fbpx

Strategy Sessions

Click Here To Schedule

Upcoming Events

Click For Information

Club Wealth Coaching

Click For Information

Lead Conversion: Top Producer Success Series 3 of 6

Michael Hellickson was asked by Top Producer to create a 6 part series of short videos on the key skills you need to master to become a successful real estate agent! In Part 3 of 6, Coach Michael discusses the importance of Lead Conversion.

FREE Download!

LEAD CONVERSION

 

So far you’ve learned how to generate leads in Part 1 and how to keep them invested through follow-ups in Part 2, now its time to learn how to convert both buyer AND seller leads. We’ll be covering both in this blog post, but first, let’s go over how to convert your seller leads to appointments.

Converting your Leads

Having a Guaranteed Sale Program (learn more about guaranteed sale programs on our Club Wealth blog and video, “Guaranteed Sale and Other U.S.P.’s“) is the most effective way of converting a lead to your side. The principle associated with Guaranteed Sale programs is Risk Reversal. By taking out any risk that hinders your lead from choosing you, pressure alleviates off the lead and will help you convert most sellers into clients!
For example, one of the Guaranteed Sale Programs Michael Hellickson suggests is the “If I can’t sell your home in 30 days or less, I’ll buy it!” You have to be able to stand behind that guarantee, but assuming you can, it is an excellent way to gain the trust of your clients. Other possible GSP strategies are listed on the downloadable checklist!

Setting Appointmentssign in yard vs. car

Real Estate is a service, a sales and relationship style of business. Don’t over-analyze what you list or whether or not the client is a a five star lead, because ultimately a sign in the yard is better than in your car. Think back to the formula for success in Part 1: your ultimate goal is to get that listing posted, no matter the circumstance.
The more signs you have out in the field, the more leads you’ll get through passive lead collection. More leads means more sales, more sales lead to new relationships, and naturally, new relationships means more sales!

 

What do I need?

You need to be ready to list that home on the FIRST APPOINTMENT. Make sure that you bring the basics, including but not limited to a listing agreement, a key box, & a camera. In addition, you will need your own 44 Point Checklist, which is essential to holding a successful listing appointment. Showing up prepared and confident will inspire the same feelings in your client and assure them that you are here to get the job done!

 

W.I.I.F.M. – Nobody Cares!Lead Conversion Blog

The golden rule of selling anything: What’s In It For Me? Your clients don’t care if you have fifteen awards, or how many homes you’ve sold in the past. The ONLY thing that should matter is giving the customer what they want.
You get exactly ONE sentence to tell the seller what makes you different from your competitors, make it count!
While touring the home we recommend B.R.O.T. (Build Relationships On Trust)!
This will enable you to connect with the clients at a deeper level, and ensure a smarter conversion to a signed listing.
As you preview the home with the client, use the F.O.R.D. technique to Build Relationships On Trust. Lead the conversation through open-ended questions about their:
  • FamilyF.O.R.D.
  • Occupation
  • Recreation
  • Dreams
Before you sit down to go over the paperwork, you’ll be chatting like old friends!

Educate, DON’T Sell

Educating versus selling will win time and time again. You will get listings far more often than you will by “selling”. If you sell, sell, sell they will tell, tell, tell you to go away.Copy of F.O.R.D.
Coach Michael Hellickson won virtually 93% of the listing appointments he went on. If you want to know how YOU can do that; Visit our 37 Minute Listing Presentation blog and video! There you will find the webinar with Michael Hellickson and Mike Bjorkman along with a free PDF handout!

Buyer Appointments

Once again, don’t over qualify the appointment. A buyer is a buyer is a buyer! As with the sellers, you don’t want to make the buyer come to your office or talk to your lender before they have even looked at homes. Making the buyer feel as comfortable as possible is the best way to get them to buy a home from you.
Give them what they want, NOW, and make your #1 focus getting an appointment, now!

I.V.R. Rocks!!!

