Soooooo. Went on that 500k listing Lead appt. I got the listing but he wants to buy a million dollar home too ??????????????
I know that’s not normal but I’ve been with psl for 30 days hahah. Stoked!
Sharing so those that might be discouraged will just keep following up.
On my second week now with Prime ISA and so far they have had 6 leads contacted that are not quite ready to buy or sell at this time, but they have let us know that they are interested in meeting with you in the near future! and are interested in listing.
I have contacted three of the leads with follow-up and have booked one appt the end of the month for a $400K SELLING appt. We don’t list properties, we SELL properties.
Some of these are old leads and some are new Facebook Home Evaluation campaigns. I am currently running two campaigns and spending only $15.00 a day per campaign.
For July 3rd thru the 9th, we got 18 leads and only spent $30.00 at $5.00 per day and that was July 4th week which is vacation time.
The leads quality we market on Facebook are great since our Detailed Targeting we ONLY use Likely to Move, Homeowners then pick the cities we want and age 27 plus.
Hey Josh, hope you guys are safe over there! Just wanted to give PSL a HUGE thank you for helping close another 6 deals this last month. All leads that I thought were gone, your awesome team of ISA’s brought back to life. 2.5M in volume out of the 8.6m we did in August was a DIRECT result of PSL crew! So, nice job guys!
I’ve officially had Prime ISA for about a week now. About 200 leads that were previously marked as “dead”…. we have 7 under contract. What was TRULY amazing… they didn’t set 7 appointments… they just put the bug back in the ear of those clients.
If you are on the fence about Prime ISA, just take my word for it and sign up. It will literally be the best money you spend. The fortune is in the followup…
Tips for running a successful advertising campaign……..
1) You have full control over every portion of your PSL website. Try HD background wallpaper images that are representative of your area. The more localized you can make your background wallpaper images that rotate, the better your site will convert. Try using specific pictures of your market that are obvious to anyone living there.
2) Experiment with turning off the header navigation menu at the top of your site. See which works better for your market. If you are using the top navigation menu option, make sure that you put your social media links there.
3) Try different themes and color options for your site. There are various different themes, and virtually UNLIMITED color options that you can choose for your PSL site to make it unique and stand out.
Voicemail Autoresponders are now live! Do you not have time to call your leads IMMEDIATELY as soon as the lead comes in? Don’t wait – turn on the Voicemail Autoresponder and have them receive a Voicemail message from you within minutes of submitting their lead. Here is how it works….
Step 1: Goto >> Marketing >> Manage Voicemails. From here you will record the Voicemail Template / Message that you want to use as your Voicemail Autoresponder.
Step 2: Please see screenshot-1.png – Goto >> Marketing >> Voicemail >> Voicemail Autoresponder
Step 3: Please see screenshot-2.png – On the page that comes up, first enable the Voicemail Autoresponder. Next choose the caller ID that you want to appear as where your voicemail came from. After that, change the “Auto Respond After” field to the number of minutes AFTER the lead has been submitted that you want the lead to receive your voicemail message. I would suggest 5 minutes or 10 minutes. Then select the Voicemail Message that you recorded from the “Audio File” drop down menu. Finally, decide whether or not you want to send the Voicemail Messages only to mobile phone numbers or all phone numbers.
Step 4: Click the green “Save Schedule” button!
PLEASE NOTE – once you Enable the Voicemail Autoresponder EVERY new lead that comes in will receive the recorded voicemail message direct to their voicemail on their phone, as long as they provided a working phone number.Read More
Interesting information….a former PSL client from a year ago called the office. He had generated about 100 leads a year ago. He said he gave each one of them a phone call or two, maybe an email, and then decided after 30 days it wasn’t worth the effort and canceled. A few days ago he decided to go back and look up every address from the PSL leads and discovered that 20 of the properties turned into listings with another agent and were sold in the last 6 months. He promptly signed up again. I don’t care if they are PSL leads or from another source…..your database of leads is a gold mine if you mine them properly. Bob Corcoran once told me something I’ve never forgotten. EVERY house will eventually be sold at some point in time. Even if it burns down you can still sell the land.Read More
For all of our newer members I would like to talk a little bit about Full Leads, Partial Leads and Conversion numbers.
