Action Sheet (AgentSuccessSummit.com) Speaker ...
Action Sheet
(AgentSuccessSummit.com)
Speaker:
Denise Lones
Title:
Lead Generation for Agents Who Despise It, Avoid It, But Need It!!!
Free gift:
Club Zebra 30-DayTrial Membership www.AgentSuccessSummit.com/DeniseGift
The reasons why agents resist lead generation All have different personalities. May have had bad sales experience in past with pushy. A lot of crisis start-stop in real estate. Throws off prospecting. They don’t like to reach out to strangers. People value privacy. Lack of personal discipline…must have for to achieve ANY success. Don’t like rejection. Meeting strangers. Receiving sales calls. Don’t know what to choose that will work for them. Need to find the right fit. Match style. Why some lead generation options of yesterday don't work in today's market Technology has changed the way we engage. Today people go online – verify and compare. Changing demographics. People changing. Housing stock changing People have less time to be “sold to”. Don’t like pushy. People want more privacy and don’t like their information out there. How an agent's personality type affects how they connect with people The basics of personality type and lead generation requirements. Personality test. o Promoter (I) – good with people. Articulate. Competitive. Dynamic. Lack follow up. So no strict plan. Monthly big impact. Geographic farm. Events. Open Houses. Never going to do structured daily/weekly call prospecting. o Controler (D) – task driven. Logical. Practical. Disciplined. Driven. No patience. Get bored. Don’t want to waste time. Targeted marketing best. Niche market. Style or area of home. Business minded/planning. Pajama Marketing. Good with investors. Bad at slow open house. o Analytical (C) – phenomenal product/service. Good listeners. Good at consistency. Love talking. Not pushy. Good at open houses. Good at online marketing/blogging. MLS marketing – finding trends in the market and market to that type of home. Do case studies. Never will knock doors or cold calls. o Supporter (S) – all about the relationship. Good listeners. Caretaker. Empathy. Focus on others and let business tasks slid. Open houses. Geographical farm. Letter updates. Never want to been seen as pushy or salesy. Deliver services the way your client/Prospect wants it. Communicate in their style. Different systems that work for each of the personality types Data, personality, consistency and pajama marketing campaigns 3 case studies of agents who found their lead generation fit and how they did it Cody- supporter/analytical. Slow business. Started working with investors…weekly letter. Sarah – supporter. geo farming 3 years. No match for her personality. Changed content to match a 4 personality types. Result went from 3 homes to 15 sales per year. Dave – suit & tie was uncomfortable. Re-dress in his comfortable clothes. Cowboy clothes. Rodeo background. Branded that way. Accelerated in under 1 year. Consistent marketing. Find out what id different, special, or unique about you. Embrace it. There is value there. Why creating a campaign is critical Campaign tells a story or solves a problem or a theme of information over period of time. Campaign essentials – research, consistency, interest. Create a story….excitement. Using visual messaging, strong impact, and consistency in your campaigns The cost of campaigns. Consistency will reduce overall cost and increase revenue.
(AgentSuccessSummit.com)
Speaker:
Denise Lones
Title:
Lead Generation for Agents Who Despise It, Avoid It, But Need It!!!
Free gift:
Club Zebra 30-DayTrial Membership www.AgentSuccessSummit.com/DeniseGift
The reasons why agents resist lead generation All have different personalities. May have had bad sales experience in past with pushy. A lot of crisis start-stop in real estate. Throws off prospecting. They don’t like to reach out to strangers. People value privacy. Lack of personal discipline…must have for to achieve ANY success. Don’t like rejection. Meeting strangers. Receiving sales calls. Don’t know what to choose that will work for them. Need to find the right fit. Match style. Why some lead generation options of yesterday don't work in today's market Technology has changed the way we engage. Today people go online – verify and compare. Changing demographics. People changing. Housing stock changing People have less time to be “sold to”. Don’t like pushy. People want more privacy and don’t like their information out there. How an agent's personality type affects how they connect with people The basics of personality type and lead generation requirements. Personality test. o Promoter (I) – good with people. Articulate. Competitive. Dynamic. Lack follow up. So no strict plan. Monthly big impact. Geographic farm. Events. Open Houses. Never going to do structured daily/weekly call prospecting. o Controler (D) – task driven. Logical. Practical. Disciplined. Driven. No patience. Get bored. Don’t want to waste time. Targeted marketing best. Niche market. Style or area of home. Business minded/planning. Pajama Marketing. Good with investors. Bad at slow open house. o Analytical (C) – phenomenal product/service. Good listeners. Good at consistency. Love talking. Not pushy. Good at open houses. Good at online marketing/blogging. MLS marketing – finding trends in the market and market to that type of home. Do case studies. Never will knock doors or cold calls. o Supporter (S) – all about the relationship. Good listeners. Caretaker. Empathy. Focus on others and let business tasks slid. Open houses. Geographical farm. Letter updates. Never want to been seen as pushy or salesy. Deliver services the way your client/Prospect wants it. Communicate in their style. Different systems that work for each of the personality types Data, personality, consistency and pajama marketing campaigns 3 case studies of agents who found their lead generation fit and how they did it Cody- supporter/analytical. Slow business. Started working with investors…weekly letter. Sarah – supporter. geo farming 3 years. No match for her personality. Changed content to match a 4 personality types. Result went from 3 homes to 15 sales per year. Dave – suit & tie was uncomfortable. Re-dress in his comfortable clothes. Cowboy clothes. Rodeo background. Branded that way. Accelerated in under 1 year. Consistent marketing. Find out what id different, special, or unique about you. Embrace it. There is value there. Why creating a campaign is critical Campaign tells a story or solves a problem or a theme of information over period of time. Campaign essentials – research, consistency, interest. Create a story….excitement. Using visual messaging, strong impact, and consistency in your campaigns The cost of campaigns. Consistency will reduce overall cost and increase revenue.
