| Hey all, Here's a typical situation that's happened to me as a REALTOR. I read about a new lead generation idea. I break out the credit card and buy the "system". I spend days or weeks setting it up. Then I get 1 or 2 crappy leads and end up more frustrated than I was when I had no leads. Sound familiar? Here at guerilla realty, me and the team are constantly testing new lead generation ideas. We like ideas that yield not just 1 or 2 crappy leads, but TONS and TONS of quality customers. We especially like ideas that won't cost you any money. And we freakin LOVE ideas that can be implemented in an hour or less and then effectively run on "autopilot". This idea I'm about to share with you checks off all three boxes. Best of all, you can test it for yourself right now. You'll instantly know whether it works or I'm full of crap. We all know that Zillow makes millions using the listings that we submit to the MLS. It's almost like we're working for Zillow. Here's a hack that will turn that around and let Zillow work for you for a change. [Case Study] I used this five-minute hack to generate 13 buyer leads from Zillow last week (while spending $0.00)This guide is sure to make me even less popular with Zillow than I already am, but I don't care. Please feel free to share it far and wide with every agent you know. We will continue to update this case study as results from other agents pour in. Here's the direct URL if that link doesn't work https://www.guerillarealty.com/five-minute-hack-generate-13-buyer-leads-zillow-last-week/ By the way, although you can use this method without my Ultimate Website system, it's a heck of a lot easier if you have it. It won't change your results either way. It will just save you some precious time. Anyway my tools aren't expensive -- only $100 for the whole system, plus you get my robocaller, ad generator and a bunch of other goodies. All you have to do is check to see if it's available in your area first. Get My Ultimate Website System (Or check to see if it's available in your area) All the best, -Matt Jones P.S. - Have you joined my private Facebook group yet? It's free, and I'll sharing secret tactics I don't feel comfortable sharing on the blog. Join and meet and new like-minded agents. Guerilla Realty |
Friday, December 8, 2017
How to make ZILLOW work for YOU (instead of the other way around
Thursday, December 7, 2017
This 5-minute hack brought me 13 buyers (and one seller)
| Hey all, Here's a typical situation that's happened to me as a REALTOR. I read about a new lead generation idea. I break out the credit card and buy the "system". I spend days or weeks setting it up. Then I get 1 or 2 crappy leads and end up more frustrated than I was when I had no leads. Sound familiar? Here at guerilla realty, me and the team are constantly testing new lead generation ideas. We like ideas that yield not just 1 or 2 crappy leads, but TONS and TONS of quality customers. We especially like ideas that won't cost you any money. And we freakin LOVE ideas that can be implemented in an hour or less and then effectively run on "autopilot". This idea I'm about to share with you checks off all three boxes. Best of all, you can test it for yourself right now. You'll instantly know whether it works or I'm full of crap. We all know that Zillow makes millions using the listings that we submit to the MLS. It's almost like we're working for Zillow. Here's a hack that will turn that around and let Zillow work for you for a change. [Case Study] I used this five-minute hack to generate 13 buyer leads from Zillow last week (while spending $0.00)This guide is sure to make me even less popular with Zillow than I already am, but I don't care. Please feel free to share it far and wide with every agent you know. We will continue to update this case study as results from other agents pour in. Here's the direct URL if that link doesn't work https://www.guerillarealty.com/five-minute-hack-generate-13-buyer-leads-zillow-last-week/ By the way, although you can use this method without my Ultimate Website system, it's a heck of a lot easier if you have it. It won't change your results either way. It will just save you some precious time. Anyway my tools aren't expensive -- only $100 for the whole system, plus you get my robocaller, ad generator and a bunch of other goodies. All you have to do is check to see if it's available in your area first. Get My Ultimate Website System (Or check to see if it's available in your area) All the best, -Matt Jones P.S. - Have you joined my private Facebook group yet? It's free, and I'll sharing secret tactics I don't feel comfortable sharing on the blog. Join and meet and new like-minded agents. Guerilla Realty |
Wednesday, December 6, 2017
Cold calling is making a comeback -- what should you do?