Let’s talk numbers…
Partial Leads – a partial lead is when someone enters their address in Step #1 on your PSL site and when they get to Step #2 they decide to leave the site without entering any additional information. Let’s compare this type of “lead” to what occurs on a “regular” buyer themed website. It doesn’t matter if it’s a Boomtown, REW or any other type of buyer IDX type site, on average every 90-94 visitors out of 100 to a buyer type site will leave the site without registering. That means that only 6 – 10% of visitors to a buyer site per day will end up registering and leaving their lead information. How do I know these numbers are accurate? Because I run the Google Adwords campaigns for dozens and dozens of these buyer type sites. On these buyer IDX sites, there are not any type of “partial” leads – either you get someones lead information or you do not. There is nothing the matter with partial leads, they are simply another tool to use to try and turn a website visitor into a listing. Every agent has different ways of working them. Some agents choose not to work partials at all. Others send postcards, knock on the door, look up the lead information online, check tax records, etc. I know for a fact from talking to our clients that partial leads are being turned into listings on a consistent basis. We had a huge amount of feedback from our PSL clients requesting that we add the ability to turn a partial lead into a full lead, which we did. These requests weren’t being made because partial leads are worthless, trust me! 🙂
Full Leads – As stated above, the average buyer themed IDX type website (Boomtown, REW ,etc) will convert at somewhere between 6-10%. PSL sites convert full leads in the neighborhood of 15 – 35% on a daily basis (this does NOT include partial lead numbers as well). Yesterday the highest conversion ratio was 66%. So, on average, out of every 100 hits to a PSL site 15 of those should turn into full leads. That’s an excellent conversion ratio, even with the other 85 people leaving the site without becoming a lead. On the internet we can’t force people to give us their lead information, so we have to design our websites to ensure that the highest possible number of visitors possible will give us their lead information. Internet leads are a numbers game pure and simple. The more leads you get, the greater chance for success (listings or buyers) we have.
Fake Leads – Forget fake leads, they do not matter. That’s right, they do NOT matter. They are all part of the raw numbers that lead to your ultimate success. Let me explain. The average agent is going to convert 1% of their seller or buyer leads into either a listing or a sold home. That means that 99 out of every 100 leads that they get don’t do anything with them. Think about that – 99 out of every 100 leads don’t do anything with the average agent. Does it matter if those 99 leads have given a correct name, phone number and email address? Is there really any difference if some of those 99 leads gave fake information such as Mickey Mouse or a vulgarity as their name along with a fake phone and email address? Absolutely not – because the end result is still the same – the agent did not convert that person into a listing or a sold home. It makes no difference. Internet leads are a numbers game – the more leads that you generate, the greater chance for success that you have. By the way, there are plenty of agents out there that convert leads into listings / buyers at 3-5% or higher. It all comes down to the systems they have in place and their individual skill.
Conversion Numbers (Leads to Listings) – This is a common question we receive and one that is not easy to answer because every agent is different. For example, if I have 100 seller leads available in the Las Vegas area and I give those EXACT SAME 100 Leads to both Agent Jane and Agent John (no we don’t really do this your PSL leads are NOT shared with anyone else this is just an example) both Jane and John are going to get a different amount of listing appointments and listings from those same EXACT 100 leads. Why? Because Jane and John are both going to work those leads differently. One agent might call their leads immediately, while the other waits. Each agent has different follow up systems to keep in contact with the lead. One agent might have a much better listing presentation style than the other agent. My point is that the PSL system can show you how to generate the traffic to your site, which is 100% guaranteed because you are purchasing that traffic. The PSL system has then been designed to convert that traffic into full leads at a very high rate (15 – 35% on average). Once the leads are captured, how many of them ultimately are converted into listing appointments and actual listings will come down to the individual agents skills and systems that they have in place.
A perfect example of this is the email that I received last night from one of our PSL members:
“In less than one month our results so far are 5 listings Active AND Pending, one listing appointment as we speak, and a growing book of future listings. I have had 80+ “Full” leads, 160 “Partial” Leads. For my “Partial’s”, my Virtual Assistant in India and my Marketing Assistant have teamed up to get 100 CMA’s ready to hit print and mail out here.”
