with a logical layout.
  2. Content Clarity: Present clear, concise information that addresses common visitor questions.
  3. Visual Appeal: Use high-quality images and an appealing color scheme to engage visitors.

Critical Elements for CRM-Based Online Lead Conversion

Within CRM systems like Salesforce, key factors for converting online leads include:

  • Lead Tracking: Monitoring interactions to tailor future communications effectively.
  • Data Analysis: Utilizing analytics to refine marketing and sales strategies.
  • Automation: Harnessing tools for follow-ups and lead nurturing to maintain engagement.

Addressing Poor Lead Conversion on Websites

Websites may struggle with lead conversion due to issues like:

  • Poor User Experience: If a site is difficult to use or slow to load, prospective leads may leave.
  • Inadequate Content: Content that doesn’t address the audience’s needs can lead to disinterest.
  • Lack of Clear CTAs: Unclear or missing calls-to-action can result in lost conversion opportunities.

Solutions involve optimizing the website for speed, revamping content strategy, and clearly displaying CTAs.

03

Adapting to the Shifting Real Estate Market: Brilliant Strategies for Agents

The market is shifting. I’m generally seeing a lot of panic in the real estate market and even among agents inside LabCoat Agents because of this shift. We’re getting a lot of differing views and worries as to where the market is heading: Is it going to crash? Is it going to stabilize? What’s happening?

That’s why I decided to start Brilliant Talks, co-hosted by my friend Mark Raider, one of the top-producing team members at Tristan & Associates out in Los Angeles-Ventura County. We want to have a platform where agents can come together and learn and be equipped to survive and succeed in this market shift.

And from what we’re seeing right now, the market is heading towards a more neutral place. Of course, things can change and something big and unexpected can happen anytime that might throw us all off-guard. It is also too early to forecast what will happen to the market so far into the future when we are still in the middle of changing. But based on the data we currently have, the market isn’t going to crash anytime soon.

However, it is best to gear up right now, because things are going to get a little tight as we navigate this market shift. What can real estate agents do to prepare?

Focus on your database.

In the world we live in today, our database is literally at our fingertips, but we don’t use it enough. Our smartphones are powerful tools at our disposal to succeed in this shifting market.

There are two kinds of databases you can have: organic and paid. Paid databases include paying for leads, lead generation through Google PPC, or something similar to Zillow services. Organic databases, on the other hand, are free and are something you can maximize, especially when things (and budget) are tight.

So let’s dive a little deeper into the organic database first.

Leverage social media

We always say, “Go where the consumer is” and yet we do the opposite. We are overlooking the most powerful tool at our fingertips in order for us to succeed.

The immediate place that I need you to look at is social media. According to Wikipedia, the top 5 most visited websites in the world are Google, YouTube, Facebook, Twitter, and Instagram. In the top 25 are LinkedIn (23), Reddit (20), and TikTok (18).

These social media platforms are free to use, and they can serve as an extended form of your database. It also comes with some paid additional services and affiliates for businesses, and yet we aren’t utilizing them enough.

Let’s look at LinkedIn, for example. They now have something called “Sales Navigator.” I talked about it more extensively in a recent episode of Brilliant Thoughts, a SUCCESS magazine podcast, titled Sharpen Your Social Media Strategy. Basically, it allows me to set my lead filters and reverse search for people I want to focus on as my audience. It lets you filter out what you post and who you reach out to.

You can even “hack the algorithm” on popular social media websites such as Facebook, Twitter, and Instagram by doing a simple thing: Provide your audience with information they want and need; be the resource that gives them the answers to their pressing questions about real estate. Then call them to action: invite them to DM you.

For example, I am subscribed to Keeping Current Matters, and they provide beautiful guides with graphs and quotes, and a lot of fresh and relevant information about the current state and trends in real estate. You can use that information, compile it into a PDF, and make a teaser of that information to post on your feed. Then you invite your sphere, your people, to message you if they want to know more, so you can give the rest of it for free.

You can even make YouTube videos and dive deep into these topics.

These are all strategies that work in leveraging social media for success in this shifting market. But at the end of the day, these won’t work if you are not engaging your audience in an authentic way.

Don’t forget that the most important part is to build relationships. Yes, be strategic, get creative and intentional with the content and value you are putting out there, but don’t forget to connect to them as a human being.

Newsletters are still a thing

If you don’t have one, I can’t stress how important it is that you get one. Newsletters work. The only reason they might not be working for you is because you are spamming people with information that has no value to them or nobody wants to listen to you. One way you can send out value is to be proactive in being more targeted.

My friend, Blair Ballin, out over in Phoenix, AZ, did an awesome job at this. He creates video content, and when Redfin released data on the migration patterns of people during the pandemic, they mentioned that a lot of people moved to Phoenix from Washington. Blair contacts agents and people who are planning to move out of Washington, sends them a newsletter about this through Facebook, and closes transactions.

Just recently, he closed his biggest one ever at almost $3 million from a newsletter.

Think of the opportunities you are passing up on in newsletters.

From phone and Gmail to CRM

I talked about this in one of my YouTube videos: Your First Year in Real Estate, (or you can read the blog here.)

This is probably the easiest thing to do. You can export your contacts on your phone to an excel file using an app. We use MCBackup Pro, but there’s another great app called Contacts Backup. These are available for Apple and Android on the app store.

Once you’ve exported your contacts, categorize them. I usually use these for categories: A, B, C, and D.

A: They’ve given me a referral

B: If I ask, they will give me a referral

C: They’ll probably give me a referral, but I’ve never asked

D: They’ll never give me a referral. It could be for any reason. Maybe I messed up before. Or they probably don’t like me, and I don’t like them either.

You can use these categories or come up with your own. The main point is to categorize your contacts.

After you do, start reaching out to them.

The idea behind reaching out to those people on your phone is that, first of all, you probably haven’t reached out to them in a while. And it’s part of your database.

The next part is, and here’s what a lot of agents and brokers and teams miss, you don’t categorize when you’re talking to people. When you reach out to somebody, your job is to categorize where you’re going to fit them in.

Once you’ve contacted them, feed them through your CRM, whatever CRM you are using. Some brokerages have a free CRM. You can also use what we use: FollowUp Boss and Chime. I’m not telling you to go out and buy one right now. If you already have a CRM, it is time to use it.

You can do the same thing with your Gmail contacts. If you have Gmail, just type in contacts.google.com and it will show you everybody that you’ve ever contacted through Gmail. They also give you the option to export them. Do the same thing with your phone contacts: Export. Categorize. Contact. Put them in your CRM.

Everybody that you talk to or want to export, guess where they go? They go on that free newsletter that you still haven’t built up. That’s a free newsletter that people need to receive on a weekly or bi-weekly timeline.

Because everybody has the same question right now in real estate

  • Is the market going to crash?
  • Is there a bubble?
  • What’s happening in the real estate market?
  • Is there a recession coming in? If so, how is it going to affect real estate?

You want to have those opportunities to talk to people, to engage with them, and explain to them the knowledge that you have. But the challenge is that we’re not doing it enough.

Door-knocking and open houses

My first day in real estate, I door-knocked for six hours. I kept on door-knocking every single day. The mistake I made is that I didn’t start a database. I just door-knocked and hoped for the best. I hoped that somebody would actually want to sell or buy. My efforts were worth it. Three months in, somebody did. But the point is, I shifted and adapted as I grew with this. And I created a newsletter, eventually.

Whenever you door-knock an area, remember that you’re going to be farming the area and that you’re going to show up consistently over time. This is the key to successful door-knocking. 

The idea is, it does work. You just have to show up. You have to give the right marketing pieces to the homeowners. You have to make sure that you have a plan.

The other part of this is open houses. One of our team members also does open houses. We all do open houses but there are different levels to them.

Open houses are an amazing thing that you can do. If you are new and just starting out, sometimes you don’t have any listings that you can do an open house with. Don’t let that stop you. Ask your brokerage if they have open houses. Or check with other top real estate agents in your office. You would be surprised at how many agents would gladly let you hold an open house on one of their listings. It is one of the best things you can do. 

Expireds and FSBOs 

Just in the last month, expireds went up a little over 40%. We’re seeing more expireds come on the market. Do you have a plan for that? 

One of my very first listings was an expired luxury listing. It was one of the ways we broke into the luxury market. It was through Google PPC and calling expireds.

We called this expired, he picked up and asked me to call back at a later time. I called them back and we talked, and they asked me a favor to stop by their house instead. This was a $5 million listing. I drove up a windy hill for around 25 minutes to get there.