| Hey all, I had an interesting conversation with an agent last week. We were talking about an idea that is recently making resurgence: cold calling. I don't have permission to share this agent's real name. I'll just refer to him as AD. As in "All Day". As in that's how long you'll be on the phone if you try cold calling. Anyway, AD told me his mentor wants him to make 50 cold calls a day to expired, fsbos, and other cold prospects. Mentors like AD's tell us we will get rich from cold calling. And they back it up with quick math. If you make 50 cold calls per day, statistically you'll reach about 5 people. That's 25 people per week. Statistically you'll convert 1 of those cold leads into a client. That's 1 new client per week. Not bad, right? That could represent $20k+ in commissions per month in a typical market. But is that really the whole picture? Let's to dig a little further into the math. First, 20-30% of those clients will be time wasters that never close. Take away 1-2 clients per month. Second, there's no time off. As you know cold calling is incredibly time intensive. Let's crunch the numbers. ____ 50 phone calls per day 45 no answers x 30 seconds each. That's 23 minutes. Now add 5 answers x 20 mins each. That's 1 hour and 40 minutes. But remember, your time is only 80% efficient. (I'm being very generous here. Most agents are probably closer to 50%.) That's approximately 2 hours and 30 minutes spent on the phone x 5 days a week. Miss a day? Subtract a client. Take a vacation? Subtract another. What you're left with is about 1 closing per month while working overtime at an activity that frankly isn't that enjoyable. At the same time, as agents we are made to feel guilty for not wanting to spend our lives cold calling prospects. The old school mentors treat us as if we are "lazy" if we search for a better way. But the fact of the matter is that cold calling is just not as lucrative as it was when those mentors were still active in the business. Before they retired to become coaches. With the advent of caller ID people are much less likely to answer a number they don't recognize. We live in a different world today. If I wanted to work a soul-sucking job to earn an average paycheck I would get a boring desk job. Wouldn't you? Anyway, AD signed up for my Ultimate Website system a few hours after our conversation. I don't think it was because he suddenly got smarter or suddenly liked my system more. I think it was because I gave him permission to not feel lazy for hating cold calls. There is a better way. Maybe you're in a similar position. Mentors are telling you cold calling is the answer. But you just can't bring yourself to do it. It's not you. It's just a lousy way to get leads. You need to put your lead generation on autopilot. I spend 5 minutes a day or less generating leads. And I only talk to people who reach out to ME. Not only do I have a higher conversion rate, I only spend about 30 minutes a day prospecting, and I enjoy every second of it because those phone calls aren't cold. If that appeals to you, don't rush out and buy my system right away. Just check and see if it's available in your market. That's the first step. It may be sold out. But if it's not, ask yourself do you want to spend the rest of your life cold calling to close 1 transaction per month? Or do you want to find a better way? Get My Ultimate Website System (Wait. Did you check to see if it's available in your area?) All the best, -Matt Jones P.S. - Have you joined my private Facebook group yet? It's free, and I'll sharing secret tactics I don't feel comfortable sharing on the blog. Join and meet and new like-minded agents. Guerilla Realty |
The story of how I finally "made it" in real estate
| Hey readers, I talk a lot about winning independence in real estate. You don't want to be dependent on lead companies like Zillow and Realtor.com. You don't want to be dependent on your broker. Heck, you don't really even want to be dependent on referrals to come your way. If you want to be successful in real estate, you need to take control of your own lead generation, so that you can capture new leads when and where you want. It reminds me of my own personal "Independence Day". I remember it like it was yesterday but it was actually September 1, 2002. You might find it inspirational, so I'll share it with you. I came into real estate -- like many of you -- as a second career. Being new to the business, I followed the advice of many experts whose books I'd read or whose training I took either in person or by recording. Now, I should mention that I had very high expectations: I expected to replace the six-figure income I had earned in my previous career and I was willing to work hard to do it. All the experts agreed that I'd make a lot of money by marketing to my "sphere of influence", producing a steady stream of referral business. I was excited because I am a very relational person, I have a large network of friends and acquaintances, and I make friends