Conversion Number $$$ Potential – As I stated above, internet leads (seller or buyer) are a pure numbers game. The more leads that you get, the greater chance for success that you have. The numbers don’t lie. Let’s assume that the average agent will convert 1% of their leads into a listing – which is very reasonable. So out of every 100 leads, 1 of those leads should turn into a listing. The average cost per lead is extremely low, depending upon your market it averages anywhere from $1.50 to $6.00 per lead. For our numbers though, let’s estimate that you are paying a lot more than that per lead – let’s say $10 per lead. So if you generated 100 leads in a month at $10 per lead, those leads would have cost you $1000. If you converted those leads into listings at 1% – that means 1 out of those 100 leads turned into a listing. Let’s assume an average sales price of a home is $150,000 along with a 3% commission rate for your side of the transaction. This would be a total commission of $4500. If your spilts at your brokerage are 50%, that would leave you with a commission check for $2250.
Not bad! You would have spent $1000 to generate 100 leads, one of which would have turned into a listing and commission check for $2250. That’s a pretty good profit margin!
Now imagine if you are only paying $5 or less per lead, with a greater home sales price, with higher splits.. 🙂Read More
Do NOT be this person: I have a real estate agent friend who received a Realtor.com listing lead last week, for a property worth just over $1 million. The lead came in when she was just about to start playing tennis. Instead of stepping aside to call the lead right away, she decided to proceed her with match and told herself she would call afterwards. One thing led to another, and she didn’t call until the next day. At that point it was too late, the homeowner told her that another agent had already been out to the property and they had just signed a listing agreement with them. I’ve told her a million times, ALWAYS assume that every single lead you get has also submitted their information on other Realtors websites as well and to call, text, email…SOMETHING right away. That tennis match just cost her roughly $30,000. I understand it can be frustrating making calls and reaching out to leads who don’t answer the phone. However, isn’t that just life that the one call you don’t make right away is the one that is ready to go right then and there?Read More
BUYER LEADS + ADWORDS = GOLD: I think this is useful information for our new group members or anyone who hasn’t seen this before….
Have you ever wondered how you can get the absolute highest quality buyer leads from Google Adwords? It’s quite simple, and it’s guaranteed to work. Interested? Read on…
For everyone reading this, I’m going to assume that you have an IDX capable buyer’s website (all of you should have one). For my example, let’s say that you are an agent who wants to dominate the luxury market in Las Vegas, however what I am going to describe will work for any property type, city or area in the USA or Canada. Let’s also assume that you have a website that covers ALL property types in Las Vegas, not just luxury.
Before we dig into this further, we all need to have a conceptual understanding of how Google Adwords works, and how it is different from Facebook advertising. With Google Adwords we are bidding on keywords, or search terms. An example of keywords would be “Las Vegas Real Estate” or “Las Vegas Homes for Sale”. You can set a different bid amount for each unique keyword that you are bidding on. With Google Adwords you can also target a geographic area so that you are only bidding on traffic from that specific area. Most likely, if you are an agent in Las Vegas, you only want to spend money on website visitors in Las Vegas. There are of course instances where certain Agents would want to attract traffic from outside of their market. Facebook advertising is different, you are not bidding on keywords at all. You are bidding on a geographical area where you want the ad to show up within people’s newsfeeds. Facebook offers many demographic targeting variables that you can utilize as well.
Most agents make the mistake of bidding on the popular keywords only. In Las Vegas, these would be the keywords I used above, such as “Las Vegas Real Estate”, “Las Vegas Homes for Sale”, “real estate in Las Vegas”, etc. This is a mistake for several reasons. First is that these are going to be incredibly expensive keywords, and highly competitive. Unless you have a massive daily budget, you are going to spend your daily budget quite quickly with a high cost per click. If you have a budget of $20 per day, that could be just a few clicks and you are already done for the day. Additionally, it is a mistake bidding on these types of keywords because the QUALITY of the lead is likely not going to be very good. Let me explain why…
Let’s say that I just found out last week that my company is transferring me to Las Vegas and I know nothing about the area. I have no idea how much homes cost, I don’t know where to live, the only thing I know is what I can afford. Let’s say I can afford an $200k home. What’s the first thing that I do? I go to Google and what am I going to type in? Most likely “Las Vegas Real Estate” or “Las Vegas Homes for Sale”. I click one of the Adwords ads, and right away I’m an expensive click. Once I register through the forced registration on the site so that I can search for homes, not only was I an expensive click, but I’m a terrible lead. A $200,000 home in the area I’m moving from buys me something completely different than what I can buy in Las Vegas for $200,000. In my opinion this is NOT a high-quality lead. Not that I can’t turn into a sale, however I’m in the extreme early days of being educated about the market. Once again, I’m a lead, however I’m not a high-quality lead.
