Lead Conversion with REW sites

1. Lead Conversionwith REW sites Eric Blackwell EricOnSearch.com

2. Today’s Environment Less Traffic Less Leads This is not a curse. I have seen a number of clients and friends actually SIGNIFICANTLY increase their business in this environment. They have gotten more efficient and built systems to manage leads better. Avoid traffic tunnel vision! ;-)

3. Getting the water to the end of the ditch. Your business does not grow without it.

4. The steps Get Traffic >> Convert Traffic to Leads >> Convert Leads into Clients >> Convert Clients into Customers for Life. = Water to the end of the Ditch Anything less = NO RETURN ON INVESTMENT

5. Step 1: Create calls to action • Increases opportunities to get leads EXACTLY what they want. • We talked about going after listings as well as buyers at REW in Las Vegas. –This is now CRITICAL • Examples of people who are succeeding at this. • Your REW site already has a REALLY effective way to convert traffic into buyer leads.

6. You REW site can do this in a number of ways. • Let’s take a look at some sites that are doing this well. • Different targets • Different niches • Different Calls to Action • And yet good results.

7. The keys to lead conversion: • Speed to first response • Efficient and Appropriate Follow up • Ability to bring them back to your site –Saved searches • Engage them in conversation • Items of value – a unique way to evaluate things

8. If you have a team or a brokerage.. • Getting those 5 steps accomplished is MUCH more difficult. • You have to make doing those things SUPER SIMPLE and SUPER EFFICIENT and YET NOT CANNED. • They must look and feel like real communications. • There are tools on your REW site to help. • Training is the key.

9. Best Practices Tour. ;-) Let’s Start with Speed. • Examples of people who respond almost instantly and effectively • Use of Zopim and other Chat – Can be highly effective – but some words of caution • Avoiding the CREEPY factor • What time of day do your leads come in? • How to get a jump on the competition.

10. Best Practices Tour (stop 2): Efficient and Appropriate Follow Up. • Automated – Think REW Drip Campaigns • Short and I mean S-H-O-R-T. • Make it a QUESTION. (more on this later) • Less frequency – More effective

11. Best Practices Tour (stop 3): • Getting people BACK to your site • Saved Searches are KEY. • The difference in Terms of Graphs and Traffic when you do saved searches for EVERYONE. • Automated Saved Searches – for Teams and Brokerages – some things I am seeing people test. – We are SEEING SYNDICATORS DO THIS. • Why this is SO effective. • Traffic leaves the Online Ocean and stays in YOUR pond.

12. Best Practices Tour (stop 4): Creating Conversations • The power of Questions – they start conversations • Examples from the REW Forum that you may have missed. • Techniques to get people to call, or converse.

13. Best Practices Tour (stop 5): Items of Value – An interesting approach to evaluate what you are sending to clients. Does it pass the “What’s in it for me?” test? Does it ask them to make a commitment that they are prepared and willing to make? Does it get them closer to becoming a client?

14. Training a Team to do this • Much more complex than it appears. • Some Examples of Success • The tools do not matter as much as the “buy-in” • Did I mention earlier that it needs to be SIMPLE? Let me re-iterate that. • They must see it as constant improvement and not simply change

15. In House Staff vs Cold Leads • Two models – two approaches : In one, a hired employee warms up leads and sends them to the agents when they are READY. In the other, agents get leads. • People have succeeded with either model, but you need to choose • Results in the last 12 months from my observations

16. What Success looks like Examples of REW customers who truly are succeeding. You CAN do this. You do NOT need 675,342 leads to get one sale! (I promise). 

17. Thanks! Feel free to contact us with any questions! Eric Blackwell EricOnSearch EricOnRealEstate