easily. That meant I was sure to do well relying on referral based business as long as I was diligent to consistently prospect my network. I divided my network by 25 (number of work days) so I would know how many to call each day, and worked through my database touching each person once a month by phone. I also mailed everyone my newsletter every month as well as postcards each time I got a new listing.. I was doing it just like I'd been trained — I was the poster child for networking or sphere of influence marketing. After three months of doing that, I realized that I was on track to make a whopping $30K for the year (which coincidentally was what the average agent made in 2002). What a disaster. How could I leave a job making $200-300K and jump into a new business making a tiny fraction of that?? The principle is simple: Do what everyone else is doing and you will get the results that everyone else is getting. Duh! That's the dumbest thing anyone can do -- exactly what everyone else does! And yet we fall into that type of thinking all the time. Maybe because it feels "safe". But in fact it's the most dangerous thing anyone can do. To me there's nothing more dangerous than just giving in and accepting a $30K/year income. I decided that wouldn't work for me. I had that "aha moment" where I realized that if I wanted to replace my income I needed to do something different. Sure, I was all for referral-based business — it seems easier because there is already a personal connection so there's no fear of rejection like there is with meeting people outside your network. The problem was that my network (and I had a large network because I had been a local business person for two decades) was not large enough to produce more transaction volume. The world was changing very quickly in 2002, and people just didn't rely on referrals from friends or neighbors like they once did. I would need to have a much bigger network to make more money. And even if I were somehow able to expand my personal network by three or four times, which was doubtful, I wouldn't have the time to adequately prospect that network, much less actually practice any real estate. Let's face it — there are only 24 hours in every day! I was confronted with the simple reality that I would have to supplement that "easy" business with my own lead generation, and I had to figure out a way to do it inexpensively. I had a gut feeling that people had begun to shop online so I set out to find my additional customers there but my website was not producing any business. I was forced to fundamentally rethink my website — to design a website that was focused on capturing leads and not just giving out information. And that changed everything. Nearly overnight, I went from famine to feast. I had so much business I had to either turn it away or find people to help me, so I began to hire agents and formed a team. My independence day was the day I realized that I could no longer depend on the "automatic" referral business to make my income goals. I had been "dependent" on the size of my personal network, and so I was limited in how much business I could do and the income I could earn. When I realized I needed to generate my own leads and not wait for them to come to me, my life and real estate practice changed forever. It was a decision. I DECIDED to be independent. The good news is that you can make that same decision. It's actually easier now than it was in 2002 because you don't have to figure out how to generate the leads like I did. I had to invent the technology to capture the business because it was not available anywhere. Today you don't have to reinvent the wheel… you just have to DECIDE that you want to be independent. Here's the bottom line: This year the average agent will earn just over $40K by doing almost exclusively referral-based business. If you're okay with that sort of income, just do what everyone else is doing, and you can expect those same results. But if you'd like to quit being dependent on your personal network to bring you the business, join me and make this your Independence Day. Get my Ultimate Website system -- the collection of tools I use to capture and covert 2-3 customer leads per day on autopilot. Can you imagine how good it would feel to never wonder where your next client is coming from? Can you imagine how liberating it would feel to TURN AWAY customers you didn't feel like working with!? You may think I sound like a jerk, but it feels awesome. What's holding you back, honestly? You can reply to this email and tell me whatever your hangups are. I won't make fun of you. I've heard everything from "I'm waiting for the right timing" to "I can't sign up because I need to talk to my mom first" (I'm not joking). Hit reply and tell me what's on your mind. I'll bet whatever it is it's not as embarrassing as "I need to ask my mommy". Let's get over your hangups now though, because come next month, you're going to be a month behind where you should be for the year.