Now let’s flip it around. I’m a lead that has been doing my research already online and found that I really like the homes in the community of Queensridge in Las Vegas. I have a budget of $800,000. That isn’t going to get me the most expensive home in Queensridge, however there are certainly homes there that I can afford to live in that are all in my price range. When I go to Google I search for keywords such as “Queensridge Real Estate”, “Queensridge Homes for sale”, “Luxury homes in Queensridge”, etc. The cost per click (CPC) for these specific community keywords will be significantly less than one of the major generic keywords. Now when I register with the forced registration and give my lead information THAT is a kick ass lead. The buyer is educated. He’s realistic. He knows where he wants to live. He’s much further along in the sales process than the lead in the previous example. Like I said, he knows exactly where he wants to live. This is a READY, WILLING and ABLE buyer! Are you going to sell him a home every single time? Of course not. However, you will sell this type of lead a home at a MUCH higher rate than you will the lead in the first example. Guaranteed. And the best part is the cost for this unique visitor will be DRASTICALLY less. Cheaper traffic and higher quality leads. It’s a win win!
THIS IS VERY IMPORTANT – in fact it’s the absolute key to this working correctly: You must have a unique page setup on your website for every single community, area and/or city. These pages are where you send the traffic to for each community, area/city. For example, for people coming to your website who searched for the community Queensridge, they MUST be sent to a page on your website that is ONLY about Queensridge. That page should list example homes for sale in Queensridge, the ability to search for more homes in Queensridge, and information about the Queensridge community.
So the moral of the story is keywords such as “Las Vegas Real Estate” and “Las Vegas Homes for Sale” will get a TON of traffic. Lots and lots of it. The leads won’t be high quality though because they are general leads who could be interested in a mobile home or a mansion. Targeted qualified leads for a specific property type or community such as “Queensridge” will get not a lot of traffic, a very low number in fact. It will also generate a very low number of leads…..but those leads will be GOLD.Read More
I wanted to share a drip email example that works wonders…..I call it the “pest” email. Use a variation of this email for those leads that you can not get to answer your phone calls, answer your texts, or emails. I’ll bet you’ll be surprised how well this works. It seems to generate an emotional response where they feel bad about not talking to you. Give it a try and let me know how it works for you!
Email Subject/Title: Am I being a Pest?
Hi (First Name),
Seven days ago you filled out an information request on our website at http://www.abc.com. Since then I’ve been calling you everyday. I seem to be walking a fine line between being an attentive Realtor and a complete pest!
Could you please take a minute to call, text or email me and let me know if you are still interested in receiving information about CITY real estate?
I’ll be happy to work with you even if your plans are long range….just let me know.
Thanks (First Name),
John Q. RealtorRead More
Partial leads. You hate them. You love them. It depends whom you ask. They are either your best friend or the bane of your existence. I think there is confusion on exactly what Partial Leads ARE though. So instead of starting off with how they play into seller lead generation with PSL, let’s explore what they would look like if they were a part of your buyer lead generation efforts. Everyone has a buyer site that includes IDX home search capabilities. So how would you get a partial lead on a buyer site, such as an REW, Boomtown, Commissions Inc, Real Geeks, etc? For my example let’s assume forced registration is turned on.
If one of your website visitors on your buyer site did a search for a specific MLS number, or city/area, exact street address they would get the forced registration screen that pops up. What if the website visitor decided not to enter their personal information? Then THAT would be a partial lead on a buyer site. The only information that you would get would be the information that they searched for……so the MLS number, city/area that they searched for, the exact street address, etc. As far as I know, buyer websites do not provide this type of partial lead information. So that is all that a partial lead would be when talking about buyer IDX sites. Pretty simple right? I would like to point out, just imagine how many buyer “partial” leads you would receive if this feature was offered on for buyer sites. TONS….and then some. Remember – on average every 90-94 visitors out of 100 to a buyer type site will leave the site without registering. That means that only 6 – 10% of visitors to a buyer site per day will end up registering and leave their lead information. That would be A LOT of partial leads!
