5 secrets to generate more leads at your next open house

31
5 Ways to Generate More Leads

Upload: cole-information

Post on 09-May-2015

812 views

Category:

Education


3 download

DESCRIPTION

Dread open houses because it's two hours of your Sunday you can't get back? Learn the 5 secrets of generating more leads with your next open house. The 30-minute webcast will cover the hot search you need to use to quickly alert your top prospects. Plus, we'll cover script and marketing copy ideas and that's not all! • How to alert the neighbors around your just listed house • Unique ways to attract new prospects • How to capture prospect contact information including email addresses

TRANSCRIPT

Page 1: 5 Secrets to Generate More Leads at Your Next Open House

5 Ways to Generate More Leads

Page 2: 5 Secrets to Generate More Leads at Your Next Open House

12 weeks

10 homes

Home Buyer Habits

Source: 2012 National Association of REALTORS® Profile of Home Buyers and Sellers

Page 3: 5 Secrets to Generate More Leads at Your Next Open House

By the Numbers• 90• 87• 53• 45• 27

Home Search Info Sources • Internet• Real estate agent• Yard sign• Open house• Newspaper ad

Home Buyer Habits

Source: 2012 National Association of REALTORS® Profile of Home Buyers and Sellers

Page 4: 5 Secrets to Generate More Leads at Your Next Open House

• Current Housing snapshot

• 5 ways to generate more leads

• How Cole Realty Resource can help

• Questions

Session Framework

Page 5: 5 Secrets to Generate More Leads at Your Next Open House

Cole Directory • Published in 1947• “Blue Book”• Crisscross directory of addresses and phone numbers

Invaluable information for a number of industries:

• Telemarketing• Debt collection • Law enforcement

Today, web-based lead generation for real estate agents

Then and Now

Page 6: 5 Secrets to Generate More Leads at Your Next Open House

Features:• Webinars• Articles• Buddy’s

Blog• Resources

Page 8: 5 Secrets to Generate More Leads at Your Next Open House

• Powerful, easy to use tool

• Just Listed/Just Sold search

• Virtually prospect from your desk

• Approach & offer

• Questions

Session FrameworkHousing Snapshot

Page 9: 5 Secrets to Generate More Leads at Your Next Open House

9

• Builds relationships

• Motivates

• Spurs conversations

• They know people

1) Invite Neighbors

Page 10: 5 Secrets to Generate More Leads at Your Next Open House

10

Neighborhood Search

• Google Maps™ technology

• Accurate information

• Easy to use

Page 11: 5 Secrets to Generate More Leads at Your Next Open House

11

A few weeks before:

– Email contacts

– Make friends with the

Homeowner’s Association

– Open house signs

2) Generate Buzz

Page 12: 5 Secrets to Generate More Leads at Your Next Open House

12

New Marketing Tools

Page 13: 5 Secrets to Generate More Leads at Your Next Open House

13

Combined with Tried & True Tactics

Page 14: 5 Secrets to Generate More Leads at Your Next Open House

14

• Telemarketing

• Postcards– 80% effective and keeps you top of mind.

• eNewsletters– Provide updates on home sales, industry news,

decorating and season/decorating information.

Marketing 101

Page 15: 5 Secrets to Generate More Leads at Your Next Open House

15

• List decay 2% each month

– 45 million American’s move each year

– 48 million people switch jobs

– Human data entry error

Up-to-Date MKTG List

Page 16: 5 Secrets to Generate More Leads at Your Next Open House

16

• Clear and concise headline• Graphic supports headline• Colors that pop• Benefits• Offer • Clear call to action• Contact information

Effective Copy Elements

Page 17: 5 Secrets to Generate More Leads at Your Next Open House

17

Creative & Copy

Page 18: 5 Secrets to Generate More Leads at Your Next Open House

18

Page 19: 5 Secrets to Generate More Leads at Your Next Open House

19

• Ask yourself: – Is the message I want to convey immediately obvious?

– Does this message resonate with my target market?

– Are the benefits or features of my product/service highlighted?

– Is my offer something prospects can’t refuse?

– Is my call-to-action easy and direct with clear contact information?

Copy Tips

Page 20: 5 Secrets to Generate More Leads at Your Next Open House

20

Creative & Copy

www.colecommunity.com

Page 21: 5 Secrets to Generate More Leads at Your Next Open House

21

Cold Calling Success

• Number’s Game• First 10-seconds count!• Focus on “local” in your introduction• Use your best inflection and tone• You’re calling to advise and consult, not sell• Time & day matter

Page 22: 5 Secrets to Generate More Leads at Your Next Open House

22

• Ask for RSVPs– Send out reminders a few days beforehand– Call them!

• Give something away• Create a virtual walk through– Show common areas, leave a secret to be

learned at the open house

3) Encourage a Showing

Page 23: 5 Secrets to Generate More Leads at Your Next Open House

23

Virtual Walk-Through

Videos should be: •Interesting•Short •How to

•Testimonial•National ads

Page 24: 5 Secrets to Generate More Leads at Your Next Open House

24

Incorporate Video

Try Instragram video: •:15 max•13 filters

•Edit capabilities during filming

Page 25: 5 Secrets to Generate More Leads at Your Next Open House

25

• Outside:

– Mow, trim, straighten,

balloons, banners,

luxurious cars, bounce house

• Inside:

– Stage the home, eliminate clutter, personal

pictures

4) Create Curb Appeal

Page 26: 5 Secrets to Generate More Leads at Your Next Open House

26

• Music

• Refreshments

– Wine and cheese

– Beer and pretzels

– Punch and cookies

• Up the WOW factor

4) Create Curb Appeal

Page 27: 5 Secrets to Generate More Leads at Your Next Open House

27

Page 28: 5 Secrets to Generate More Leads at Your Next Open House

28

• Takes 42 hours for follow up

• 1.63 call back attempts

• 50% never called/emailed

• Best practice: 6-9 call back

attempts

5) Timely Follow Up

Source: Insidesales.com/responseaudit

Page 29: 5 Secrets to Generate More Leads at Your Next Open House

Once again, track and measure

Track & Measure

Page 30: 5 Secrets to Generate More Leads at Your Next Open House

30

• You know: • The local market area• The customer’s preference• The product

• You have the power:• To adjust your marketing• Track and measure• Figure out what’s working/what’s not

Your Agency’s Big Advantage

Page 31: 5 Secrets to Generate More Leads at Your Next Open House

• Customer Service:

1-800-283-2855

Jump Start Your Sales