Dawn Matzen and Geri Anderson of the Keller Williams Bob Lucido Team came all the way from Ellicott City, Maryland down to sunny San Diego last week – and we were lucky enough to fit into their busy (but FUN) schedule.
They took a break between touring the Midway Museum and – as Geri put it – other “touristy” activities, and stopped by Verse HQ to say hi to their Account Managers, Jarrod and Brittany, along with the rest of the crew. During their visit they had the opportunity to hear about the success our agents are experiencing across the country and discuss how excited we both are to continue to strengthen our already strong relationship (Click here to watch their IN PERSON testimonial video).
Both Geri and Dawn have been with Verse only four months and already have two houses in escrow, two signed listing agreements, one home sold, and are showing two buyers properties as we speak. Bob Lucido must be proud to have these two on his team – especially considering he’s running the #1 Keller Williams Team in the World!
The Bob Lucido Team is as impressive as it gets with its award winning marketing, high quality, upscale brochures, in-house stagers, in-house photographers, three offices, and so much more! We couldn’t be more proud to be working with two of the top selling Realtors on the entire squad!
Thank you again Dawn and Geri for being awesome agents and for taking the time to travel across the country and say hello to our awesome crew!
It’s one of the best parts of your day: that moment when you check your email and there’s a new “hot” lead waiting for you. What a feeling… your next deal has just arrived!
But then reality hits when you call and there’s no answer, or worse yet, when you discover that none of the lead’s information is valid. Then you ask yourself, “Did I really just pay for that lead?”
If invalid contact information or non-responsive prospects were the only issues when purchasing leads, that would be ok from a business standpoint. It’s just the price of doing business, right?
The bigger issue surfaces when agents don’t even bother to call their leads. Not even once. Agents pay over $15 Billion (yes, with a capital “B”) in leads annually, yet a whopping 45% of those leads don’t receive a single phone call. That’s naive, wasteful, bad business.
For most agents, the hope is that hot prospects are going to simply jump into their boats, like Asian carp, as they coast down the river. Again, that’s naive, wasteful, bad business.
Agents think they’ll be able to handle the rest of their business while leads magically appear and qualify themselves. I hate to be the one to break it to you, but it doesn’t happen like that.
Instead, agents need to start following this Formula for Lead Success:
A. Call every prospect
B. Follow up diligently
C. Keep meticulous notes
D. Send out drip campaigns*
E. Personalize your service
F. Nurture each lead
G. Be creative
In other words, expect to treat leads like prize clients, even when they’re not that into you. It’s HARD work. It takes patience, perseverance, and persistence; no wonder it has been difficult for agents to engage and nurture all of the leads they have paid for. Until now.
Right now it’s time to take a long hard look in the “truth” mirror of lead generation: Have you truly capitalized on your investments or have you hoped that the fish were simply going to jump into your boat?
Sadly, most agents will have to admit to the latter.
After coaching thousands of real estate agents, I’ve learned that one of the most important things you can do is to take a serious look at where you’re spending your hard earned money. Make your investment prove itself! Stop throwing your money away in hopes that high quality prospects are going to simply jump into your inbox. You’re letting your lead sources take advantage of your hopes and dreams without promising anything in return.
Now is the time to start aligning yourself only with people and companies that can help take you to the next level.
This is YOUR business. Nobody else’s. When you waste a lead, you may as well be setting your money on fire. Failure is NOT an option.
NOTES: A drip campaign is a method used in direct marketing to acquire customers through repetitive marketing actions. It involves sending marketing information to prospects repeatedly over longer periods of time in order to nurture prospects or leads.