For your PSL seller lead generation sites, a partial lead is very similar. If someone enters their address on Step 1, yet chooses not to enter their personal information on the next step, this is what we consider a Partial lead. We provide you with the address that was entered in Step 1, yet that is it. Now, at PSL we take this a step further…..we will automatically try and “convert” that partial lead into a full lead where we are able to provide you with a Name, email and/or phone number. You do not need to do anything else, we handle this all for you automatically. There is absolutely nothing the matter with partial leads, think of them as another opportunity to try and turn a website visitor into a listing. There are a million different ways of working these leads. It just depends on your personal business model, and level of comfort in working these leads. Some agents choose not to work partials at all, and turn off the PSL Partial Lead notifications. Some agents will send their partial leads postcards, knock on the partial leads address door, look up the lead information online, check tax records, etc. Partial leads are being turned into listings on a consistent basis. The entire reason that we start collecting Partial lead information was because our PSL clients requested that we add the ability to turn a partial lead into a full lead, which we did. These requests weren’t being made because partial leads are worthless!
As a quick aside, I’m obsessed with generating all of you more phone numbers. I’m working on quite a few ideas that I’m testing out and developing to make this happen. I will make this happen. In a perfect world we can do away with Partial Leads entirely, and every lead will be a full lead. That is our goal. Until that day arrives, my suggestion would be to not ignore partial leads now that hopefully I’ve made it more clear to those of you who were confused on exactly what a partial lead is.Read More
GET HIGHER QUALITY LEADS: Do you want to know how to receive higher quality leads from your buyer or seller sites? The answer is EASY. You simply need to send extremely targeted traffic to a page that has been specifically setup for that unique area / community / property type that you are targeting. Let me show you a few examples…..if you do this, you will 100% get higher quality leads.
Let’s say that you want to target individuals that would be interested in selling their downtown San Antonio condo. Most people would just send traffic from Facebook targeting all of San Antonio, or on Google Adwords bidding on keywords such as “San Antonio real estate”. Big mistake. You would still get leads from these marketing efforts, however the vast majority of traffic would NOT be from people who are looking to sell a condo in Downtown San Antonio. A better way to target these specific condo owners would be to target people in San Antonio on Facebook, and then have your ad talk specifically about selling their Downtown SA condo, or find out how much their Downtown SA condo is worth, along with using a high quality image of a condo in Downtown SA. This way the ad is going to resonate with them. Remember, you are after a VERY specific type of traffic. We don’t want people who don’t own a condo clicking on our ad and having to pay for it. On Google Adwords you would be going after keywords such as “Downtown San Antonio Condos”, “Downtown San Antonio Condominiums”, or even better SPECIFIC condominium building names in the Downtown area.
Next…..and this is VERY important……we want to send our traffic to a page that is ONLY built for Downtown San Antonio condominiums. Our page needs to have high quality images of the condos in the Downtown SA area. Our text near the address box needs to only talk about Downtown SA condos. Something along the lines of “How Much Is Your Downtown San Antonio Condo Worth?” THINK ABOUT THIS – we are only sending very targeted traffic that most likely has a Downtown SA condo to a page that SCREAMS Downtown SA condos. The vast majority of those leads will be EXCELLENT high quality leads. Guaranteed.
Here is an example site in action so you can see what I mean: https://demo.primesellerleads.net/
What about if you were targeting owners of waterfront property in Miami? The same rules apply. For Facebook we want to target people in the Miami area, and our Facebook ad image needs to be of a high quality waterfront property. The ad text needs to ONLY talk about Miami waterfront property. For Google Adwords only bid on keywords having to do with Miami Waterfront property. Then simply send your traffic to a page that is built specifically for Miami Waterfront property, with super high quality HD waterfront property homes, and sales text with something along the lines of “How Much is Your Miami Waterfront Home Worth?”
One final example, all the same rules apply as above. If you wanted to target a specific community called Queensridge in Las Vegas you would target Las Vegas in Facebook while having your ad image be a picture of Queensridge, and your sales text ONLY talking about Queensridge. For Google Adwords you would only bid on Queensridge keywords. Then send your traffic to a page that is built specifically for Queensridge, with high quality Queensridge wallpaper images, and sales text talking about Queensridge.
IMPORTANT NOTE: Don’t expect to get massive amounts of traffic OR tons of leads from this. Not enough people will be searching for these unique areas / communities / property types. That’s not the point though, because the traffic and leads that you get from these marketing efforts will be of the absolute highest quality possible. This is a very wise way of allocating your ad budget. This will also work perfectly for buyer sites. Try it out, and let me know how it goes!Read More