Dustin Brome (0:00)

Before we jump in today, if you're.

Dustin Brome (0:02)

An agent who doesn't have full control over how many new clients you get every month, I'm hosting a free 30 minute masterclass that you're going to want to attend. I break down the new way that top agents are attracting five, six, even seven deals every single month for free, without relying on Zillow, without buying Google leads, without referrals or anyone else giving them business. This masterclass is completely free. All you have to do right now to register is go over to clientsfromsocial.com and reserve your spot. That's clients from social.com.

Dustin Brome (0:34)

Congratulations, you got a bunch of leads. But then what? Now, of course, you have to turn the leads into actual clients. But how do you do that? Today, we're going to break down lead conversion. I'm going to make converting leads into clients stupid simple for you. Let's jump into it right now.

Podcast Announcer (0:50)

The Massive Agent podcast. We lead generation tips and strategies to get you more leads and sell more homes.

Dustin Brome (0:57)

I love to buy houses. I like to sell houses. It takes brass balls to sell real estate. Wait a minute.

Podcast Announcer (1:04)

The leads are weak. You're weak.

Dustin Brome (1:07)

I've had better. Better. Oh, have I got your attention Now?

Podcast Announcer (1:12)

Here's your host, Dustin Brome.

Dustin Brome (1:16)

What is up, guys? Welcome to episode 421 of the Massive Agent podcast. I am your host, Dustin Brome here in Salt Lake City, Utah. Today we're going to talk lead conversion. Getting a bunch of leads is great. Obviously that's part of the process. You need to do that. But where a lot of agents struggle is getting the lead and turning them into a client, the lead conversion process. And I think we overcomplicate the hell out of this. So I'm going to make it stupid simple for you today because spoiler alert. There is no magic script that turns a lead into a client. There are certain things that you must do. There's certain actions, there's certain, a certain tone that you need to have with these people, and I'm going to break that down for you. But it's not this, this magical or mystical process. But if you're struggling with converting leads into clients, this episode is. For now, most real estate agents are in a state of lead dependency where you're. You're relying on someone or something or some platform to give you leads. Otherwise you have no one to talk to and no one to work with. Okay, this is a problem. You depend on portals. You depend on luck. You depend on platforms that you don't control. It's exhausting. And frankly, it's no way to run a business in 2026. You can't operate a successful business when you have no control over whether or not clients come in the door. So this year I want to give you the gift of certainty. I'm pulling back the curtain on a free MasterC class to show you the new formula for social media dominance. Right. For, for and lead conversion dominance as well. I'm breaking down the brand new strategy that that our top students are using to get five or six or seven new deals every single month without spending all day on your phones, without spending all day creating content, and without spending all day on the phone trying to convince people to work with you. And by the way, without spending a dollar on leads as well. So consider this the get the best gift that you could possibly give taking down this free masterclass soon. So head over to clientsfromsocial.com and register. Do not go another month with inconsistent pipelines, inconsistent lead flow. You've got to have control and you don't have to spend a ton of money to do this. You don't have to spend any money actually, but you do need to learn the formula that makes that possible. Go to clientsfromsocial.com and attend my free masterclass today while it lasts. Okay, so you're here because you want to know how to convert leads into clients. Okay, I'm going to break this down. There's three components to this that make it su. It's stupid simple. I was going to say super simple. It's also stupid simple. It's both. Converting leads is not magical. You don't need to memorize a bunch of scripts because that assumes everyone is in the same boat. It assumes everyone's going to, you know, have the same expectations and wants and they're calling for the same reason. No, it's so much more simple than that. Okay. It's so much more simple. The first thing that you have to do, you've heard speed to lead. You have to have a system in place that responds to your leads instantly. It's no, it's no longer okay to get back to them five minutes later, you have to have something in place that responds to them instantly. Especially if they're coming online. If they're coming from online where they click on something, they're expecting that you deliver the thing that they clicked for. They want it now, they don't want it three minutes from now, they don't want it ten minutes from now. You've got to deliver it now. So if it's an ad you're running, you better have instant delivery of whatever the thing is. But then you need to also have a system set up where you connect with them instantly. So that could be. You have an automated video that goes out, an automated text, something where they get responded to instantly. And then you guide them on the next steps and you anticipate, here's what they're going to need, here's what you know based on their inquiry, based where they're coming from. They're a buyer who wants to do X, Y or Z, and it guides them on next steps. Maybe it's a couple videos you recorded that are on your YouTube. Maybe it's a guide. Maybe it's just, you know, that, you know, they're going to want to schedule a showing for homes in that one community because they clicked for the list of homes in that community, something along those lines, anticipate their needs. But it has to happen immediately. So drip campaigns are absolutely crucial. Okay? Because step number two is you have to follow up consistently, forever. Not. It's so weird to me that agents think that if a lead doesn't convert right away, if they're not ready to buy a house right away, it's somehow like a bad lead. Are you kidding me? If it's good contact information, if it's valid contact info, they actually give you the real name and the real number they're interested. But their timing may not be there yet. Maybe they're not ready for two years, four years, six years, who gives a shit? Obviously, we