#WeekendCALL2Action – Lead week is coming next week!  You bet, I’m going to go over everything about lead generation you need to know all next week.  The CALL to Action is simple, make the calls now.  Or make the lists fresh for yourself to call next week.  You should have some sort of automation doing lead nurturing for yourself. But say you don’t next week I’m giving stuff away.  From a funnel system, to a proven script for follow up that converts.

What’s the BIG DEAL?  Why now?  Simple really, you’re about 60-90 days out from peak season of purchases and you need to start now if you want to see the best results this summer.  WHY? – Because people want to buy a house, they don’t want a mortgage!  And 90% of the leads are TRASH right out of the gate.  You have to nurture them, help them fix credit, show them the light at the end of the tunnel.  Sure you’ll find some gold nuggets in gaining leads online monthly, but the true ROI is when you’re into it 2-4 months down the line.  Many people just “give up” too soon.

Why do LO’s fail at lead generation online?  There’s a handful of reasons, but I’ll start with itemizing what NOT to do.  Number 1, you have a business page/fan page and have no relevancy score worthwhile to run ads on that page.  STOP doing that.  Create a community page and get instant relevancy higher than your 7 year old business page.  Number 2, if you don’t have some CRM, or follow up sequence built in to help nurture leads to life you’ve completely missed the boat on what “this” is all about.  I think every sales person will agree, the gold is in the follow up.  (we’ve all heard this before)  Number 3, treat the leads as leads.  They are not clients yet and the best campaigns are not for LO’s, they are for Real Estate Agents.  So as you run a 1st time home buyer ad, or advertise a property, the biggest thing NOT to do is put all your eggs in one basket.  What I mean here is don’t rely on crummy credit, no down payment having first time home buyers to build you a payday in the first 90 days.  These are “agent leads” and designed to help you expand your referral network.

I’ll go over more of what to do and NOT to do in lead generation ALL next week.  But the point is you should have a well rounded way of generating business.  You should have referrals from agents, you should have direct mortgage leads, and indirect leads you nurture as I mentioned.  You should have referrals from multiple sources that are not just RE Agents to be the most well rounded.  But Lead Gen is found around everywhere, both ONLINE and OFFLINE.  And in reality the whole kitten caboodle is called “Branding”.   We’ll go over what that looks like next week as well.

In the mean time, if you don’t have deals to submit #GetOnPoint, the best advice is to take the time to read this link about lead generation. –> LEAD GENERATION 101

If you are serious about getting started with something get on the blog #Vlog next week, I’ll highlight programs, people, systems, and do’s & don’ts of lead gen all week.

#SellWell