The seller told me he had bought the house 7 or 8 years ago at an auction. He had finished some renovations here and there. The person who owned it before him was a drug dealer, and that person would hide money, so we looked for money hidden behind walls. This seller was just a fun guy.

That was my very first expired listing call. Then it just grew from there, listing conversions.

The point is, in order to succeed, you have to show up daily. Some days you’re going to have bad luck, some days you’re going to do amazing.

How uncomfortable are you willing to get?

You have a choice for everything on this list. Either do one, do a little bit, test it out, or have no questions and go all-in. When I started in real estate, I had debt because I was right out of college.  I was already married, and I was like “I’m tired of living in one room.” I have no choice but to succeed.

When you look at it that way, you stop making excuses for failing. Then you stop becoming a victim.

You need to keep on prospecting. As Mark, my co-host in this episode, brilliantly puts it, “It all starts with finding out what your “Why?” is, and then digging deeper into why that is. That way you can hold on to it. Because there’s going to be a lot of times, especially as a new agent, or even a seasoned agent, when you’re not going to want to get up and go out there and prospect and work. You need to hold on to that why so it can fire you up.”

Ask yourself, how uncomfortable are you willing to get? Because there’s one thing to this whole process of becoming an amazing real estate agent and making this a career, it’s that it’s going to get uncomfortable. You have to adapt continually.

Things are going to continually change for you and you have to adapt. One of the best skills you can have is adaptability—being able to adapt so quickly because things are changing.
 

Adapting to the Shifting Real Estate Market: Brilliant Strategies for Agents

The market is shifting. I’m generally seeing a lot of panic in the real estate market and even among agents inside LabCoat Agents because of this shift. We’re getting a lot of differing views and worries as to where the market is heading: Is it going to crash? Is it going to stabilize? What’s happening?

That’s why I decided to start Brilliant Talks, co-hosted by my friend Mark Raider, one of the top-producing team members at Tristan & Associates out in Los Angeles-Ventura County. We want to have a platform where agents can come together and learn and be equipped to survive and succeed in this market shift.

And from what we’re seeing right now, the market is heading towards a more neutral place. Of course, things can change and something big and unexpected can happen anytime that might throw us all off-guard. It is also too early to forecast what will happen to the market so far into the future when we are still in the middle of changing. But based on the data we currently have, the market isn’t going to crash anytime soon.

However, it is best to gear up right now, because things are going to get a little tight as we navigate this market shift. What can real estate agents do to prepare?

Focus on your database.

In the world we live in today, our database is literally at our fingertips, but we don’t use it enough. Our smartphones are powerful tools at our disposal to succeed in this shifting market.

There are two kinds of databases you can have: organic and paid. Paid databases include paying for leads, lead generation through Google PPC, or something similar to Zillow services. Organic databases, on the other hand, are free and are something you can maximize, especially when things (and budget) are tight.

So let’s dive a little deeper into the organic database first.

Leverage social media

We always say, “Go where the consumer is” and yet we do the opposite. We are overlooking the most powerful tool at our fingertips in order for us to succeed.

The immediate place that I need you to look at is social media. According to Wikipedia, the top 5 most visited websites in the world are Google, YouTube, Facebook, Twitter, and Instagram. In the top 25 are LinkedIn (23), Reddit (20), and TikTok (18).

These social media platforms are free to use, and they can serve as an extended form of your database. It also comes with some paid additional services and affiliates for businesses, and yet we aren’t utilizing them enough.

Let’s look at LinkedIn, for example. They now have something called “Sales Navigator.” I talked about it more extensively in a recent episode of Brilliant Thoughts, a SUCCESS magazine podcast, titled Sharpen Your Social Media Strategy. Basically, it allows me to set my lead filters and reverse search for people I want to focus on as my audience. It lets you filter out what you post and who you reach out to.

You can even “hack the algorithm” on popular social media websites such as Facebook, Twitter, and Instagram by doing a simple thing: Provide your audience with information they want and need; be the resource that gives them the answers to their pressing questions about real estate. Then call them to action: invite them to DM you.

For example, I am subscribed to Keeping Current Matters, and they provide beautiful guides with graphs and quotes, and a lot of fresh and relevant information about the current state and trends in real estate. You can use that information, compile it into a PDF, and make a teaser of that information to post on your feed. Then you invite your sphere, your people, to message you if they want to know more, so you can give the rest of it for free.

You can even make YouTube videos and dive deep into these topics.

These are all strategies that work in leveraging social media for success in this shifting market. But at the end of the day, these won’t work if you are not engaging your audience in an authentic way.

Don’t forget that the most important part is to build relationships. Yes, be strategic, get creative and intentional with the content and value you are putting out there, but don’t forget to connect to them as a human being.

Newsletters are still a thing

If you don’t have one, I can’t stress how important it is that you get one. Newsletters work. The only reason they might not be working for you is because you are spamming people with information that has no value to them or nobody wants to listen to you. One way you can send out value is to be proactive in being more targeted.

My friend, Blair Ballin, out over in Phoenix, AZ, did an awesome job at this. He creates video content, and when Redfin released data on the migration patterns of people during the pandemic, they mentioned that a lot of people moved to Phoenix from Washington. Blair contacts agents and people who are planning to move out of Washington, sends them a newsletter about this through Facebook, and closes transactions.

Just recently, he closed his biggest one ever at almost $3 million from a newsletter.

Think of the opportunities you are passing up on in newsletters.

From phone and Gmail to CRM

I talked about this in one of my YouTube videos: Your First Year in Real Estate, (or you can read the blog here.)

This is probably the easiest thing to do. You can export your contacts on your phone to an excel file using an app. We use MCBackup Pro, but there’s another great app called Contacts Backup. These are available for Apple and Android on the app store.

Once you’ve exported your contacts, categorize them. I usually use these for categories: A, B, C, and D.

A: They’ve given me a referral

B: If I ask, they will give me a referral

C: They’ll probably give me a referral, but I’ve never asked

D: They’ll never give me a referral. It could be for any reason. Maybe I messed up before. Or they probably don’t like me, and I don’t like them either.

You can use these categories or come up with your own. The main point is to categorize your contacts.

After you do, start reaching out to them.

The idea behind reaching out to those people on your phone is that, first of all, you probably haven’t reached out to them in a while. And it’s part of your database.

The next part is, and here’s what a lot of agents and brokers and teams miss, you don’t categorize when you’re talking to people. When you reach out to somebody, your job is to categorize where you’re going to fit them in.

Once you’ve contacted them, feed them through your CRM, whatever CRM you are using. Some brokerages have a free CRM. You can also use what we use: FollowUp Boss and Chime. I’m not telling you to go out and buy one right now. If you already have a CRM, it is time to use it.

You can do the same thing with your Gmail contacts. If you have Gmail, just type in contacts.google.com and it will show you everybody that you’ve ever contacted through Gmail. They also give you the option to export them. Do the same thing with your phone contacts: Export. Categorize. Contact. Put them in your CRM.

Everybody that you talk to or want to export, guess where they go? They go on that free newsletter that you still haven’t built up. That’s a free newsletter that people need to receive on a weekly or bi-weekly timeline.

Because everybody has the same question right now in real estate

  • Is the market going to crash?
  • Is there a bubble?
  • What’s happening in the real estate market?
  • Is there a recession coming in? If so, how is it going to affect real estate?

You want to have those opportunities to talk to people, to engage with them, and explain to them the knowledge that you have. But the challenge is that we’re not doing it enough.

Door-knocking and open houses

My first day in real estate, I door-knocked for six hours. I kept on door-knocking every single day. The mistake I made is that I didn’t start a database. I just door-knocked and hoped for the best. I hoped that somebody would actually want to sell or buy. My efforts were worth it. Three months in, somebody did. But the point is, I shifted and adapted as I grew with this. And I created a newsletter, eventually.

Whenever you door-knock an area, remember that you’re going to be farming the area and that you’re going to show up consistently over time. This is the key to successful door-knocking. 

The idea is, it does work. You just have to show up. You have to give the right marketing pieces to the homeowners. You have to make sure that you have a plan.

The other part of this is open houses. One of our team members also does open houses. We all do open houses but there are different levels to them.

Open houses are an amazing thing that you can do. If you are new and just starting out, sometimes you don’t have any listings that you can do an open house with. Don’t let that stop you. Ask your brokerage if they have open houses. Or check with other top real estate agents in your office. You would be surprised at how many agents would gladly let you hold an open house on one of their listings. It is one of the best things you can do. 