Get My Ultimate Website System (Wait. Did you check to see if it's available in your area?) The only thing that might stop you is if is already sold out. I know that your state has very limited availability right now. It only takes 10 seconds to check availability. Just click here to check. Are you still on the fence? Read this email from one of my readers... Hi Matt, We haven't met before…but I'm a longtime reader and started using your Ultimate Website in Feb. I know you like to share reader emails, so share this!! I got into real estate ten years ago when the market was booming, and--let's be honest--it was quite easy to make money!! I didn't really know what I was doing so the recession was devastating to my business. I've spent the last several years "just getting by" but this year I've decided that wasn't enough. Your way of doing business has always resonated with me but I've never been willing to part with the money. But I finally bit the bullet and started using your Ultimate Website in February, and I can honestly say this has been my busiest spring ever -- 8 transactions and counting!! To anyone who wants the Ultimate Website but doesn't want to spend the money, let me just say I wish I had gotten over myself a long time ago. I spend almost as much in bananas as I do on my website, and my website makes me money!!! P.S. Can't wait to see my name in your email blast ;) -- June, WI I probably have a lot of readers just like June. My approach to real estate makes intuitive sense to you, but you're a skeptical person. You'd love to have an endless supply of new customers in your inbox every day, but you doubt that it could really be that simple. And because you don't know where your next customer is coming from, you want to save every dollar you can. Well, be like June. Get over yourself and take the plunge. There will never be a better time to do it than now. If you're like most people, you spend more than $33/mo. on Starbucks. Imagine putting that same money into new lead capture technology and being flooded with customers -- as many as five per day while running free ads. Business would be good again, wouldn't it? Get My Ultimate Website System (Wait. Did you check to see if it's available in your area?) All the best, -Matt Jones P.S. - Have you joined my private Facebook group yet? It's free, and I'll sharing secret tactics I don't feel comfortable sharing on the blog. Join and meet and new like-minded agents. Guerilla Realty |
Tuesday, December 5, 2017
Step by step breakdown of my lead generation machine
| Hey all, Happy Thanksgiving everyone. I'm thankful for a great year of making new tools for my fellow agents. I'm also thankful for a record-setting year for my business. But above all, I'm thankful for YOU my subscribers. My fellow agents that I've met since getting into real estate in 2002. This email is for you. At the end of the email I'm giving out one of my traditional (and insane) Black Friday deals. One day early. But you'll want to read the whole email first. Agents are interested in my Ultimate Website system because they love the idea of getting leads every day on auto pilot. But they aren't sure whether it would work for them. Normally there are two reasons. #1 - They don't know EXACTLY what's included or how it works. Or #2 - They aren't sure if it's easy enough for an average agent to use. Or if it's easy enough to get working right away. Let's be honest. We're all busy enough as it is. Even if it's the greatest system on earth, if it's not easy, it'll never work FOR US. So I'll make you an offer. I'll show you how I use the Ultimate Website system -- with a complete numbers breakdown. I'll lay out the best strategies I use to generate 100+ leads on autopilot every month... and try to paint a mental picture of how you will use these tools in your own business. Let's start with results. Last month me and my team generated 103 new leads without spending a dime in advertising -- on autopilot. This is much bigger than my monthly average of 86 leads per month (thanks largely to an innovative new Zillow strategy). But all of these leads were captured through my Guerilla Realty tools. Take a look. Lead Source Traffic Source I can count on 55% being seller leads, and half of those will be selling in my market (the other half will be relocating), which translates into roughly 23 new listing opportunities from these leads. My teams leads:closings ratio is consistently 18:1 (slightly better than average). So last month's lead haul represents between 5 and 6 closings in the next 120 days. Pretty cool, right? But how did we do it? Step by Step Guide You're probably already aware that the best source of real estate leads in 2017-2018 is classified ads. Obviously with Zillow, Realtor.com, and even referrals, leads are mostly random. The leads he got were anything but. Mobile home buyers. Renters. The worst of the worst. I don't have anything against low income buyers. But it's usually a lot of work for little pay. No thanks. But with classifieds, you can "design" the exact customers you want. Look at the latest demographic data on Craigslist vs Zillow home shoppers.
