Converting Leads To Converting Leads To ListingsListings

Overview of PresentationOverview of Presentation

Preparing to handle the leadPreparing to handle the lead

Staying organized when receiving a leadStaying organized when receiving a lead

Introductory activity for new leadIntroductory activity for new lead

Contact/No Contact – And Something to Contact/No Contact – And Something to RememberRemember

ContactContact

PresentationPresentation

Follow-upFollow-up

Preparing to Handle The Preparing to Handle The SellMyHouse.com LeadsSellMyHouse.com Leads

Using your tools to get Using your tools to get listings: Realtor.com, listings: Realtor.com, SellMyhouse.com, SellMyhouse.com, signage, marketing, MLS signage, marketing, MLS access, etc. – all the access, etc. – all the normal Realtor items.normal Realtor items.Position yourself for Position yourself for success: success:

Know the systemKnow the system Join local real estate Join local real estate

investment groupsinvestment groups Separate yourself from Separate yourself from

other Realtors with our other Realtors with our systemsystem

Going The Extra MileGoing The Extra Mile

Start a real estate Start a real estate investment group and investment group and invite local investors.invite local investors.Contact all other local Contact all other local and regional investment and regional investment groups and explain that groups and explain that you have direct access to you have direct access to distresses sellers.distresses sellers.Advertise for real estate Advertise for real estate investors.investors.Talk to banks about our Talk to banks about our auction service to auction service to generate more pre-generate more pre-foreclosure listings.foreclosure listings.

Prepared to Handle the LeadPrepared to Handle the Lead

Preach price to the client in this Preach price to the client in this market.market.Explain the auction process to Explain the auction process to separate yourself from competition.separate yourself from competition.Short sale clients need to understand Short sale clients need to understand the urgency of time. You can help the urgency of time. You can help them along with SellMyHouse.com them along with SellMyHouse.com given the appropriate amount of time.given the appropriate amount of time.You have all the tools every other You have all the tools every other Realtor has and more due to the Realtor has and more due to the SellMyHouse.com system.SellMyHouse.com system.Explain the SellMyHouse.com Explain the SellMyHouse.com marketing system of advertising to marketing system of advertising to both retail buyers via the MLS, both retail buyers via the MLS, Realtor.com, your local site, a national Realtor.com, your local site, a national database in SellMyHouse.com, email database in SellMyHouse.com, email blasts to our investor network, and blasts to our investor network, and finally our auction system.finally our auction system.Use the SellMyHouse.com customer Use the SellMyHouse.com customer service team to help you make the service team to help you make the point with the client.point with the client.

Staying Organized When Receiving Staying Organized When Receiving a Leada Lead

Keep a tracking sheet Keep a tracking sheet for each and every for each and every contact made (e.g. date contact made (e.g. date sent email, date called, sent email, date called, date contact was made).date contact was made).

Keep a record of what Keep a record of what was said and a quick was said and a quick synopsis of the synopsis of the situation.situation.

Staying Organized When Receiving Staying Organized When Receiving a Leada Lead

Keep a good record Keep a good record of follow-up with all of follow-up with all leads:leads: Is the lead ready now?Is the lead ready now? Should I call back in a Should I call back in a

week? Two weeks? 6 week? Two weeks? 6 months?months?

Have I sent a follow-up Have I sent a follow-up note after each contact note after each contact or no contact?or no contact?

What is my follow-up What is my follow-up plan for this lead?plan for this lead?

Staying Organized When Receiving Staying Organized When Receiving a Leada Lead

Update my lead tracking sheet Update my lead tracking sheet ANDAND SellMyHouse.com Customer Service whenever SellMyHouse.com Customer Service whenever there is a change, additional information, a new there is a change, additional information, a new development or some critical follow-up.development or some critical follow-up.

Introductory Activity For New LeadIntroductory Activity For New Lead

Upon receiving lead, Upon receiving lead, immediately send an immediately send an introductory email and introductory email and follow-up with a quick follow-up with a quick phone call to phone call to introduce yourself and introduce yourself and give the prospect give the prospect contact info. This is contact info. This is the first contact with the first contact with lead.lead.

Introductory Activity for New LeadIntroductory Activity for New Lead

The first phone call usually results in a message The first phone call usually results in a message left on a voice mail/machine.left on a voice mail/machine. ““Hello Hello Client NameClient Name, this is Drew Dunn, the local , this is Drew Dunn, the local

affiliate for SellMyHouse.com. I received the affiliate for SellMyHouse.com. I received the information you filled out on one of our websites information you filled out on one of our websites regarding your house and wanted to contact you to regarding your house and wanted to contact you to gather some more information about your situation. I gather some more information about your situation. I also sent you an email so you can reach me at 555-also sent you an email so you can reach me at 555-5555 or by email at your convenience. I look forward 5555 or by email at your convenience. I look forward to hearing from you and helping you figure out the to hearing from you and helping you figure out the best solution to getting your house sold.best solution to getting your house sold.