Expireds and FSBOs 

Just in the last month, expireds went up a little over 40%. We’re seeing more expireds come on the market. Do you have a plan for that? 

One of my very first listings was an expired luxury listing. It was one of the ways we broke into the luxury market. It was through Google PPC and calling expireds.

We called this expired, he picked up and asked me to call back at a later time. I called them back and we talked, and they asked me a favor to stop by their house instead. This was a $5 million listing. I drove up a windy hill for around 25 minutes to get there.

The seller told me he had bought the house 7 or 8 years ago at an auction. He had finished some renovations here and there. The person who owned it before him was a drug dealer, and that person would hide money, so we looked for money hidden behind walls. This seller was just a fun guy.

That was my very first expired listing call. Then it just grew from there, listing conversions.

The point is, in order to succeed, you have to show up daily. Some days you’re going to have bad luck, some days you’re going to do amazing.

How uncomfortable are you willing to get?

You have a choice for everything on this list. Either do one, do a little bit, test it out, or have no questions and go all-in. When I started in real estate, I had debt because I was right out of college.  I was already married, and I was like “I’m tired of living in one room.” I have no choice but to succeed.

When you look at it that way, you stop making excuses for failing. Then you stop becoming a victim.

You need to keep on prospecting. As Mark, my co-host in this episode, brilliantly puts it, “It all starts with finding out what your “Why?” is, and then digging deeper into why that is. That way you can hold on to it. Because there’s going to be a lot of times, especially as a new agent, or even a seasoned agent, when you’re not going to want to get up and go out there and prospect and work. You need to hold on to that why so it can fire you up.”

Ask yourself, how uncomfortable are you willing to get? Because there’s one thing to this whole process of becoming an amazing real estate agent and making this a career, it’s that it’s going to get uncomfortable. You have to adapt continually.

Things are going to continually change for you and you have to adapt. One of the best skills you can have is adaptability—being able to adapt so quickly because things are changing.
 

01

GCI in Real Estate: Why Agents stay Below $100,000 in commission

In the competitive world of real estate, understanding the undercurrents that impact our performance is pivotal. While many agents focus on external strategies to increase their gross commission income, such as door-to-door sales and marketing tactics, there’s a crucial internal factor at play. It’s necessary to introspect and assess whether it’s our approach and mindset that may be hindering our progress towards higher GCI figures, especially when the goal is to surpass the $100,000 mark.

Recognizing the mental hurdles that prevent us from reaching our full potential is as essential as refining our skill set. It’s not just about how we calculate commission rate or optimize our practices; it’s also about overcoming the internal challenges like lack of commitment, fear, and self-doubt. To truly level up in real estate, a balanced focus on both our professional development and personal growth is key.

Key Takeaways

  • Personal mindset is as influential as professional skills in achieving higher GCI.
  • Overcoming internal challenges is crucial for real estate agents aspiring to earn over $100,000.
  • A dual focus on personal growth and strategic action can drive success in the real estate industry.

#1 Lack of Commitment

A high level of dedication is crucial in the competitive field of real estate. When we begin, it’s common to work part-time in a team setting. However, progressing beyond the part-time mindset is essential, especially when real estate becomes a full-time endeavor. Our attitude radiates to clients who will question our commitment if it seems we are not fully invested.

Factors Impacted by Lack of Commitment:

  • Prospecting: A full-time agent spends significant time prospecting. Without commitment, this crucial activity may not get the attention it deserves.
  • Client Perceptions: Clients look for agents who will fully commit to managing their transactions. Showing up fully ensures clients feel valued and taken care of.
  • Self-Perception: Reframe your mindset from “I do real estate on the side” to “I am a Realtor®.” Believing and presenting yourself as a professional can induce a shift toward deeper commitment.

Strategies to Increase Commitment:

StrategyDescription
Set Clear GoalsSpecific goals aligned with your strengths increase motivation and the drive to succeed as an agent.
Identify Your WhyReflect on the reasons you chose real estate as a career. Remembering these can fuel your commitment.
Develop a Solid PlanPlanning is essential. Without it, staying motivated and committed becomes challenging.
AccountabilitySurround yourself with mentors or join coaching programs for support and guidance.

It’s essential to consider not just the time spent, but also how we structure our careers. A critical part of this structure includes understanding and managing various financial aspects such as:

  • Net Commission Income (NCI): This amount is what you earn after subtracting brokerage fees and any transaction fees from your Gross Commission Income (GCI).
  • Commission Split: The percentage of commission you agree to share with your brokerage. Your commitment level and career planning should reflect an understanding of these splits to maximize your NCI.
  • Transactional Costs: Full commitment also means being proactive about the costs incurred in transactions and how they affect your earnings.

Remember, these elements interlink with each other and with your real estate career’s success. We must not only set goals but also execute strategies that align with both our financial targets and our service quality. Only then can we fulfill our potential and thrive in our real estate journeys. If you’re seeking guidance or considering coaching services, don’t hesitate to reach out for support. When we commit to our growth and professional development, the path to success becomes much clearer.

#2 Fear

Fear of Rejection

  • We fear hearing “no” from prospects, feeling like we’ve failed.
  • View each “no” as a learning opportunity, bringing us closer to “yes.”
  • Embrace rejection as part of the journey toward success.

Fear of Appearing Inexperienced

  • Being new can lead to doubts about our credibility.
  • Allow ourselves to be beginners; use every experience to build our skill set.
  • Trust in our training and process, knowing it leads to growth.

Fear of Procrastination

  • Accumulated tasks can seem daunting.
  • Break down tasks, prioritize by urgency and importance.
  • Delegate, delay, or ditch to regain control and focus on the present priorities.

Fear of Discomfort

  • We naturally avoid pain and the unknown.
  • Accept discomfort as a part of growth.
  • Commit to stepping out of our comfort zone for future rewards.

Fear of Action Over Education

  • Transitioning from learning to doing can be intimidating.
  • Recognize nervousness as a sign that our work is meaningful.
  • Trust in our preparation and take courage in our concern for success.

In overcoming these fears, it’s essential to integrate our understanding into practical areas such as marketing and lead generation. Here are some actionable strategies:

  1. Engage on Social Media: Regularly post and engage with your audience to build a resilient online presence.
  2. Develop Negotiation Skills: Use each interaction as an opportunity to refine our negotiation tactics.
  3. Practice Active Listening: Ensure every potential lead feels heard and understood to foster trust and rapport.
  4. Continuous Learning: Stay updated with the latest in marketing and lead generation trends to apply effective techniques.

By addressing these fears and applying these strategies, we move forward, more confident and ready to tackle the challenges of the professional world.

#3 Doubting Yourself

As we navigate our professional journey, we might occasionally encounter the unsettling feeling of self-doubt. It’s not uncommon, especially after a string of rejections or negative feedback, to question our own abilities or wonder if we’ve got what it takes to succeed. These moments of uncertainty can become evident in how we present ourselves to others.

Building Confidence

  • Acknowledge your feelings of doubt.
  • Recognize that even experienced professionals feel unsure at times. It’s normal.
  • Remind yourself of past successes and the skills you possess.

Enhancing Abilities

  • Use rejections as a learning opportunity. What can you do better?
  • Seek constructive feedback to improve your areas of weakness.
  • Set specific, achievable goals that are aligned with your strengths.

Preparation Strategies

  • Engage in regular practice to fine-tune your presentation and negotiation skills.
  • Solicit an accountability partner to help keep your goals on track.

Leveraging Experience

  • Remember, expertise is built over time by learning from each situation.
  • Embrace the process; “muscle memory” develops from repeated practice in real scenarios.

Forging Connections

  • Build a support system that offers encouragement and advice.
  • Exchange strategies and success stories with peers to widen your perspective.
  • Cultivate strong networks that can provide referrals and opportunities.

Understanding Your Clients

  • Ask insightful questions to uncover your clients’ needs.
  • Study their personalities and preferences to tailor your approach.

Utilizing Resources

  • Keep abreast of the latest industry trends and knowledge.
  • Subscribe to our newsletter to continually enrich your expertise.

Overcoming self-doubt is an integral part of our professional growth. By acknowledging our feelings, preparing diligently, and leveraging our networks, we craft a version of ourselves that is resilient and self-assured. This transformation doesn’t happen overnight, but with each step, we reinforce our self-belief and learn to trust in our capacity to succeed.

