Hi everyone! Travis Robertson
real estate coach, CEO and founder of Robertson coaching international,
where we help agents just like you create businesses that support your life
not run your life. now I'm really excited today to be bringing to you
part 2 our five-part series on the five phases
of marketing. The five different phases that each of your leads are gonna go
through
now real quick if you haven't watched phase one there's a link below this video
make sure you go back watch phase one and then come back here to phase 2
now phase two is what we call lead nurturing
lead nurturing this is where most agents businesses
end up breaking down see we get the lead in but then what happens after that
not a whole lot most agents end up chasing what we like to call
the hot 5 percent but that begs the question:
what happens to the other ninety-five percent who aren't
hot and all your marketing is doing is focusing on the hot five percent
have any idea what happens to the other 95 percent
by default you're ignoring them! In fact I was doing a conference one time and a
gentleman in the front row goes
"yeah I actually do ignore them" and at least he was being honest
but the reality is we can't ignore those ninety-five percent of leads
that aren't ready to move forward with this right now you see the average
internet lead is anywhere from six to 18 months
out from being ready to move forward so the question becomes this
what are you gonna do how are you going to communicate with them
until they're ready to move forward that's the key question
at this phase what are you gonna do to communicate with them
until they're ready to move forward now there's a couple things you need to keep
in mind on average most
agents touch their leads anywhere from 1
to three times before giving up. unfortunately for them
most sales don't happen until after 8
to 12 different touches so by giving up after 1-3 touch
it puts you at a disadvantage over those who are willing to touch their
prospects more frequently
and I don't mean in a perverted way... alright?
so what does this look like? what a good lead nurturing system
is is it's got to be keeping you in front of the people
that you're intending to serve, bringing them value on a consistent
regular basis. what we would encourage you to do is this:
when a lead comes in you almost want to over communicate with them
until they get back to you. see the biggest problem we have is what
they're not calling us back they're not emailing you back. so how do we avoid
that? we keep trying,
we keep trying and we keep trying, like the little engine that could
you don't give up until you talk to them or
until they respond. There was a great study by inside sales dot com what they
found
is that if you only touch your clients five times, your
odds of getting a sale only go up by about 50 percent.
after 12 touches it goes up by ninety percent.
so you've got to be more frequent, more verbal
with the people that you're trying to communicate. now the big question I get
asked is this "but
how much contacting them is too much? what point do I become
a spammer?" and nobody wants to be a spammer. right, well here's the thing:
if you provide real value you can't market too much
but if all you're doing is going "I'm awesome, I'm awesome, I'm the number one
realtor
in Newport Beach, California under six foot one, weighing
175 pounds or less with brown hair." Nobody cares.
Who do they care about? Themselves. Right? see they're all tuned into the same station
we've heard this
what's in it for me your marketing
has to be focused on providing them value, telling them
what's in it for them. Meet their needs, their wants,
their desires, their hurts, their pains in your marketing
and I promise you this: they're never going to ask you to stop
and if they do they're not the right client for you. so if only five percent
of your leads are hot
it's now time to develop a consistent systemized
lead nurture follow-up where you're gonna keep in contact,
keep value happening until they're ready to raise their hand. I'm Travis Roberts
and it's been a pleasure bringing this value to you.
If you found this valuable like the video below make sure you comment leave
me any questions you have
you can also visit us online at Travis Robertson dot com.
if you have any questions on our program, our coaching or what you've seen here
today
I look forward to seeing you in the next video as we tackle the last three phases
in our five-part series
the problem is that you need to touch them more frequently not in a bad way
but just in a good way right
you need to touch them more frequently. you can't laugh in the background there
you want to caress
your leads. frequently.
Hi I'm Travis Robertson
welcome to the love coach okay
so, umm.