The reason most agents get poor results with classifieds is they start with a bad ad that gets little if any interest. And then, if a visitor somehow wanders over to their website for more info, they don't have the capture tools to get the lead. I'll share a better way. #1 - I have a tool that creates a perfect classified ad for me every time and takes all of the guesswork out of it. #2 - I have three separate capture tools to get the lead no matter how the customer moves. By the way, all of these tools are included in my Ultimate Website system...Check it out. Tool #1 - Ad generator tool The first thing I do is load a listing into my ad generator tool. You don't need your own listings. In fact whether you have 100 listings or 0 listings I recommend the same method: borrowing. To get the best customers, borrow the best listings. For me that means listings with incredible curb appeal at 20% above the average sale price in my market. This will eliminate virtually all of the riffraff and headache customers that suck up your time and pay out very little. It's pretty simple. You advertise the houses you want to sell to attract the customers you want to represent. Email the seller to get written permission to advertise the listing. This is the actual email I use to approach other agents: ___ Hey Joe, I was looking through the homes magazine… I really like your listing at 123 Elmwood and would love to sell it for you! I'm putting together my ads for the month and I have a a few open spots. Would you mind if I included this property? Thanks, let me know. -Matt ___ Now load the listing into your ad generator tool, press a button, and presto! you have a perfect optimized classified ad you can copy and paste onto any website. Our team of geeks has run thousands of tests and implemented hundreds of tiny tweaks to yield an ad with the highest possible click-through rates. I no longer have to spend two hours writing an ad and then wonder if it's gonna work, then stress out and rewrite the whole thing. Instead, writing a new ad takes about six seconds and I get the best possible ad every time. The ad will give the viewer three different ways to get more info (and three different ways for me to capture the lead). Tool #2 - Website (with capture) The first tool to get more info is my website. But it's armed with sophisticated lead capture that gets the visitor's name, email, and phone number. Tool #3 - Phone capture tool The next tool is a 1-800 hotline they can call for free recorded information or zero-through to talk directly to you. This system captures the caller's phone number every time, even if it's blocked or unlisted. Tool #4 - Text capture tool The final capture tool is a text auto responder tool. You've seen these on yard signs but you can actually use them anywhere. Even in an online classified ad. Assign a unique code to each listing, create a simple auto responder message that allows you to deliver more info to the customer -- and then sit back and capture leads around the clock. Personally I like to offer video tours. Imagine taking a video tour of a company listing (you could use your iPhone to record a quick tour). Then upload it to YouTube and program your auto responder to deliver the link to anyone who texts the unique code. Finally add a message to the bottom of each classified ad. "Save yourself a trip. Text 45906 to 555-555-5555 for a complete video tour." Tool #5 - Robocall tool The final tool is not a lead capture tool but a lead CONVERSION tool. A common problem when you capture 80+ leads per month is, after a few months, this is what your pipeline looks like: You have about 5 clients already in escrow (the now business). You are actively working with about 10 more clients. And then you have 300+ phase 1 leads sitting in your CRM. Maybe you had one good conversation with them but then you lost contact, forgot to follow up, or just got plain ghosted. What if there was a tool that would automatically prospect all 300 leads and probe for those customers that were ready to start looking at properties? That would be pretty cool right? Well that tool actually exists now. Enter the Guerilla Realty robocaller. Once a month or so you can record a quick message and let our robocaller tool individually call every lead in your database with that message. Just imagine. You could use it to announce your next open house. "Hi this is Matt Jones, this is a recorded message to let you know there's an open house in the [neighborhood] area of [city] this weekend. [Give listing info]. If you're interested press 1 and I'll text you the address." Or do a new listing alert. "Hi this is Matt Jones, I know...I know...everyone hates robocalls. But I had to call over 300 people and I had to get this message out quickly. A new listing came on the market about an hour ago but it will not be live in the MLS for 