Perhaps the single greatest home buyer lead generation tool is something called I.V.R. or Interactive Voice Response technology.
At one point in time, Coach Michael was getting 6,352 buyer and seller calls a MONTH on his I.V.R. system.
Don’t be lulled into getting, or settling for, inferior I.V.R. technology.
While most I.V.R. companies are getting around 25% call to conversion rate, the company WE recommend at Club Wealth boasts an 82% call to conversion rate, largely due to their advanced technology.
Essentially, I.V.R. is a 1-800-call capture technology. You place a sign rider on your “For Sale” signs, for example, that read: “For a 24 hour free informational recording, call 1-800-xxx-xxxx, extension xxxx”
When a potential home buyer or seller calls the number, the I.V.R. systems automatically captures their caller ID (even if they are calling from a blocked number!) and begins playing them a message about the house!
WHILE they are listening to the recording, the system also calls YOU, or your buyers agents!
At the end of the message, the buyer presses one, and is immediately connected with you!

Process of Showing Buyers

Always smile, never pressure. When dealing with the buyer make sure that you have a closing question, asking them: what they like about the home; is the price in their range; is the neighborhood an interest to them; would this home be one of their choices? Having those closing questions ready can help you close a buyer, or even find them another home that you have listed.
Some of the most effective closing questions are:
At what price would this be a great deal for you?
If you were to make an offer on this one, what would it be?
What would it take to see yourself living here?
Are there any other questions before we get started on the paperwork?
Check out the download on this page for even more closing scripts!
Lead conversion is a MASSIVE component in your success as a real estate agent! Converting leads is all about the buyers and sellers, not you! Always remember W.I.I.F.M., that is the only thing they care about and THAT’S OKAY. Lead conversion will come easily when you follow these tips and tricks and virtually list every listing appointment you go on!

 

Club Wealth logo icon As our way of saying thank you for taking the time to read this blog, we invite you to a FREE 55 minute NO PITCH one on one coaching call with a Club Wealth coach! Request Strategy Session!

Previous

Next

1 On 1 Coaching

Club Wealth® provides five levels of 1 on 1 coaching targeted specifically to your current production levels and aspirations.

Group Coaching

Having coached roughly 60 of the top 200 agents in the world, and coached, trained, and consulted with thousands of others, Club Wealth® coaches…

Strategy Session

Our Strategy Session provides the answers to your questions about overcoming obstacles, hurdles, and the objections you face daily in the real estate industry.

Testimonials

Read and hear real-life testimonials about how our coaching system has helped thousands of people aspire to produce and earn more income in real estate.

Regional & National Events

Register for upcoming Club Wealth® events in your area. Register early, space is limited!

REGISTER EARLY FOR SAVINGS!

Listing Agent Boot Camp™

What is Listing Agent Boot Camp?

Listing Agent Boot Camp™ is a 3-day experiential event that’s part conference, part mastermind. We have created a hybrid real estate event that combines the elements of a mastermind setting with on-site learning.

Business Strategy Mastermind™

What is a Mastermind Conference?

A 3-day experiential event that’s a part conference, part mastermind. We’ve even included our Buyer Agent Boot Camp™ Experience exclusively for buyers agents!

Mastermind in Paradise™

What is Mastermind in Paradise?

An EXCLUSIVE 4-day event is full of Masterminding and Networking with top agents in the country. Enjoy growing your business while taking a break and relaxing! Only available to those in Tier 3 or higher.

About Michael Hellickson

Michael Hellickson sold real estate for over 20 years, listing and selling over 100 homes/month, and carrying over 750 active/pending listings at one point…

Real Estate Coach

Having coached roughly 60 of the top 200 agents in the world, and coached, trained, and consulted with thousands of others, Club Wealth® coaches…

My Story

This video essentially outlines the highlights of my life (professionally mostly), and how I got to where I am today. You may be surprised at how my career path began…

The Truth

There is a lot of misinformation floating around about how and why Tara and I sold our real estate business and retired from the sales side of the industry…