Frequently Asked Questions

GCI in Real Estate: Why Agents stay Below $100,000 in commission

In the competitive world of real estate, understanding the undercurrents that impact our performance is pivotal. While many agents focus on external strategies to increase their gross commission income, such as door-to-door sales and marketing tactics, there’s a crucial internal factor at play. It’s necessary to introspect and assess whether it’s our approach and mindset that may be hindering our progress towards higher GCI figures, especially when the goal is to surpass the $100,000 mark.

Recognizing the mental hurdles that prevent us from reaching our full potential is as essential as refining our skill set. It’s not just about how we calculate commission rate or optimize our practices; it’s also about overcoming the internal challenges like lack of commitment, fear, and self-doubt. To truly level up in real estate, a balanced focus on both our professional development and personal growth is key.

Key Takeaways

  • Personal mindset is as influential as professional skills in achieving higher GCI.
  • Overcoming internal challenges is crucial for real estate agents aspiring to earn over $100,000.
  • A dual focus on personal growth and strategic action can drive success in the real estate industry.

#1 Lack of Commitment

A high level of dedication is crucial in the competitive field of real estate. When we begin, it’s common to work part-time in a team setting. However, progressing beyond the part-time mindset is essential, especially when real estate becomes a full-time endeavor. Our attitude radiates to clients who will question our commitment if it seems we are not fully invested.

Factors Impacted by Lack of Commitment:

  • Prospecting: A full-time agent spends significant time prospecting. Without commitment, this crucial activity may not get the attention it deserves.
  • Client Perceptions: Clients look for agents who will fully commit to managing their transactions. Showing up fully ensures clients feel valued and taken care of.
  • Self-Perception: Reframe your mindset from “I do real estate on the side” to “I am a Realtor®.” Believing and presenting yourself as a professional can induce a shift toward deeper commitment.

Strategies to Increase Commitment:

StrategyDescription
Set Clear GoalsSpecific goals aligned with your strengths increase motivation and the drive to succeed as an agent.
Identify Your WhyReflect on the reasons you chose real estate as a career. Remembering these can fuel your commitment.
Develop a Solid PlanPlanning is essential. Without it, staying motivated and committed becomes challenging.
AccountabilitySurround yourself with mentors or join coaching programs for support and guidance.

It’s essential to consider not just the time spent, but also how we structure our careers. A critical part of this structure includes understanding and managing various financial aspects such as:

  • Net Commission Income (NCI): This amount is what you earn after subtracting brokerage fees and any transaction fees from your Gross Commission Income (GCI).
  • Commission Split: The percentage of commission you agree to share with your brokerage. Your commitment level and career planning should reflect an understanding of these splits to maximize your NCI.
  • Transactional Costs: Full commitment also means being proactive about the costs incurred in transactions and how they affect your earnings.

Remember, these elements interlink with each other and with your real estate career’s success. We must not only set goals but also execute strategies that align with both our financial targets and our service quality. Only then can we fulfill our potential and thrive in our real estate journeys. If you’re seeking guidance or considering coaching services, don’t hesitate to reach out for support. When we commit to our growth and professional development, the path to success becomes much clearer.

#2 Fear

Fear of Rejection

  • We fear hearing “no” from prospects, feeling like we’ve failed.
  • View each “no” as a learning opportunity, bringing us closer to “yes.”
  • Embrace rejection as part of the journey toward success.

Fear of Appearing Inexperienced

  • Being new can lead to doubts about our credibility.
  • Allow ourselves to be beginners; use every experience to build our skill set.
  • Trust in our training and process, knowing it leads to growth.

Fear of Procrastination

  • Accumulated tasks can seem daunting.
  • Break down tasks, prioritize by urgency and importance.
  • Delegate, delay, or ditch to regain control and focus on the present priorities.

Fear of Discomfort

  • We naturally avoid pain and the unknown.
  • Accept discomfort as a part of growth.
  • Commit to stepping out of our comfort zone for future rewards.

Fear of Action Over Education

  • Transitioning from learning to doing can be intimidating.
  • Recognize nervousness as a sign that our work is meaningful.
  • Trust in our preparation and take courage in our concern for success.

In overcoming these fears, it’s essential to integrate our understanding into practical areas such as marketing and lead generation. Here are some actionable strategies:

  1. Engage on Social Media: Regularly post and engage with your audience to build a resilient online presence.
  2. Develop Negotiation Skills: Use each interaction as an opportunity to refine our negotiation tactics.
  3. Practice Active Listening: Ensure every potential lead feels heard and understood to foster trust and rapport.
  4. Continuous Learning: Stay updated with the latest in marketing and lead generation trends to apply effective techniques.

By addressing these fears and applying these strategies, we move forward, more confident and ready to tackle the challenges of the professional world.

#3 Doubting Yourself

As we navigate our professional journey, we might occasionally encounter the unsettling feeling of self-doubt. It’s not uncommon, especially after a string of rejections or negative feedback, to question our own abilities or wonder if we’ve got what it takes to succeed. These moments of uncertainty can become evident in how we present ourselves to others.

Building Confidence

  • Acknowledge your feelings of doubt.
  • Recognize that even experienced professionals feel unsure at times. It’s normal.
  • Remind yourself of past successes and the skills you possess.

Enhancing Abilities

  • Use rejections as a learning opportunity. What can you do better?
  • Seek constructive feedback to improve your areas of weakness.
  • Set specific, achievable goals that are aligned with your strengths.

Preparation Strategies

  • Engage in regular practice to fine-tune your presentation and negotiation skills.
  • Solicit an accountability partner to help keep your goals on track.

Leveraging Experience

  • Remember, expertise is built over time by learning from each situation.
  • Embrace the process; “muscle memory” develops from repeated practice in real scenarios.

Forging Connections

  • Build a support system that offers encouragement and advice.
  • Exchange strategies and success stories with peers to widen your perspective.
  • Cultivate strong networks that can provide referrals and opportunities.

Understanding Your Clients

  • Ask insightful questions to uncover your clients’ needs.
  • Study their personalities and preferences to tailor your approach.

Utilizing Resources

  • Keep abreast of the latest industry trends and knowledge.
  • Subscribe to our newsletter to continually enrich your expertise.

Overcoming self-doubt is an integral part of our professional growth. By acknowledging our feelings, preparing diligently, and leveraging our networks, we craft a version of ourselves that is resilient and self-assured. This transformation doesn’t happen overnight, but with each step, we reinforce our self-belief and learn to trust in our capacity to succeed.

Frequently Asked Questions

02

Converting Online Leads: Effective Strategies for Higher Conversion Rates

Online lead generation is often met with skepticism, with some businesses believing they are fruitless. However, experience has shown that success in online lead conversion is not only possible but also lucrative. Professionals in the field have leveraged various digital marketing strategies starting with practices like SEO and Google Ads dating back to 2006, evolving to include platforms such as Zillow, Realtor.com, Google PPC, Facebook lead ads, and Redfin.

These efforts stem from the undeniable efficiency and results that online leads provide, making them a significant contributor to business growth, second only to the powerful word-of-mouth referrals.

The key to transforming online leads into profitable business dealings lies in understanding and navigating the digital landscape effectively. A well-crafted approach that encompasses targeted advertising, valuable content marketing, and robust social media engagement can turn skepticism into success. Businesses command millions in lead generation investment precisely because a well-tuned strategy does deliver, converting passive leads into active customers and significantly contributing to closed transactions.

Key Takeaways

  • Effective digital marketing strategies have proven that online leads can significantly boost business growth.
  • A multi-faceted approach, including SEO, pay-per-click, and social media ads, is critical to converting leads.
  • Mastery of online lead conversion can result in it becoming a primary source of revenue, second to client referrals.

Grasping Lead Dynamics

When examining the sales funnel, it is crucial to distinguish between the various types of leads based on their origin and level of interest. Leads coming from Facebook typically represent individuals in the initial stages of interest, often compelled by appealing visuals or the allure of homeownership. Upon engagement, these leads supply their details, which are then integrated into a Customer Relationship Management (CRM) system. Their intent to purchase is usually low, indicating they are still in the exploratory phase of their journey.

Moving further down the funnel, leads generated through Google Pay-Per-Click (PPC) campaigns demonstrate a greater degree of intent. These individuals actively search for specific criteria, like “homes by the beach in Malibu, 2 bedrooms,” signaling a more purposeful interest. Similar to Facebook leads, their information is collected via questionnaires and stored in the CRM.

At the sales funnel’s narrow end are leads sourced from specialized portals, referral, and review websites. These leads often show a high readiness to engage in a transaction, seeking out niche sites to connect with service providers, suggesting they have moved past the consideration phase and are poised to make decisions.

