1. SPEED TO LEAD IS VITAL, YOU WANT TO CONTACT THE PERSON WITHIN 4 MINUTES IF POSSIBLE. THE SOONER THE BETTER. THEY START COOLING OFF VERY QUICKLY AFTER THAT!
2. THE GOAL IS START A CONVERSATION/DIALOGUE AND BUILD A RELATIONSHIP. OPEN THE CONVERSATION BY ASKING QUESTIONS!
3. THERE ARE THREE TYPES OF LEADS: A. ONE THAT LEAVES THEIR NAME AND EMAIL ONLY B. ONE THAT LEAVES THEIR NAME, EMAIL, ADDRESS AND PHONE NUMBER BUT DOES NOT WANT A HOME EVALUATION C. ONE THAT LEAVES THEIR NAME, EMAIL, ADDRESS AND PHONE AND DOES WANT A FREE HOME EVALUATION
4. USE THE SCRIPTS BELOW; THEY HAVE BEEN TESTED AND PROVEN OVER AND OVER AND WORK AMAZING!
Here are the basics on our “Homes list” ad: we are offering a “free homes list” to a very specific targeted list. We are offering to “mail” them this list (don’t worry, you will not have to ever mail anything. We say that so we have a reason to say “Can I just email this to you instead”. See the scripts below for details. The lead capture is broke down into 2 pages. The first page asks for the following information: Name + Email Some people will stop there (and that’s ok!). Use the script below to open that dialog to get more info and start building that relationship. The second page has the chance to capture the following additional information: Phone number + Address + If they want a free home evaluation.
Here are the scripts. They have been tested all over the country and work amazing. Use them every day.
Here is your contact priority order: 1. Video (if they left a phone number) 2. Text (if they do not respond to video) 3. Email (last resort)
ALWAYS try to ask a question or open a conversation!!!
Name and Email (only) script: (Use this script if the person did not leave a phone number or address, it's meant to open a conversation; if you can open that conversation you will have a much better chance of turning the lead into a customer).
Hey this is _____________. I just wanted to reach out quickly and thank you again for opting into the ___________ Homes List! I noticed that you didn't leave your address. Would it be easier if I emailed this list to you?
(if they respond to you then try to build the relationship by asking more questions like:
“Great! Also, did you have a specific number of bedrooms or bathrooms? Is there a specific school system you would like to be in? The more information you can provide me, the more I can customize the results for you!”)
If the person does leave their phone number then shoot them a video on your cell phone (it will build a MUCH better connection and show you are a "modern" agent). If they do not respond then follow up with text, if they still do not respond add them to your auto responder).
Video Script: (If you have the leads number, USE THIS VIDEO SCRIPT FIRST!!!)
Hey _________, this is your Realtor _____________ with ________________. I wanted to personally reach out and thank you once again for opting into the ________ Homes List. I was just curious, would it be easier if we just emailed this list to you? Also, most people don't realize we can actually make them a CUSTOM list of homes for sale here in ______________. If you simply respond and tell me what it is that you are REALLY looking for I can build you a personally customized Homes List and shoot it right over to you! It's so great to connect with you! Talk Soon.
(If they respond then GREAT! You are on your way to building a relationship!, if they do not respond, then send them the list and add them to your follow up system).
Call or Text Script (Try to contact the person by sending a cell phone video first, your conversion will be better!!!):
Hey _____________, this is _________________ with _______________. I wanted to personally reach out and thank you once again for opting into the _____________ Homes List. I was just curious, would it be easier if we just emailed this list to you? (They, if they answer, will say yes) Go on from there and start building the relationship by asking more follow up questions like this:
"Great! Also, did you have a specific number of bedrooms or bathrooms? Is there a specific school system you would like to be in? The more information you can provide me, the more I can customize the results for you!"