Introductory Activity for New LeadIntroductory Activity for New Lead

The next step is to follow up The next step is to follow up the first email with a second the first email with a second email and a second phone call.email and a second phone call.The second phone call is The second phone call is usually made in the evening to usually made in the evening to try and catch the prospect at try and catch the prospect at home.home.It is very important NOT to It is very important NOT to push a listing in the initial push a listing in the initial stages of a discussion. Many stages of a discussion. Many do not understand the investor do not understand the investor purchase process and need it purchase process and need it explained to them. When they explained to them. When they understand this process most understand this process most will figure out that a traditional will figure out that a traditional listing and possible online listing and possible online auction is a better solution.auction is a better solution.

Contact/No ContactContact/No Contact

The lead usually takes one of two directions at The lead usually takes one of two directions at this point:this point: ContactContact with the lead with the lead No ContactNo Contact with the lead with the lead

Contact/No ContactContact/No Contact

ContactContact Represent yourself as the Represent yourself as the

SellMyHouse.com local SellMyHouse.com local affiliate. affiliate.

Let them know You are Let them know You are aware there situation and aware there situation and need more info to help need more info to help them make a decision on them make a decision on what to do to sell their what to do to sell their house.house.

As the local affiliate, You As the local affiliate, You are there to help them and are there to help them and answer any questions they answer any questions they may have.may have.

No ContactNo Contact Send a third email and make Send a third email and make

two more attempts at calling.two more attempts at calling. If practical, drive by the If practical, drive by the

property and knock on the property and knock on the doordoor

Leave a business card with Leave a business card with the SellMyHouse.com logo to the SellMyHouse.com logo to improve your chances of improve your chances of getting a call back. Use your getting a call back. Use your direct number and add the direct number and add the SellMyHouse.com toll free SellMyHouse.com toll free number 888-557-2772. If the number 888-557-2772. If the client calls us we will explain client calls us we will explain how we can help and how we can help and introduce you as our local introduce you as our local affiliate.affiliate.

Contact/No ContactContact/No ContactTwo quick points on Two quick points on No No Contact:Contact:

Some of these leads are in Some of these leads are in financial difficulty (payment financial difficulty (payment in arrears, etc.) and these in arrears, etc.) and these folks rarely answer the folks rarely answer the phone. A “I’m here to help phone. A “I’m here to help message as the local message as the local SellMyHouse.com Affiliate SellMyHouse.com Affiliate will help you get call backs.will help you get call backs.

If after all this there is still no If after all this there is still no contact, send them a small contact, send them a small note card in the mail and put note card in the mail and put them in my follow-up file for them in my follow-up file for a future call.a future call.

Contact/No ContactContact/No Contact

A quick point on some A quick point on some ContactsContacts:: Understand that some of these leads come through one of Understand that some of these leads come through one of

SellMyHouse.com’s many website portals; some cater to the “I SellMyHouse.com’s many website portals; some cater to the “I Buy Houses” or “We Buy Houses” variety.Buy Houses” or “We Buy Houses” variety.

These are folks who are interested in an investor purchase of These are folks who are interested in an investor purchase of their property but do not understand how low an offer might be.their property but do not understand how low an offer might be.

Do NotDo Not give up on these leads as they can easily be converted give up on these leads as they can easily be converted to a very good listing once they understand how the process to a very good listing once they understand how the process works.works.

Let them know that SellMyHouse.com submitted their property to Let them know that SellMyHouse.com submitted their property to our database but nobody responded. We can market to other our database but nobody responded. We can market to other investors and retail buyers to get them a higher offer via all of investors and retail buyers to get them a higher offer via all of our marketing efforts.our marketing efforts.

Something to RememberSomething to RememberSTOP NOW AND UNDERSTAND THIS:STOP NOW AND UNDERSTAND THIS:

Not all these leads are going to be converted to a listing. It’s the Not all these leads are going to be converted to a listing. It’s the nature of lead generation. Some leads are not honest with us nature of lead generation. Some leads are not honest with us and many are trying avoid the problem all together. and many are trying avoid the problem all together.