To effectively convert leads online, one must understand the nuances of lead generation. Knowing the distinct characteristics of leads from various online platforms—such as demographics, target audience, and level of interest—is vital. It is fundamental to differentiate between Marketing Qualified Leads (MQLs), which may merely express interest, and Sales-Qualified Leads (SQLs), indicating a readiness to purchase.

In lead qualification, recognizing the difference between a casual visitor and an SQL is imperative. The lead conversion rate hinges on this discernment, as it allows for the prioritization of efforts on leads with the highest transaction potential, ultimately leading to a more efficient lead conversion process.

Examining the Pitfalls in Lead Conversion Practices

When agents tackle online leads with an eagerness to immediately seal a deal, they often miss the mark. This direct approach may occasionally succeed with ready-to-act leads from listings sites, but it usually falls short with those still navigating the stages of the sales funnel.

Proper conversion strategies focus on relationship-building. Regardless of a lead’s position in the home-buying process, the essence of real estate hinges not on rapid conversions, but on cultivating trust and connections.

Frequently, the issue lies in an ineffective approach toward online leads who may require more nurturing and engagement before contemplating a transaction.

  • A patient and personal touch often yields better conversion rates.
  • Utilizing retargeting methods can keep you top-of-mind for leads not yet ready to commit.
  • Aligning your sales process with the prospect’s pace can enhance lead quality and potential conversions.

In any market situation, fostering professional relationships stands as the cornerstone for a thriving real estate business.

Effective Strategies for Managing Online Leads

Engaging with online leads requires prompt, thoughtful, and strategic action. Here’s a streamlined method for transforming individuals browsing online into loyal clients.

  • Rapid Response: Contact online leads within three minutes of their CRM entry to capitalize on their current interest. Timing is essential for successful engagement.
  • Automated Follow-Ups: If initial contact isn’t achieved, implement an automated process to maintain communication. Using real estate advertisements or email campaigns can keep your agency in their mind.
  • Meaningful Conversations: When you reach them by phone, the quality of dialogue is crucial. Display sincerity and build rapport to foster trust and a genuine relationship.
  • Patient Lead Nurturing: Understand that the majority of leads may not be immediately ready to make a transaction. Instead, focus on lead nurturing over time to remain forefront in their considerations.
  • Establish First Contact: Use the first interaction to discover their specific preferences in a property. This knowledge allows for curated offerings, increasing the chances of eventual patronage.
  • Consistent Value Offering: Opt to provide valuable insights and information tailored to their needs. This approach strengthens the likelihood that they will seek your services when ready.
  • Automate to Save Time: While nurturing leads is time-intensive, leveraging technology for routine follow-ups can optimize your workflow. CRM software can efficiently handle these tasks, allowing for a focus on relationship-building.
  • Personal Connection: Avoid outdated scripts. Leads today prefer authentic conversations and a real interest in their needs.

By following these guidelines, one can convert leads with efficacy, establishing meaningful connections that may foster future business opportunities.

Frequently Asked Topics

When attempting to convert online leads, one effective strategy is the integration of testimonials onto a webpage. These are seen as social proof and can significantly bolster a company’s credibility. Individuals tend to trust customer reviews as they reflect real-life experiences with a product or service.

  • Charts and Analytics: Utilizing visual data such as charts can clarify complex information. This transparency can aid potential clients in understanding the benefits of engaging with your business.
  • Advantages: Emphasizing the unique advantages of your products or services can distinguish your brand in a crowded market.
  • Educational Content: Hosting educational content like webinars and publishing white papers positions your business as an authority, fostering trust with leads.
  • Surveys and Feedback: Lead conversion can be enhanced by listening to customer needs through surveys, tailoring your approach to their preferences.

Including a personal touch—like a direct message from the CEO—can also make a lead feel more valued and personally connected to your company. Employing these methods thoughtfully positions a company as both an expert in the field and a brand that genuinely understands and tends to the needs of its potential customers.

Reflective Insights on Market Adaptation

In a dynamic marketplace, professionals can find success, irrespective of the prevailing market conditions. To bolster the transition, these strategies may prove beneficial:

  • Cultivate the sales pipeline by offering complimentary consultations. Weekly 30-minute slots could be a starting point for engagement.
  • Offer exclusive coupons to convert inquiries into paying customers, thereby increasing the likelihood to close the sale.
  • Position oneself as a trusted advisor, providing guidance well-suited for the changing market.

Remember: the goal is to build value, not just volume, in the pursuit of converting prospects into loyal clientele.

Key Inquiries Regarding Online Lead Conversion

Best Practices for Lead to Customer Transformation

To increase the likelihood of transforming leads into customers, implement a multi-faceted approach. Consider:

  • Targeting and Personalization: Tailoring communications to address the specific needs and interests of each lead.
  • Nurturing Relationships: Employing email sequences, retargeting campaigns, and social media interactions to build trust.
  • Providing Value: Sharing informative content, case studies, and testimonials to demonstrate credibility and industry expertise.
  • Streamlined Sales Process: Simplifying the purchasing path to reduce friction and facilitate decision-making.

Examples of Efficacious Lead Conversion Tactics

Successful lead conversion processes often include:

  • Call-to-Action Optimization: Crafting compelling CTAs that encourage immediate engagement.
  • Landing Page Personalization: Designing landing pages that resonate with the target audience’s preferences and pain points.
  • Lead Scoring: Prioritizing leads based on their engagement and likelihood to convert.

Determining Lead Conversion Rates

The formula for calculating lead conversion rates is straightforward:

Customer Engagement MethodDescription
White PapersIn-depth reports that educate and inform about complex solutions.
WebinarsOnline seminars that engage leads through live, interactive elements.
Case StudiesReal examples demonstrating the success and effectiveness of a product or service.
This percentage reflects the efficacy of conversion efforts.

Enhancing Website Conversion Capabilities

To improve a website’s capacity for converting visitors to leads:

  1. User Experience: Ensure the website is easy to navigate with a logical layout.
  2. Content Clarity: Present clear, concise information that addresses common visitor questions.
  3. Visual Appeal: Use high-quality images and an appealing color scheme to engage visitors.

Critical Elements for CRM-Based Online Lead Conversion

Within CRM systems like Salesforce, key factors for converting online leads include:

  • Lead Tracking: Monitoring interactions to tailor future communications effectively.
  • Data Analysis: Utilizing analytics to refine marketing and sales strategies.
  • Automation: Harnessing tools for follow-ups and lead nurturing to maintain engagement.

Addressing Poor Lead Conversion on Websites

Websites may struggle with lead conversion due to issues like:

  • Poor User Experience: If a site is difficult to use or slow to load, prospective leads may leave.
  • Inadequate Content: Content that doesn’t address the audience’s needs can lead to disinterest.
  • Lack of Clear CTAs: Unclear or missing calls-to-action can result in lost conversion opportunities.

Solutions involve optimizing the website for speed, revamping content strategy, and clearly displaying CTAs.

Converting Online Leads: Effective Strategies for Higher Conversion Rates

Online lead generation is often met with skepticism, with some businesses believing they are fruitless. However, experience has shown that success in online lead conversion is not only possible but also lucrative. Professionals in the field have leveraged various digital marketing strategies starting with practices like SEO and Google Ads dating back to 2006, evolving to include platforms such as Zillow, Realtor.com, Google PPC, Facebook lead ads, and Redfin.

These efforts stem from the undeniable efficiency and results that online leads provide, making them a significant contributor to business growth, second only to the powerful word-of-mouth referrals.

The key to transforming online leads into profitable business dealings lies in understanding and navigating the digital landscape effectively. A well-crafted approach that encompasses targeted advertising, valuable content marketing, and robust social media engagement can turn skepticism into success. Businesses command millions in lead generation investment precisely because a well-tuned strategy does deliver, converting passive leads into active customers and significantly contributing to closed transactions.

Key Takeaways

  • Effective digital marketing strategies have proven that online leads can significantly boost business growth.
  • A multi-faceted approach, including SEO, pay-per-click, and social media ads, is critical to converting leads.
  • Mastery of online lead conversion can result in it becoming a primary source of revenue, second to client referrals.

Grasping Lead Dynamics

When examining the sales funnel, it is crucial to distinguish between the various types of leads based on their origin and level of interest. Leads coming from Facebook typically represent individuals in the initial stages of interest, often compelled by appealing visuals or the allure of homeownership. Upon engagement, these leads supply their details, which are then integrated into a Customer Relationship Management (CRM) system. Their intent to purchase is usually low, indicating they are still in the exploratory phase of their journey.

