RISMedia's Real Estate Magazine

APR 2018

Real Estate magazine is the industry's leading source for real estate news and information since 1980. Published monthly by RISMedia, Real Estate magazine offers timely and relevant real estate news to the industry's top brokers and agents.

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102 April 2018 RISMedia's REAL ESTATE RISMedia's latest ACE webinar, "Con- verting More Leads to Closings With Systems," took a deep dive into this very topic. Sponsored by Homes.com and moderated by Cleve Gaddis, of Gad- dis Partners, RE/MAX Center, the webinar featured Christine Brown- ing, broker and CEO of The Christine Browning Group in Central Oregon; Jackie Egan, associate broker with Keller Williams Classic Realty in Min- nesota; and Tim Rabara, sales man- ager at Homes.com. "Online leads weren't something I heard much about back in 2009 - 2010," said Browning, whose primary concern when she entered the busi- ness centered around what to do with the buyer leads she had amassed. "I didn't have a system or way to keep track of those buyers," added Browning of her decision to utilize a CRM to not only track buyer leads, but to keep in touch and grow that side of her business. Heading further down the path of improvement, Browning brought Workman Success System's Lead Tracker Summary into the mix in 2017. "The Lead Tracker Summary al- lows me to track which leads come from which sources, as well as what we're closing per source, which has been instrumental in keeping leads from falling through the cracks." With total accountability at the center of it all, Browning and her team members can focus their at- tention on the follow-up. "Providing exceptional service will set you apart from the competition, which will go a long way toward pro- moting conversation, an important piece of the puzzle when it comes to converting online leads," noted Browning. "The days of writing a lead down on the back of a receipt and hang- ing onto it are long gone," said Egan, who is committed to creating sys- tems or workflows for each and ev- ery aspect of her day-to-day routine through both a CRM and an Agile Project Manager. "You have to be organized and de- tailed, use a CRM, track and nurture leads and stay consistent and per- sistent," added Egan. Once a lead comes in and the process is set in motion, a wel- come video is sent before an agent reaches out to make contact within 15 minutes. From there, the lead is scrubbed and placed in various drip campaigns. "As part of our initial conversation, we also send out a Google question- naire or survey to help draw their attention and bring them in," said Egan, who explained to attendees that there's no such thing as a bad lead. "People don't understand that every lead is a good lead. You can't just be looking for today's business, because if you do, you're going to be missing out on amazing opportuni- ties," noted Egan. "At the end of the day, it all boils down to how fast you're getting back to leads and whether the sys- tems you have in place are efficient enough to be following up," conclud- ed Rabara. RE To view the webinar in full, visit http://bit.ly/2Hb8RZN. Paige Tepping is RISMedia's managing editor. Webinar Recap: Systems Key to Successfully Staying in Front of Buyer Leads by Paige Tepping W hile staying consistent and persistent are two key factors in winning the lead conversion game, it's just as important to have the right systems in place .

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