Agent Leads university: 4 Things you (maybe) aren't doing that will help you turn more leads into contracts

Agent Leads University

Hey, guys. Josh here! This post is about four ways that you're probably not turning leads into contracts, or four things or methods that work in your marketing, and in your sale's follow-up. This is to help you take likes, shares, comments, turn them into leads, and turn those leads into conversations, meaningful interactions, and obviously appointments, contracts, and closings.

Number One: Facebook Friend Requesting
Whenever you generate a lead, especially through Facebook, send them a friend request. You want to friend request these Facebook leads that come in because, number one, Facebook personal profiles now in the recent months have more reach than they've had in a long time. What I mean by "reach" is they organically show up when you post more often to your friends and family.

Now, if your lead isn't your friend, then it's hard for them to be seen by you more often. When you send them a friend request, not only are they seeing your advertisement that's going across the newsfeed channels, but they're also now going to see your personal posts. They're also gonna be able to look at your personal profile and you're gonna be able to connect with them on Facebook Messenger more often.

Facebook Messenger
Facebook Messenger is an unbelievable avenue of engagement because open rates, click-through rates, all of the above are just infinitely higher there than text and email. It's a huge opportunity to send a friend request to every lead that comes through the door. When you do that, you grow your sphere of influence. You grow your referral network. Your paid Facebook ads not only are generating leads for you, but they're also an opportunity to burrow out, widen, create a larger SOI, a larger network of known individuals.

Different Types of Traffic
Remember, there's three kinds of traffic: cold, warm, hot. Your ads are running the cold traffic. People have never heard of you before. But when they've heard of you, when they see you and they give you their name, email address, and phone number, you're moving them to warm traffic. Warm traffic, that's where if you come their friend on Facebook it's a lot easier to move them over to hot traffic. Hot traffic's where we're seeing appointments and contracts and closings come in.

Number Two: Create a Facebook Group
Start a Facebook group. Start a Facebook group and then invite all those friends and all those leads to join your Facebook group. Now, why are Facebook groups important? Well, with the recent algorithm changes, the organic reach of a Facebook page, not Facebook advertising, that's over here on the side and it's operating and it still operates and works very well, but the organic, non-paid reach of a business page has been greatly diminished almost to zero because they need to make more room for the advertising inventory out there.

There's more advertisers on Facebook than ever. The Facebook business page organic reach is down, but if you create groups you're effectively creating more inventory for Facebook to create more engagement amongst their personal profiles. When you invite friends to Facebook groups, then you have another platform. It's literally like creating a whole new world or arena for them to engage with you.

What if you had a Facebook group and once a week on scheduled date and time you always did a live open house or a live virtual tour? I have Facebook Live trainings in our curriculum and our training center that you can use, but Facebook groups, their organic power is strong. When you're their friend and when you have them in a group, after they've seen an ad and they've given you their information, that's three levels of just permeation into their world that you can use to nurture them into a contract relationship down the road.

Number Three: Be Personal
Document what you're doing in your professional life. Don't feel like you have to go and create Hollywood-produced videos. You don't have to have a studio or anything. You can just do a live video at an open house or at your lender partner mortgage lender's office or on your front porch, whatever that is. Do Q & A's, first-time homebuyer Q & A sessions straight from your phone just like I'm doing it right now with this video. Do it inside the group. Do it from your personal profile. Do it on both. Utilize the document not creating strategy. Gary Vaynerchuck of VaynerMedia, big social media guru, super, super popular, his whole thing is “document, document, document”. In the normal pace of your workflow and the normal pace of your hustle and your grind as an agent, just document a few things two or three times a week. Make sure it's in that group or on that personal profile that I've alluded to in the first two points.

Number Four: Develop an Email Newsletter
Lastly, if you're not doing an email newsletter, we obviously in Agent Leads University have auto-responders set up, what if you started an email newsletter and you sent out the 50 most expensive houses in your market every week once a week? That newsletter could be any topic. I just threw that out there because it helps position you as a more valuable service provider.

At the end of the day, Email is not dead. What's dead is bad email, uninteresting email, email that doesn't matter, that's irrelevant. An email newsletter that's done well and done right is super, super valuable, if not for anything as a positioning tool that positions you as a thought leader, as a popular agent, as an agent who's in the know with the market conditions, as an agent who can sell my house fast, list my house quickly, get me the price that I want for my house, etc., etc., etc..

Email gives you an opportunity to do one thing, which is what all four of these tips that I've given you does, which is get attention and maintain attention. Attention is your number one most important aspect in your business. Don't forget, your business is not writing contracts and showing houses and getting listing appointments. Your business is the sales and marketing of your service. Concentrate on the sales and marketing of your service.

Utilize these tips that I've given you and in review, send your leads a friend request, start a Facebook group, document your strategies, document your movements, document what's going on in your everyday professional life. You can use personal, too. Use those videos in your personal profile, in your groups, and then lastly make sure you are emailing everyone every week, no matter what.

Hope this was helpful. Comment below if you need anything. Ask questions, whatever it might be. Look forward to hearing from you!

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