Moving further down the funnel, leads generated through Google Pay-Per-Click (PPC) campaigns demonstrate a greater degree of intent. These individuals actively search for specific criteria, like “homes by the beach in Malibu, 2 bedrooms,” signaling a more purposeful interest. Similar to Facebook leads, their information is collected via questionnaires and stored in the CRM.

At the sales funnel’s narrow end are leads sourced from specialized portals, referral, and review websites. These leads often show a high readiness to engage in a transaction, seeking out niche sites to connect with service providers, suggesting they have moved past the consideration phase and are poised to make decisions.

To effectively convert leads online, one must understand the nuances of lead generation. Knowing the distinct characteristics of leads from various online platforms—such as demographics, target audience, and level of interest—is vital. It is fundamental to differentiate between Marketing Qualified Leads (MQLs), which may merely express interest, and Sales-Qualified Leads (SQLs), indicating a readiness to purchase.

In lead qualification, recognizing the difference between a casual visitor and an SQL is imperative. The lead conversion rate hinges on this discernment, as it allows for the prioritization of efforts on leads with the highest transaction potential, ultimately leading to a more efficient lead conversion process.

Examining the Pitfalls in Lead Conversion Practices

When agents tackle online leads with an eagerness to immediately seal a deal, they often miss the mark. This direct approach may occasionally succeed with ready-to-act leads from listings sites, but it usually falls short with those still navigating the stages of the sales funnel.

Proper conversion strategies focus on relationship-building. Regardless of a lead’s position in the home-buying process, the essence of real estate hinges not on rapid conversions, but on cultivating trust and connections.

Frequently, the issue lies in an ineffective approach toward online leads who may require more nurturing and engagement before contemplating a transaction.

  • A patient and personal touch often yields better conversion rates.
  • Utilizing retargeting methods can keep you top-of-mind for leads not yet ready to commit.
  • Aligning your sales process with the prospect’s pace can enhance lead quality and potential conversions.

In any market situation, fostering professional relationships stands as the cornerstone for a thriving real estate business.

Effective Strategies for Managing Online Leads

Engaging with online leads requires prompt, thoughtful, and strategic action. Here’s a streamlined method for transforming individuals browsing online into loyal clients.

  • Rapid Response: Contact online leads within three minutes of their CRM entry to capitalize on their current interest. Timing is essential for successful engagement.
  • Automated Follow-Ups: If initial contact isn’t achieved, implement an automated process to maintain communication. Using real estate advertisements or email campaigns can keep your agency in their mind.
  • Meaningful Conversations: When you reach them by phone, the quality of dialogue is crucial. Display sincerity and build rapport to foster trust and a genuine relationship.
  • Patient Lead Nurturing: Understand that the majority of leads may not be immediately ready to make a transaction. Instead, focus on lead nurturing over time to remain forefront in their considerations.
  • Establish First Contact: Use the first interaction to discover their specific preferences in a property. This knowledge allows for curated offerings, increasing the chances of eventual patronage.
  • Consistent Value Offering: Opt to provide valuable insights and information tailored to their needs. This approach strengthens the likelihood that they will seek your services when ready.
  • Automate to Save Time: While nurturing leads is time-intensive, leveraging technology for routine follow-ups can optimize your workflow. CRM software can efficiently handle these tasks, allowing for a focus on relationship-building.
  • Personal Connection: Avoid outdated scripts. Leads today prefer authentic conversations and a real interest in their needs.

By following these guidelines, one can convert leads with efficacy, establishing meaningful connections that may foster future business opportunities.

Frequently Asked Topics

When attempting to convert online leads, one effective strategy is the integration of testimonials onto a webpage. These are seen as social proof and can significantly bolster a company’s credibility. Individuals tend to trust customer reviews as they reflect real-life experiences with a product or service.

  • Charts and Analytics: Utilizing visual data such as charts can clarify complex information. This transparency can aid potential clients in understanding the benefits of engaging with your business.
  • Advantages: Emphasizing the unique advantages of your products or services can distinguish your brand in a crowded market.
  • Educational Content: Hosting educational content like webinars and publishing white papers positions your business as an authority, fostering trust with leads.
  • Surveys and Feedback: Lead conversion can be enhanced by listening to customer needs through surveys, tailoring your approach to their preferences.

Including a personal touch—like a direct message from the CEO—can also make a lead feel more valued and personally connected to your company. Employing these methods thoughtfully positions a company as both an expert in the field and a brand that genuinely understands and tends to the needs of its potential customers.

Reflective Insights on Market Adaptation

In a dynamic marketplace, professionals can find success, irrespective of the prevailing market conditions. To bolster the transition, these strategies may prove beneficial:

  • Cultivate the sales pipeline by offering complimentary consultations. Weekly 30-minute slots could be a starting point for engagement.
  • Offer exclusive coupons to convert inquiries into paying customers, thereby increasing the likelihood to close the sale.
  • Position oneself as a trusted advisor, providing guidance well-suited for the changing market.

Remember: the goal is to build value, not just volume, in the pursuit of converting prospects into loyal clientele.

Key Inquiries Regarding Online Lead Conversion

Best Practices for Lead to Customer Transformation

To increase the likelihood of transforming leads into customers, implement a multi-faceted approach. Consider:

  • Targeting and Personalization: Tailoring communications to address the specific needs and interests of each lead.
  • Nurturing Relationships: Employing email sequences, retargeting campaigns, and social media interactions to build trust.
  • Providing Value: Sharing informative content, case studies, and testimonials to demonstrate credibility and industry expertise.
  • Streamlined Sales Process: Simplifying the purchasing path to reduce friction and facilitate decision-making.

Examples of Efficacious Lead Conversion Tactics

Successful lead conversion processes often include:

  • Call-to-Action Optimization: Crafting compelling CTAs that encourage immediate engagement.
  • Landing Page Personalization: Designing landing pages that resonate with the target audience’s preferences and pain points.
  • Lead Scoring: Prioritizing leads based on their engagement and likelihood to convert.

Determining Lead Conversion Rates

The formula for calculating lead conversion rates is straightforward:

Customer Engagement MethodDescription
White PapersIn-depth reports that educate and inform about complex solutions.
WebinarsOnline seminars that engage leads through live, interactive elements.
Case StudiesReal examples demonstrating the success and effectiveness of a product or service.
This percentage reflects the efficacy of conversion efforts.

Enhancing Website Conversion Capabilities

To improve a website’s capacity for converting visitors to leads:

  1. User Experience: Ensure the website is easy to navigate with a logical layout.
  2. Content Clarity: Present clear, concise information that addresses common visitor questions.
  3. Visual Appeal: Use high-quality images and an appealing color scheme to engage visitors.

Critical Elements for CRM-Based Online Lead Conversion

Within CRM systems like Salesforce, key factors for converting online leads include:

  • Lead Tracking: Monitoring interactions to tailor future communications effectively.
  • Data Analysis: Utilizing analytics to refine marketing and sales strategies.
  • Automation: Harnessing tools for follow-ups and lead nurturing to maintain engagement.

Addressing Poor Lead Conversion on Websites

Websites may struggle with lead conversion due to issues like:

  • Poor User Experience: If a site is difficult to use or slow to load, prospective leads may leave.
  • Inadequate Content: Content that doesn’t address the audience’s needs can lead to disinterest.
  • Lack of Clear CTAs: Unclear or missing calls-to-action can result in lost conversion opportunities.

Solutions involve optimizing the website for speed, revamping content strategy, and clearly displaying CTAs.

03

Adapting to the Shifting Real Estate Market: Brilliant Strategies for Agents

The market is shifting. I’m generally seeing a lot of panic in the real estate market and even among agents inside LabCoat Agents because of this shift. We’re getting a lot of differing views and worries as to where the market is heading: Is it going to crash? Is it going to stabilize? What’s happening?

That’s why I decided to start Brilliant Talks, co-hosted by my friend Mark Raider, one of the top-producing team members at Tristan & Associates out in Los Angeles-Ventura County. We want to have a platform where agents can come together and learn and be equipped to survive and succeed in this market shift.

And from what we’re seeing right now, the market is heading towards a more neutral place. Of course, things can change and something big and unexpected can happen anytime that might throw us all off-guard. It is also too early to forecast what will happen to the market so far into the future when we are still in the middle of changing. But based on the data we currently have, the market isn’t going to crash anytime soon.

