Are you the first agent your leads think of when they want to buy or sell a home? I talk to agents ALL the time who are driving down the street and see a house they know sold by another agent or someone an agent knows bought a house from another agent. You CAN stand out among the competition when you follow the 4 Step Lead plan!
What is the 4 Step Lead plan?
It is a simple 4 step plan you can do to stay top of mind with all your leads…
The Top of Mind 4 Step Lead Plan for More Referrals is:
1. Call or Text
You want to connect with your clients every 90 days. Don’t just call to talk about real estate. Bring relevant news, check in, and have it be to the point your database expects your call! Stats say you get a 23% chance of response with email, 43% chance of contact with a call and 97% chance of response with a text! Do you have your leads and databases cell phone numbers?!
2. Weekly Email
Send weekly emails for open house invitations, events, and other updates. Emails need to contain value add and focus on content that offers insight to the challenges in today’s market or something every consumer has questions about. Email is not about spamming but enhancing, pulling and adding value to the leads and thinking that was really great and helpful content you sent.
3. Two Direct Mail Pieces
Send out two direct mail pieces every month. One of them should be a "just listed/just sold" or "we have a buyer". If you’re new to real estate you can use your company’s stats, listings, sales, buyers (just be sure it says that on the mailer or get permission from the agents. Your other mailer can be: “Curious about the value of your home?” This makes you the expert they think of and you provide them with the information they are looking for.
4. Activate Your Base, the Secret Weapon
Do a Facebook Live video and your instantly connecting with your leads. I even had a client who did a live mention which lead to a listing! He got a response from an old friend who said his mom was looking to sell her house. Show your base you are the local market expert.
4.1 Know Your Unique Selling Factors
There are four things you should know to boost your confidence and swagger. You may not use all of these stats, but you should have them ready when you talk to customers.
1. We sell (x) times more…
2. We sell our homes (X) times faster…
3. We sell our homes for (X%) more on average…
4. We have (X) more five star reviews than any other agent in the marketplace.
When you use these unique selling points you can use a script like this….
“Clients work with us because we have the experience, we sell homes faster, and get our customers more money. We pride ourselves on customer experience and relationships, and we have 7x times more five star reviews than any agent in our marketplace. Our number one aim is to make sure you are our next five-star review and we want to deliver that experience to you. These are my competitive advantages (mention points above) that you can hold me accountable to.”
Remember if you are a new agent, you can use the stats from your office/team. You can leverage their numbers to support more customers.
Are you following the 4 Steps Lead plan? Or are you comfortable having $15 billion being spent from really large companies who want to take your clients and have them go somewhere else? Remember your strategy matters, and now more than ever, your ability to stay top of mind absolutely rules!
Strength and courage,
Wade
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