Mega Camp 2013 presentation from the Market Leader and Trulia TruLeader theater. J. Michael Manley, successful Keller Williams Team Leader, describes the important factors for building a successful team and retaining top agents.
2. Meet our Featured Agent
J. Michael Manley
Keller Williams Greenville
GreaterGreenvilleAreaHomes.com
3. Building, growing and managing a successful real estate business
Challenges for Today’s Agents
Generate
leads
Engage
leads
Convert
leads
Continue
relationship
6. Your Pipeline: Adding and Advancing!
Suspects or website visitors
Leads
Prospects or contacts
Listings and buyers
Transactions
Income
7. Targeted, Centralized Lead Generation Strategies
• Paid advertising
• Craigslist
• Social media sites
• Print marketing
8. • 5 – 6 Transactions
– Must have 50 - 80 new leads each
month
• Multiple lead sources
– Must execute the correct approach
• 7 – 8 Transactions
– Must have greater than 80 new leads
each month
• Multiple lead sources
– Must execute the correct approach
How many transactions do YOU want to average per month on a consistent basis?
8
• 0 – 1 Transactions
– Must have 10 new leads each month
– Must execute the correct approach
• 1 – 2 Transactions
– Must have 20 new leads each month
– Must execute the correct approach
• 2 – 3 Transactions
– Must have 30 new leads each month
– Must execute the correct approach
• 3 – 4 Transactions
– Must have 40 new leads each month
– Must execute the correct approach
9. Consumer
Site System
1 - Get them back to your website
#1 GOAL
2 – Determine timeline and demographic
within 4 touches (utilize the insight to know
what they are shopping for!)
3 – Eliminate other search engines
Be Connected.
10. How do I move my leads along?
• SPEED
– Mobile: positioning yourself first to respond
• INSIGHT
– Know exactly which leads to reach out to
– Separating the browsers from the buyers, know who is hoot
• RELEVANT CONTENT
– Targeted campaigns that address time, money, self-esteem and motivation
– Listings and market data
• RELEVANT BRAND
– Promote your brand ---set yourself apart from the competition
– Utilizing your website as ‘the destination’
13. A Game Changer
J. Michael Manley
Keller Williams Greenville
GreaterGreenvilleAreaHomes.com
Editor's Notes
Building a brandBuilding a reputation as a go-to resource, local expertCompeting with other agents (trying to engage people, stand out)Winning business in today’s marketLearning how to work internet leads effectivelyGetting leads to respondTurning leads into clientsStaying organizedTime – need more of itStaying organizedRunning multiple systems Leads falling through the cracksChaos – becoming more strategic, systematicBuilding a pipelineEngaging leadsConsistencyCapitalizing on all their initiativesTurning other websites into lead generating sitesNot wasting money on multiple systems that may or may not workBuilding a strategic, streamlined businessWant more yet don’t know how to create moreHow to expand their business in a sustainable wayNeed systems for reaching out to leadsManaging their timeHow they handle it:Don’t cultivate leads effectively respond slowly, don’t respond, abandon shipTime - Calendars, post its, chaosBrandHire professionals to make branded material (Can C21 agents do this?)Don’t do any branding, inconsistent brandEngaging leads - Get pushy with leadsSend too many or not enough emailsSend irrelevant emailsPipeline – using a huge variety of lead sourcesTry old fashioned strategiesDon’t have a pipeline at allCoachingSpend a lot of money to get trained StructureWhere money, what to do, not doBest practicesC21 doing this to put structure in place to help agents build, grown and structure their business