1-2 business days. [Give listing details.] If you want to schedule a showing before anyone else even knows this property is on the market, press 1. If you want me to text you more info on the property, press 2." On average you'll get a 2-5% response rate from a call like this. On my team's last robocaller blast, 13 people press 1 to schedule a showing or 2 for more info and now we are texting. Those are the five REALTOR tools we charge for. They are all included in our Ultimate Website system. Plus it comes with unlimited coaching from our team. And by the way, our entire coaching team are all active licensed realtors or part time agent. So you'll get someone to walk you through the best strategies step by step. You'd probably expect a premium system like this to cost around $1500/month. But we are revolutionizing the real estate industry and we believe every agent should have access to great tools -- not just those doing 50+ transactions per year. You can get the whole system for $100/month. (Or pay up front for the year and save $400.) But since it's Thanksgiving, we are giving away a ridiculous promotion for Black Friday like we do every year. Enter code "EASYSTART" to take $300 off at sign up. Yep you heard me right...$300. This will expire tomorrow so don't wait around. Do it. Here's the link By the way, if you haven't checked to see if we're sold out in your area yet, click here. When you sign up for All the best, -Matt Jones P.S. - Have you joined my private Facebook group yet? It's free, and I'll sharing secret tactics I don't feel comfortable sharing on the blog. Join and meet and new like-minded agents. Guerilla Realty |
Are cold calls the secret to wealth in real estate?
| Hey all, I had an interesting conversation with an agent last week. We were talking about an idea that is recently making resurgence: cold calling. I don't have permission to share this agent's real name. I'll just refer to him as AD. As in "All Day". As in that's how long you'll be on the phone if you try cold calling. Anyway, AD told me his mentor wants him to make 50 cold calls a day to expired, fsbos, and other cold prospects. Mentors like AD's tell us we will get rich from cold calling. And they back it up with quick math. If you make 50 cold calls per day, statistically you'll reach about 5 people. That's 25 people per week. Statistically you'll convert 1 of those cold leads into a client. That's 1 new client per week. Not bad, right? That could represent $20k+ in commissions per month in a typical market. But is that really the whole picture? Let's to dig a little further into the math. First, 20-30% of those clients will be time wasters that never close. Take away 1-2 clients per month. Second, there's no time off. As you know cold calling is incredibly time intensive. Let's crunch the numbers. ____ 50 phone calls per day 45 no answers x 30 seconds each. That's 23 minutes. Now add 5 answers x 20 mins each. That's 1 hour and 40 minutes. But remember, your time is only 80% efficient. (I'm being very generous here. Most agents are probably closer to 50%.) That's approximately 2 hours and 30 minutes spent on the phone x 5 days a week. Miss a day? Subtract a client. Take a vacation? Subtract another. What you're left with is about 1 closing per month while working overtime at an activity that frankly isn't that enjoyable. At the same time, as agents we are made to feel guilty for not wanting to spend our lives cold calling prospects. The old school mentors treat us as if we are "lazy" if we search for a better way. But the fact of the matter is that cold calling is just not as lucrative as it was when those mentors were still active in the business. Before they retired to become coaches. With the advent of caller ID people are much less likely to answer a number they don't recognize. We live in a different world today. If I wanted to work a soul-sucking job to earn an average paycheck I would get a boring desk job. Wouldn't you? Anyway, AD signed up for my Ultimate Website system a few hours after our conversation. I don't think it was because he suddenly got smarter or suddenly liked my system more. I think it was because I gave him permission to not feel lazy for hating cold calls. There is a better way. Maybe you're in a similar position. Mentors are telling you cold calling is the answer. But you just can't bring yourself to do it. It's not you. It's just a lousy way to get leads. You need to put your lead generation on autopilot. I spend 5 minutes a day or less generating leads. And I only talk to people who reach out to ME. Not only do I have a higher conversion rate, I only spend about 30 minutes a day prospecting, and I enjoy every second of it because those phone calls aren't cold. If that appeals to you, don't rush out and buy my system right away. Just check and see if it's available in your market. That's the first step. It may be sold out. But if it's not, ask yourself do you want to spend the rest of your life cold calling to close 1 transaction per month? Or do you want to find a better way? Get My Ultimate Website System (Wait. Did you check to see if it's available in your area?) All the best, -Matt Jones P.S. - Have you joined my private Facebook group yet? It's free, and I'll sharing secret tactics I don't feel comfortable sharing on the blog. Join and meet and new like-minded agents. Guerilla Realty |
