CEO and founder of Robertson coaching international

where we help agents just like you create businesses that support their

lives

and don't run their lives. now I'm coming to you today with the third

part in our five-part series on the five phases of marketing.

if you haven't had a chance yet make sure you watch the first two phases

using the links in this video or down below. so what is phase 3?

phase three is all about lead conversion meaning from the time somebody raises

their hand and says

"I wanna meet with you" to the time that they signed on the dotted line either

for you to list their home

or if you get them to sign a buyer agency agreement. see what happens is for

most agents

from the time somebody raises their hand to the time they sign on the dotted line:

not a whole lot. So what does this need to look like? First what we want to do is

we want to make sure that we're answering

the right question. Remember I told you that every phase

has a key question that you have to answer for your business?

what's that question here? How can I improve

my conversion rate? How can you improve your conversion rate from the time

somebody raises their hand

to the time somebody signs on the dotted line? Unfortunately

for most agents when somebody raises their hand and says "hey I want to meet

with you";

you know what happens? Not a whole lot. Maybe they set an appointment

for Friday afternoon and then between Tuesday

and Friday afternoon their marketing dries up. Maybe

just maybe they do what? They call to confirm the appointment but beyond that

nothing else is happening and this is a huge

opportunity for you to put a large distance between you and any other

agents

that potential client may be meeting. So how do we do this?

A couple ideas I want you to think about. One of our coaches by the name of Nathan

Dart

converts his listing presentations at ninety

four percent, month in, month out, converts his listing presentations

at 94 percent. So what are some other things that he does?

First what Nathan does when somebody raises their hand and says "maybe we want

you to come take a look at our home

and tell us what you think you can list it for." What Nathan does is he

doesn't set the appointment right away. Instead his

process is designed to give him a couple of

extra days to market to that person. So he says "you know what, if today's Tuesday

we're not going to meet until Friday. Friday is the first availability

that I have for them." Now what does this do for Nathan?

This allows Nathan to send his prospects

valuable information that's gonna educate them, inform them

on the process that they're going to be going through and

on Nathan's team, but it's not a puff piece; they're not brag pieces.

What they are is they're pieces that are designed to build rapport

with the people that they're trying to serve. So a couple things they do is they

send a package via First Class Mail

and it's got beautifully designed brochures. It's got

information on what it's like to list your home,

how to interview an agent. Another thing they do is they send out a video,

an incredible client testimonial video that's rather than Nathan standing back

there going

"aren't I awesome? aren't we great?" Which let's be honest, everybody expects Nathan to say

because at the end of the day none of us walk up to somebody and go

"hey you know what I'm kind of a little shady, kind of a little slimy,

probably gonna lie to you throughout this entire process." Nobdody is going to do

that.

So instead of Nathan bragging on himself, what he did

is he got a great video pulled together where his clients are the ones providing

the testimonials

and putting the prospect's mind at ease so by the time Nathan

shows up on Friday for the appointment, you know what he's got?

He's got a person who's much more likely to move forward.

in fact about half the time Nathan shows up they don't even want him to do

the listing presentation

they just say "Nathan, none of the other agents did everything that you do.

None of the other agents provided all that value, all that information that you

provided.

Can we just sign on the dotted line?" And instead of saying absolutely, you know

what Nathan does?

He says "I need a set proper expectations with you.

So we're still gonna go through the listing presentation and I'm still going to walk you through

everything we need to do

and this is going to be how I provide you more value

then maybe you're getting from other people so that you walk into this with

eyes wide open

and I walk into this with eyes wide open as well." There's a lot you can do from

the time somebody raises their hand to the time somebody signs on the dotted

line.

It just takes a little bit of creativity and a little bit of thinking

outside the box and realizing what a great time to not just slow down the

marketing

but to ramp up the marketing. That's it for phase three of this series talking about

lead conversion.

Still two more phases to go, lots of ideas and tactics and strategies you can

use.

As always if you have any questions or comments or ideas

let us know in the comments below or visit us online at travisrobertson

dot com

and we can answer any questions you have about the content in this video

or our coaching program or training programs and how we might be able to

help you

take your business to that next level. I look forward to seeing it

in the next video.