You can generate additional buyers and listings by using the You can generate additional buyers and listings by using the SellMyHouse.com platform by incorporating our logo, signage, SellMyHouse.com platform by incorporating our logo, signage, and auction services into your marketing efforts. Adding your and auction services into your marketing efforts. Adding your listings to sellmyhouse.com and a sign rider offers drive-by listings to sellmyhouse.com and a sign rider offers drive-by clients additional resources backed by a national name brand. clients additional resources backed by a national name brand.

http://www.sellmyhouse.com/altregistration.phphttp://www.sellmyhouse.com/altregistration.php

ContactContact

First and foremost, keep in mind that the First and foremost, keep in mind that the lead wants their property sold – quickly!lead wants their property sold – quickly!

Whether the lead is looking for an investor Whether the lead is looking for an investor purchase or the usual general public purchase or the usual general public buyer: they just want the house sold now!buyer: they just want the house sold now!

Now is the time to remember our previous Now is the time to remember our previous point: point: the key is to differentiate yourself the key is to differentiate yourself from the local Realtorfrom the local Realtor..

PresentationPresentationDifferentiate yourself from Differentiate yourself from other Realtors with other Realtors with SellMyHouse.comSellMyHouse.com

We do all the things a We do all the things a normal Realtor can donormal Realtor can do

And, we can do so much And, we can do so much more with more with SellMyHouse.comSellMyHouse.com

More access to investors, More access to investors, buyers, marketing and buyers, marketing and options (e.g. on-line options (e.g. on-line bidding platform) that can bidding platform) that can get the home sold quicklyget the home sold quickly

PresentationPresentation

What more can You do?What more can You do? The ability to market to the local, state and regional The ability to market to the local, state and regional

investment groups/ investors thru SellMyhouse.com.investment groups/ investors thru SellMyhouse.com. Online auction system designed to get potential Online auction system designed to get potential

buyers off the fence and in your house. buyers off the fence and in your house. Advertising on a nationally recognized real estate Advertising on a nationally recognized real estate

website visited by buyers from all over the country.website visited by buyers from all over the country. Realtor.com, MLS, traditional marketing methods you Realtor.com, MLS, traditional marketing methods you

offer to all listings.offer to all listings. To Investors: Direct access to distressed properties To Investors: Direct access to distressed properties

early in the process.early in the process.

Presentation – Online AuctionPresentation – Online Auction

What more can I do? (continued):What more can I do? (continued): I can offer the lead the SellMyHouse.com I can offer the lead the SellMyHouse.com

proprietary proprietary On-Line Bidding PlatformOn-Line Bidding Platform This increases exposure nationwide as This increases exposure nationwide as

regards the house and coupled with an open regards the house and coupled with an open house and local advertising, we can generate house and local advertising, we can generate increased activity and increased activity and increased offers on increased offers on the property.the property.

All of this is at All of this is at NO COSTNO COST to the lead!! to the lead!!

PresentationPresentationTwo other points:Two other points:

SellMyHouse.com always SellMyHouse.com always informs that lead that the first informs that lead that the first thing needed to be done is a thing needed to be done is a CMA.CMA. As a last resort to As a last resort to communicate with the lead tell communicate with the lead tell them the first step is to verify the them the first step is to verify the market value of their property. market value of their property.

If the lead is in financial difficulty, If the lead is in financial difficulty, stress we are experienced in stress we are experienced in short salesshort sales and that we have and that we have resources to help them keep a resources to help them keep a foreclosure off their credit.foreclosure off their credit.

Follow-UpFollow-Up““Let’s face it, if you are trying to sell your Let’s face it, if you are trying to sell your house why wouldn’t you give yourself the house why wouldn’t you give yourself the best chance at finding a buyer best chance at finding a buyer given ALL given ALL the things We can do for you.the things We can do for you. We’ll We’ll market your house via email to investors, market your house via email to investors, on national websites like SellMyHouse.com, on national websites like SellMyHouse.com, and Realtor.com to potential buyers, and and Realtor.com to potential buyers, and finally to other Realtors on the local MLS. finally to other Realtors on the local MLS. We literally market your property in every We literally market your property in every way possible to find a buyer. All at way possible to find a buyer. All at no up no up front costs or fees to youfront costs or fees to you; I only get paid ; I only get paid if the house sells. if the house sells.

Follow-UpFollow-UpOnce you convert the lead, make sure to update Once you convert the lead, make sure to update your tracking sheet and update your tracking sheet and update SellMyHouse.com Customer Service:SellMyHouse.com Customer Service: customerservice@sellmyhouse.comcustomerservice@sellmyhouse.com

We are always available to answer any We are always available to answer any questions you have about converting leads or questions you have about converting leads or specific client questions @ 888-557-2772.specific client questions @ 888-557-2772.

Special Contributions bySpecial Contributions byDrew Dunn, SellMyHouse.com Affiliate - Raleigh Durham, 919-423-1729, Drew Dunn, SellMyHouse.com Affiliate - Raleigh Durham, 919-423-1729, Drew@DrewDunn.com