Monday, December 4, 2017
I show you exactly how I use my tools to generate leads
| Hey all, Happy Thanksgiving everyone. I'm thankful for a great year of making new tools for my fellow agents. I'm also thankful for a record-setting year for my business. But above all, I'm thankful for YOU my subscribers. My fellow agents that I've met since getting into real estate in 2002. This email is for you. At the end of the email I'm giving out one of my traditional (and insane) Black Friday deals. One day early. But you'll want to read the whole email first. Agents are interested in my Ultimate Website system because they love the idea of getting leads every day on auto pilot. But they aren't sure whether it would work for them. Normally there are two reasons. #1 - They don't know EXACTLY what's included or how it works. Or #2 - They aren't sure if it's easy enough for an average agent to use. Or if it's easy enough to get working right away. Let's be honest. We're all busy enough as it is. Even if it's the greatest system on earth, if it's not easy, it'll never work FOR US. So I'll make you an offer. I'll show you how I use the Ultimate Website system -- with a complete numbers breakdown. I'll lay out the best strategies I use to generate 100+ leads on autopilot every month... and try to paint a mental picture of how you will use these tools in your own business. Let's start with results. Last month me and my team generated 103 new leads without spending a dime in advertising -- on autopilot. This is much bigger than my monthly average of 86 leads per month (thanks largely to an innovative new Zillow strategy). But all of these leads were captured through my Guerilla Realty tools. Take a look. Lead Source Traffic Source I can count on 55% being seller leads, and half of those will be selling in my market (the other half will be relocating), which translates into roughly 23 new listing opportunities from these leads. My teams leads:closings ratio is consistently 18:1 (slightly better than average). So last month's lead haul represents between 5 and 6 closings in the next 120 days. Pretty cool, right? But how did we do it? Step by Step Guide You're probably already aware that the best source of real estate leads in 2017-2018 is classified ads. Obviously with Zillow, Realtor.com, and even referrals, leads are mostly random. The leads he got were anything but. Mobile home buyers. Renters. The worst of the worst. I don't have anything against low income buyers. But it's usually a lot of work for little pay. No thanks. But with classifieds, you can "design" the exact customers you want. Look at the latest demographic data on Craigslist vs Zillow home shoppers.
The reason most agents get poor results with classifieds is they start with a bad ad that gets little if any interest. And then, if a visitor somehow wanders over to their website for more info, they don't have the capture tools to get the lead. I'll share a better way. #1 - I have a tool that creates a perfect classified ad for me every time and takes all of the guesswork out of it. #2 - I have three separate capture tools to get the lead no matter how the customer moves. By the way, all of these tools are included in my Ultimate Website system...Check it out. Tool #1 - Ad generator tool The first thing I do is load a listing into my ad generator tool. You don't need your own listings. In fact whether you have 100 listings or 0 listings I recommend the same method: borrowing. To get the best customers, borrow the best listings. For me that means listings with incredible curb appeal at 20% above the average sale price in my market. This will eliminate virtually all of the riffraff and headache customers that suck up your time and pay out very little. It's pretty simple. You advertise the houses you want to sell to attract the customers you want to represent. Email the seller to get written permission to advertise the listing. This is the actual email I use to approach other agents: ___ Hey Joe, I was looking through the homes magazine… I really like your listing at 123 Elmwood and would love to sell it for you! I'm putting together my ads for the month and I have a a few open spots. Would you mind if I included this property? Thanks, let me know. -Matt ___ Now load the listing into your ad generator tool, press a button, and presto! you