However, it is best to gear up right now, because things are going to get a little tight as we navigate this market shift. What can real estate agents do to prepare?

Focus on your database.

In the world we live in today, our database is literally at our fingertips, but we don’t use it enough. Our smartphones are powerful tools at our disposal to succeed in this shifting market.

There are two kinds of databases you can have: organic and paid. Paid databases include paying for leads, lead generation through Google PPC, or something similar to Zillow services. Organic databases, on the other hand, are free and are something you can maximize, especially when things (and budget) are tight.

So let’s dive a little deeper into the organic database first.

Leverage social media

We always say, “Go where the consumer is” and yet we do the opposite. We are overlooking the most powerful tool at our fingertips in order for us to succeed.

The immediate place that I need you to look at is social media. According to Wikipedia, the top 5 most visited websites in the world are Google, YouTube, Facebook, Twitter, and Instagram. In the top 25 are LinkedIn (23), Reddit (20), and TikTok (18).

These social media platforms are free to use, and they can serve as an extended form of your database. It also comes with some paid additional services and affiliates for businesses, and yet we aren’t utilizing them enough.

Let’s look at LinkedIn, for example. They now have something called “Sales Navigator.” I talked about it more extensively in a recent episode of Brilliant Thoughts, a SUCCESS magazine podcast, titled Sharpen Your Social Media Strategy. Basically, it allows me to set my lead filters and reverse search for people I want to focus on as my audience. It lets you filter out what you post and who you reach out to.

You can even “hack the algorithm” on popular social media websites such as Facebook, Twitter, and Instagram by doing a simple thing: Provide your audience with information they want and need; be the resource that gives them the answers to their pressing questions about real estate. Then call them to action: invite them to DM you.

For example, I am subscribed to Keeping Current Matters, and they provide beautiful guides with graphs and quotes, and a lot of fresh and relevant information about the current state and trends in real estate. You can use that information, compile it into a PDF, and make a teaser of that information to post on your feed. Then you invite your sphere, your people, to message you if they want to know more, so you can give the rest of it for free.

You can even make YouTube videos and dive deep into these topics.

These are all strategies that work in leveraging social media for success in this shifting market. But at the end of the day, these won’t work if you are not engaging your audience in an authentic way.

Don’t forget that the most important part is to build relationships. Yes, be strategic, get creative and intentional with the content and value you are putting out there, but don’t forget to connect to them as a human being.

Newsletters are still a thing

If you don’t have one, I can’t stress how important it is that you get one. Newsletters work. The only reason they might not be working for you is because you are spamming people with information that has no value to them or nobody wants to listen to you. One way you can send out value is to be proactive in being more targeted.

My friend, Blair Ballin, out over in Phoenix, AZ, did an awesome job at this. He creates video content, and when Redfin released data on the migration patterns of people during the pandemic, they mentioned that a lot of people moved to Phoenix from Washington. Blair contacts agents and people who are planning to move out of Washington, sends them a newsletter about this through Facebook, and closes transactions.

Just recently, he closed his biggest one ever at almost $3 million from a newsletter.

Think of the opportunities you are passing up on in newsletters.

From phone and Gmail to CRM

I talked about this in one of my YouTube videos: Your First Year in Real Estate, (or you can read the blog here.)

This is probably the easiest thing to do. You can export your contacts on your phone to an excel file using an app. We use MCBackup Pro, but there’s another great app called Contacts Backup. These are available for Apple and Android on the app store.

Once you’ve exported your contacts, categorize them. I usually use these for categories: A, B, C, and D.

A: They’ve given me a referral

B: If I ask, they will give me a referral

C: They’ll probably give me a referral, but I’ve never asked

D: They’ll never give me a referral. It could be for any reason. Maybe I messed up before. Or they probably don’t like me, and I don’t like them either.

You can use these categories or come up with your own. The main point is to categorize your contacts.

After you do, start reaching out to them.

The idea behind reaching out to those people on your phone is that, first of all, you probably haven’t reached out to them in a while. And it’s part of your database.

The next part is, and here’s what a lot of agents and brokers and teams miss, you don’t categorize when you’re talking to people. When you reach out to somebody, your job is to categorize where you’re going to fit them in.

Once you’ve contacted them, feed them through your CRM, whatever CRM you are using. Some brokerages have a free CRM. You can also use what we use: FollowUp Boss and Chime. I’m not telling you to go out and buy one right now. If you already have a CRM, it is time to use it.

You can do the same thing with your Gmail contacts. If you have Gmail, just type in contacts.google.com and it will show you everybody that you’ve ever contacted through Gmail. They also give you the option to export them. Do the same thing with your phone contacts: Export. Categorize. Contact. Put them in your CRM.

Everybody that you talk to or want to export, guess where they go? They go on that free newsletter that you still haven’t built up. That’s a free newsletter that people need to receive on a weekly or bi-weekly timeline.

Because everybody has the same question right now in real estate

  • Is the market going to crash?
  • Is there a bubble?
  • What’s happening in the real estate market?
  • Is there a recession coming in? If so, how is it going to affect real estate?

You want to have those opportunities to talk to people, to engage with them, and explain to them the knowledge that you have. But the challenge is that we’re not doing it enough.

Door-knocking and open houses

My first day in real estate, I door-knocked for six hours. I kept on door-knocking every single day. The mistake I made is that I didn’t start a database. I just door-knocked and hoped for the best. I hoped that somebody would actually want to sell or buy. My efforts were worth it. Three months in, somebody did. But the point is, I shifted and adapted as I grew with this. And I created a newsletter, eventually.

Whenever you door-knock an area, remember that you’re going to be farming the area and that you’re going to show up consistently over time. This is the key to successful door-knocking. 

The idea is, it does work. You just have to show up. You have to give the right marketing pieces to the homeowners. You have to make sure that you have a plan.

The other part of this is open houses. One of our team members also does open houses. We all do open houses but there are different levels to them.

Open houses are an amazing thing that you can do. If you are new and just starting out, sometimes you don’t have any listings that you can do an open house with. Don’t let that stop you. Ask your brokerage if they have open houses. Or check with other top real estate agents in your office. You would be surprised at how many agents would gladly let you hold an open house on one of their listings. It is one of the best things you can do. 

Expireds and FSBOs 

Just in the last month, expireds went up a little over 40%. We’re seeing more expireds come on the market. Do you have a plan for that? 

One of my very first listings was an expired luxury listing. It was one of the ways we broke into the luxury market. It was through Google PPC and calling expireds.

We called this expired, he picked up and asked me to call back at a later time. I called them back and we talked, and they asked me a favor to stop by their house instead. This was a $5 million listing. I drove up a windy hill for around 25 minutes to get there.

The seller told me he had bought the house 7 or 8 years ago at an auction. He had finished some renovations here and there. The person who owned it before him was a drug dealer, and that person would hide money, so we looked for money hidden behind walls. This seller was just a fun guy.

That was my very first expired listing call. Then it just grew from there, listing conversions.

The point is, in order to succeed, you have to show up daily. Some days you’re going to have bad luck, some days you’re going to do amazing.

How uncomfortable are you willing to get?

You have a choice for everything on this list. Either do one, do a little bit, test it out, or have no questions and go all-in. When I started in real estate, I had debt because I was right out of college.  I was already married, and I was like “I’m tired of living in one room.” I have no choice but to succeed.

When you look at it that way, you stop making excuses for failing. Then you stop becoming a victim.

You need to keep on prospecting. As Mark, my co-host in this episode, brilliantly puts it, “It all starts with finding out what your “Why?” is, and then digging deeper into why that is. That way you can hold on to it. Because there’s going to be a lot of times, especially as a new agent, or even a seasoned agent, when you’re not going to want to get up and go out there and prospect and work. You need to hold on to that why so it can fire you up.”

Ask yourself, how uncomfortable are you willing to get? Because there’s one thing to this whole process of becoming an amazing real estate agent and making this a career, it’s that it’s going to get uncomfortable. You have to adapt continually.

Things are going to continually change for you and you have to adapt. One of the best skills you can have is adaptability—being able to adapt so quickly because things are changing.
 

Adapting to the Shifting Real Estate Market: Brilliant Strategies for Agents

The market is shifting. I’m generally seeing a lot of panic in the real estate market and even among agents inside LabCoat Agents because of this shift. We’re getting a lot of differing views and worries as to where the market is heading: Is it going to crash? Is it going to stabilize? What’s happening?

That’s why I decided to start Brilliant Talks, co-hosted by my friend Mark Raider, one of the top-producing team members at Tristan & Associates out in Los Angeles-Ventura County. We want to have a platform where agents can come together and learn and be equipped to survive and succeed in this market shift.

