How to master the conversion framework of home buyer leads from online sources. "Here is the script & here are the leads, good luck." This DOESN'T WORK! The ONLY complete training.
4. What really pissed me off and
why i’m here today.
“Build a team!”
“Website/CRM & Leads!”
~$220,000 lost
2 years wasted
5. My Commitment To All Of You
My new obsessions:
1. Eliminating our need for Zillow, Realtor, Homelight & Dave Ramsey leads
2. Positioning the local Realtor at the top of the Google Search Page Results
3. Building content marketing that answers the highest searched queries
4. Teaching agents how to “define their services”
5. Helping agents level up the “perceived value of their service”
6. Helping all my friends get dominant positions online before the rest of the
industry figures out what we are doing.
7. Building the highest conversion model in the industry - that serves the
customer first and then agent!
8. Put OUT of business ALL the morons who sell you CRAP w/NO RETURN!!!
7. The ONLY Complete
Framework for MASTERY
“Here is the script … here are the leads”
How I helped agents go from 1 appointment of 50
conversations down to 1 out of 10
8. Personality Types
1. Understand, become aware & adapt
a. YOU: How does your personality strengths help?
b. YOU: How does it hinder results?
c. THEM: What personality types are your favorite to work with?
d. THEM: Hardest to work with?
VERSATILITY IS THE GAME
How would you rate yourself on a scale of 1-10?
1 = terrible & 10 = teach the class?
9. Your Mindset’s Influence
1. Be aware of how mindsets/attitudes influence outcomes
a. Any negative thoughts about online leads?
b. Limiting beliefs?
c. Are you pro-actively empowering your mindset?
On a scale of 1-10?
1 = terrible & 10 = I can teach the class
10. The buyer’s Journey - Steps to Buy a House
1. Understanding your customer’s journey
a. Learned the 4 phases of buying a home
b. Studied the motivations, why?
c. Buyer trends in your market
d. The problems, challenges mistakes and myths
How well do you know and understand the buyer's journey?
1 = Terrible & 10 Teach the class?
11. The secret ingredients to be attractive!
“What are buyers attracted to?”
1. Hyper local expertise/knowledge
2. Real estate resourceful
3. Some competitive advantage
12. Buyer Conversation Script/Skills - LPMAMA
Master of your introduction & the reflex objections:
● Have you ever heard “who are you and why are you calling me?”
● Have you ever heard “I’m just looking”
The Location conversation:
● How strong are your questions?
● What skills are important to create a quality conversation?
Rate yourself 1-10?
13. Buyer Conversation Script/Skills - LPMAMA
1. Price point
a. The questions to create a conversation?
b. The skills to open this conversation up?
1. Getting their Motivation
a. Ideal timeframe?
b. What’s important about or reasons why?
The Rate yourself 1-10?
14. Buyer Conversation Script/Skills - LPMAMA
1. Mortgage/loan
a. The skills to open this conversation up?
b. Permission to introduce them to your trusted referrals
1. Agent relationship
a. How to bring it up appropriately?
b. How to move past it.
The Rate yourself 1-10?
15. Buyer Conversation Script/Skills
1. Your irresistible buyer consultation offer
a. Research phase? VS Transactional phase?
b. What do you offer?
c. What’s the most valuable things to offer from their perspective?
d. The communication skills to get buy in on that value?
e. Closing for office, coffee, phone or video conference?
The Rate yourself 1-10?
16. The buyer consultations/presentation
1. The 4 different buyer consultations
a. What do you cover/teach that buyers appreciate the most?
b. Do you create the game plan?
c. What tools are involved?
d. What’s 1-2 things you do that go above and beyond the average Realtor?
e. Do they give you loyalty as a natural end result?
The Rate yourself 1-10?
17. Business Intelligence/Maturity
Learn, capture and operate from the #’s
● Your conversation per hour ratio?
● Your conversation to appointment?
● You appointment to offer written?
● Your offer written to acceptance?
● Your conversation to sale ratio?
Scale of 1-10?
18. Business Intelligence/Maturity
Your tools & software (CRM)
● Your attitude about + or -?
● Training you’ve done?
● Time spent learning the tools?
● Proficiency with best features?
Rate yourself 1 - 10?
19. Productivity
Ideal schedule for day, week & a workflow routine?
● What are your personal priorities?
● What are the recurring weekly apts?
● What’s the ideal lead generation schedule for me?
● What’s the ideal lead generation schedule for the lead source?
Rate yourself 1 - 10?
20. Personal Motivation
Financial goal & a one page business plan
● How much money did you make last year from this source?
● What’s the goal this year?
● What’s the basic improvement plan?
● What are the numbers involved?
● Up & visual?
● Shared with most important people?
Rate yourself 1 - 10?
21. My Commitment To All Of You
My current obsessions:
1. Eliminating our need for Zillow, Realtor, Homelight & Dave Ramsey leads
2. Positioning the US at the top of the Google Search Page Results
3. Building content marketing that answers the highest searched quires
4. Teaching agents how to “define their services”
5. Helping agents level up the “perceived value of their service”
6. Helping all my friends get dominant positions online before the rest of the
industry figures out what we are doing.