have a perfect optimized classified ad you can copy and paste onto any website. Our team of geeks has run thousands of tests and implemented hundreds of tiny tweaks to yield an ad with the highest possible click-through rates. I no longer have to spend two hours writing an ad and then wonder if it's gonna work, then stress out and rewrite the whole thing. Instead, writing a new ad takes about six seconds and I get the best possible ad every time. The ad will give the viewer three different ways to get more info (and three different ways for me to capture the lead). Tool #2 - Website (with capture) The first tool to get more info is my website. But it's armed with sophisticated lead capture that gets the visitor's name, email, and phone number. Tool #3 - Phone capture tool The next tool is a 1-800 hotline they can call for free recorded information or zero-through to talk directly to you. This system captures the caller's phone number every time, even if it's blocked or unlisted. Tool #4 - Text capture tool The final capture tool is a text auto responder tool. You've seen these on yard signs but you can actually use them anywhere. Even in an online classified ad. Assign a unique code to each listing, create a simple auto responder message that allows you to deliver more info to the customer -- and then sit back and capture leads around the clock. Personally I like to offer video tours. Imagine taking a video tour of a company listing (you could use your iPhone to record a quick tour). Then upload it to YouTube and program your auto responder to deliver the link to anyone who texts the unique code. Finally add a message to the bottom of each classified ad. "Save yourself a trip. Text 45906 to 555-555-5555 for a complete video tour." Tool #5 - Robocall tool The final tool is not a lead capture tool but a lead CONVERSION tool. A common problem when you capture 80+ leads per month is, after a few months, this is what your pipeline looks like: You have about 5 clients already in escrow (the now business). You are actively working with about 10 more clients. And then you have 300+ phase 1 leads sitting in your CRM. Maybe you had one good conversation with them but then you lost contact, forgot to follow up, or just got plain ghosted. What if there was a tool that would automatically prospect all 300 leads and probe for those customers that were ready to start looking at properties? That would be pretty cool right? Well that tool actually exists now. Enter the Guerilla Realty robocaller. Once a month or so you can record a quick message and let our robocaller tool individually call every lead in your database with that message. Just imagine. You could use it to announce your next open house. "Hi this is Matt Jones, this is a recorded message to let you know there's an open house in the [neighborhood] area of [city] this weekend. [Give listing info]. If you're interested press 1 and I'll text you the address." Or do a new listing alert. "Hi this is Matt Jones, I know...I know...everyone hates robocalls. But I had to call over 300 people and I had to get this message out quickly. A new listing came on the market about an hour ago but it will not be live in the MLS for 1-2 business days. [Give listing details.] If you want to schedule a showing before anyone else even knows this property is on the market, press 1. If you want me to text you more info on the property, press 2." On average you'll get a 2-5% response rate from a call like this. On my team's last robocaller blast, 13 people press 1 to schedule a showing or 2 for more info and now we are texting. Those are the five REALTOR tools we charge for. They are all included in our Ultimate Website system. Plus it comes with unlimited coaching from our team. And by the way, our entire coaching team are all active licensed realtors or part time agent. So you'll get someone to walk you through the best strategies step by step. You'd probably expect a premium system like this to cost around $1500/month. But we are revolutionizing the real estate industry and we believe every agent should have access to great tools -- not just those doing 50+ transactions per year. You can get the whole system for $100/month. (Or pay up front for the year and save $400.) But since it's Thanksgiving, we are giving away a ridiculous promotion for Black Friday like we do every year. Enter code "EASYSTART" to take $300 off at sign up. Yep you heard me right...$300. This will expire tomorrow so don't wait around. Do it. Here's the link By the way, if you haven't checked to see if we're sold out in your area yet, click here. When you sign up for All the best, -Matt Jones P.S. - Have you joined my private Facebook group yet? It's free, and I'll sharing secret tactics I don't feel comfortable sharing on the blog. Join and meet and new like-minded agents. Guerilla Realty |