And from what we’re seeing right now, the market is heading towards a more neutral place. Of course, things can change and something big and unexpected can happen anytime that might throw us all off-guard. It is also too early to forecast what will happen to the market so far into the future when we are still in the middle of changing. But based on the data we currently have, the market isn’t going to crash anytime soon.

However, it is best to gear up right now, because things are going to get a little tight as we navigate this market shift. What can real estate agents do to prepare?

Focus on your database.

In the world we live in today, our database is literally at our fingertips, but we don’t use it enough. Our smartphones are powerful tools at our disposal to succeed in this shifting market.

There are two kinds of databases you can have: organic and paid. Paid databases include paying for leads, lead generation through Google PPC, or something similar to Zillow services. Organic databases, on the other hand, are free and are something you can maximize, especially when things (and budget) are tight.

So let’s dive a little deeper into the organic database first.

Leverage social media

We always say, “Go where the consumer is” and yet we do the opposite. We are overlooking the most powerful tool at our fingertips in order for us to succeed.

The immediate place that I need you to look at is social media. According to Wikipedia, the top 5 most visited websites in the world are Google, YouTube, Facebook, Twitter, and Instagram. In the top 25 are LinkedIn (23), Reddit (20), and TikTok (18).

These social media platforms are free to use, and they can serve as an extended form of your database. It also comes with some paid additional services and affiliates for businesses, and yet we aren’t utilizing them enough.

Let’s look at LinkedIn, for example. They now have something called “Sales Navigator.” I talked about it more extensively in a recent episode of Brilliant Thoughts, a SUCCESS magazine podcast, titled Sharpen Your Social Media Strategy. Basically, it allows me to set my lead filters and reverse search for people I want to focus on as my audience. It lets you filter out what you post and who you reach out to.

You can even “hack the algorithm” on popular social media websites such as Facebook, Twitter, and Instagram by doing a simple thing: Provide your audience with information they want and need; be the resource that gives them the answers to their pressing questions about real estate. Then call them to action: invite them to DM you.

For example, I am subscribed to Keeping Current Matters, and they provide beautiful guides with graphs and quotes, and a lot of fresh and relevant information about the current state and trends in real estate. You can use that information, compile it into a PDF, and make a teaser of that information to post on your feed. Then you invite your sphere, your people, to message you if they want to know more, so you can give the rest of it for free.

You can even make YouTube videos and dive deep into these topics.

These are all strategies that work in leveraging social media for success in this shifting market. But at the end of the day, these won’t work if you are not engaging your audience in an authentic way.

Don’t forget that the most important part is to build relationships. Yes, be strategic, get creative and intentional with the content and value you are putting out there, but don’t forget to connect to them as a human being.

Newsletters are still a thing

If you don’t have one, I can’t stress how important it is that you get one. Newsletters work. The only reason they might not be working for you is because you are spamming people with information that has no value to them or nobody wants to listen to you. One way you can send out value is to be proactive in being more targeted.

My friend, Blair Ballin, out over in Phoenix, AZ, did an awesome job at this. He creates video content, and when Redfin released data on the migration patterns of people during the pandemic, they mentioned that a lot of people moved to Phoenix from Washington. Blair contacts agents and people who are planning to move out of Washington, sends them a newsletter about this through Facebook, and closes transactions.

Just recently, he closed his biggest one ever at almost $3 million from a newsletter.

Think of the opportunities you are passing up on in newsletters.

From phone and Gmail to CRM

I talked about this in one of my YouTube videos: Your First Year in Real Estate, (or you can read the blog here.)

This is probably the easiest thing to do. You can export your contacts on your phone to an excel file using an app. We use MCBackup Pro, but there’s another great app called Contacts Backup. These are available for Apple and Android on the app store.

Once you’ve exported your contacts, categorize them. I usually use these for categories: A, B, C, and D.

A: They’ve given me a referral

B: If I ask, they will give me a referral

C: They’ll probably give me a referral, but I’ve never asked

D: They’ll never give me a referral. It could be for any reason. Maybe I messed up before. Or they probably don’t like me, and I don’t like them either.

You can use these categories or come up with your own. The main point is to categorize your contacts.

After you do, start reaching out to them.

The idea behind reaching out to those people on your phone is that, first of all, you probably haven’t reached out to them in a while. And it’s part of your database.

The next part is, and here’s what a lot of agents and brokers and teams miss, you don’t categorize when you’re talking to people. When you reach out to somebody, your job is to categorize where you’re going to fit them in.

Once you’ve contacted them, feed them through your CRM, whatever CRM you are using. Some brokerages have a free CRM. You can also use what we use: FollowUp Boss and Chime. I’m not telling you to go out and buy one right now. If you already have a CRM, it is time to use it.

You can do the same thing with your Gmail contacts. If you have Gmail, just type in contacts.google.com and it will show you everybody that you’ve ever contacted through Gmail. They also give you the option to export them. Do the same thing with your phone contacts: Export. Categorize. Contact. Put them in your CRM.

Everybody that you talk to or want to export, guess where they go? They go on that free newsletter that you still haven’t built up. That’s a free newsletter that people need to receive on a weekly or bi-weekly timeline.

Because everybody has the same question right now in real estate

  • Is the market going to crash?
  • Is there a bubble?
  • What’s happening in the real estate market?
  • Is there a recession coming in? If so, how is it going to affect real estate?

You want to have those opportunities to talk to people, to engage with them, and explain to them the knowledge that you have. But the challenge is that we’re not doing it enough.

Door-knocking and open houses

My first day in real estate, I door-knocked for six hours. I kept on door-knocking every single day. The mistake I made is that I didn’t start a database. I just door-knocked and hoped for the best. I hoped that somebody would actually want to sell or buy. My efforts were worth it. Three months in, somebody did. But the point is, I shifted and adapted as I grew with this. And I created a newsletter, eventually.

Whenever you door-knock an area, remember that you’re going to be farming the area and that you’re going to show up consistently over time. This is the key to successful door-knocking. 

The idea is, it does work. You just have to show up. You have to give the right marketing pieces to the homeowners. You have to make sure that you have a plan.

The other part of this is open houses. One of our team members also does open houses. We all do open houses but there are different levels to them.

Open houses are an amazing thing that you can do. If you are new and just starting out, sometimes you don’t have any listings that you can do an open house with. Don’t let that stop you. Ask your brokerage if they have open houses. Or check with other top real estate agents in your office. You would be surprised at how many agents would gladly let you hold an open house on one of their listings. It is one of the best things you can do. 

Expireds and FSBOs 

Just in the last month, expireds went up a little over 40%. We’re seeing more expireds come on the market. Do you have a plan for that? 

One of my very first listings was an expired luxury listing. It was one of the ways we broke into the luxury market. It was through Google PPC and calling expireds.

We called this expired, he picked up and asked me to call back at a later time. I called them back and we talked, and they asked me a favor to stop by their house instead. This was a $5 million listing. I drove up a windy hill for around 25 minutes to get there.

The seller told me he had bought the house 7 or 8 years ago at an auction. He had finished some renovations here and there. The person who owned it before him was a drug dealer, and that person would hide money, so we looked for money hidden behind walls. This seller was just a fun guy.

That was my very first expired listing call. Then it just grew from there, listing conversions.

The point is, in order to succeed, you have to show up daily. Some days you’re going to have bad luck, some days you’re going to do amazing.

How uncomfortable are you willing to get?

You have a choice for everything on this list. Either do one, do a little bit, test it out, or have no questions and go all-in. When I started in real estate, I had debt because I was right out of college.  I was already married, and I was like “I’m tired of living in one room.” I have no choice but to succeed.

When you look at it that way, you stop making excuses for failing. Then you stop becoming a victim.

You need to keep on prospecting. As Mark, my co-host in this episode, brilliantly puts it, “It all starts with finding out what your “Why?” is, and then digging deeper into why that is. That way you can hold on to it. Because there’s going to be a lot of times, especially as a new agent, or even a seasoned agent, when you’re not going to want to get up and go out there and prospect and work. You need to hold on to that why so it can fire you up.”

Ask yourself, how uncomfortable are you willing to get? Because there’s one thing to this whole process of becoming an amazing real estate agent and making this a career, it’s that it’s going to get uncomfortable. You have to adapt continually.

Things are going to continually change for you and you have to adapt. One of the best skills you can have is adaptability—being able to adapt so quickly because things are changing.
 

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