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  • 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.

Hi everyone! Travis Robertson

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