want to sell homes faster, but the, the bulk of the, the transactions will come later on. Yes, you're going to get a couple people that are ready to go right now. And it depends on where the lead source is. Right. If they're coming from Google, it's a higher intent. They're actively searching for the thing that you're offering versus you interrupting their feed, like with a Facebook or Instagram ad. If it's Zillow, they're actively looking for homes and they click on schedule a showing. So where the lead comes from comes from matters, of course, in, you know, the timing of where the lead is at in the process. But I think where agents screw up is we need to, we need to reset our expectations. If somebody responds before 60 days, I think that's amazing. Like, that's a bonus. But how often do you just kind of like push the lead aside and you're like, they're dead? Because I've contacted them seven times in the last 21 days and they haven't responded well, it's because they were just curious to begin with. They don't want to have a conversation until way down the road. One of the proudest moments of my real estate career was when I had a lead convert after, I believe it was three years. It was either three years or five years. Pretty sure it was three years. But when they responded and they're like, hey, we need to list our house. How do we get this going? I had no idea who they were, so luckily I had good notes and I could. I just looked up their, their profile in my CRM and I saw that they were a lead from like three years ago. And they had just, you know, they weren't opening every single message that I sent, but they were certainly opening every once in a while. I had no idea this was happening. This was all happening in the background until finally one day they're like, okay, we're ready. They clicked on some random Facebook ad for a list of homes three years prior. And luckily I had drip campaigns set up that would stay in touch with them for years. Like I set up 10 year drip campaigns. If you guys are setting up a two drip campaign, it's not enough. Some people aren't ready for three years or five years. Set up a 10 year drip campaign. That does not mean that every 30 days you have to contact them for 10 years. No, the further out it gets, hit them up every 60 or 90 days or something like that. And it was something valuable. Maybe it's a video that you have or something. But it is just stunning to me how, how few agents understand that the lead conversion process is a marathon, not a sprint. So it's great that you're getting a bunch of leads, but you have to understand that if they're, if they even respond to you in a short, in the short term, like that's actually, that's a surprise. Like that's bonus. You shouldn't even expect that. And if they do, great, but just plan on following up with them for six months, nine months, 12 months, a year, year and a half. So have good systems in place so you can follow up consistently forever. Following up, like having a really strong, powerful follow up for the first two weeks is great, but then if it dies off, if they, if they just fall off, a drip campaign, they fall through the cracks and they never hear from you again. You're wasting the majority. Like the bulk of the closings that would have come from that, from those leads. You're just wasting, you would sell, you would sell 90% more homes. Okay, how do I word this? Like if, if what you're doing by focusing on the short term is going to sell you 10 homes, you'd sell a hundred if you focused on three, four, five, six years from now. So consistency. Have some sort of system, some drip campaign that follows up for years and years and years because you never know when someone's timing is going to be right. You never know. So number three here, the first one was instant follow up. You've got to connect with them instantly. They forget about you because they're just clicking around on all these different links. So make sure that you have systems in place to respond to these people instantly and you anticipate their needs with next steps and more resources based on how they came in. If they're a first time buyer looking at a certain community, you know that they're going to have questions about homes in that community. They want to know more about the builder, they want to know about financing, they want to know about how can they get him to see the homes. Anticipate that and give them some options. Number two, consistent follow up forever. Consistent follow up forever. And number three, this is, I believe, absolutely key. Once you actually get into conversation with these people, it gets so simple. Be a likable human being. Be a likable human being and ask simple questions. Don't give them big long paragraphs, don't send them big long things, just ask simple questions. If, if they responded to a list of homes in a certain community, like, oh cool, do you like the single family homes or the townhomes? More like, what do you like about this community? Just ask a simple question. And then here's the key here, actually listen to the answer so you can ask a follow up question. This is why the scripts mean nothing. You just have to ask a good question. Like they're obviously in your system to begin with. They wanted the list of homes. So it's not like some rando. They wanted that list of homes for a certain reason or they wanted your seller guide or your neighborhood guide for a reason. Your job is to just ask simple questions to find out what the reason is. And then once you know what they're trying to do, once you know their reasoning, then you just lead them a little bit and show them how to get there. Okay, cool. Well, if that's the case, I have this here, let me show you this. The next step would be this. Let's get you in touch with this person, blah, blah, blah, and then be likable Just have a personality. I told you it was stupid. Simple. Respond to people instantly, have some follow up for years, and then be likable and be a human who asks good questions and listens. That's it. There's no magical script. There's no magical words. The, the magical script is just asking good questions, being curious, and then guiding them like the professional you are, to the next steps to. Once you know what they're trying to do and why, then you can guide them on how to do it. But you can't guide anyone on how to do something unless you know what it is that what it is they're trying to do and why. That's it. That's lead conversion. The more you do it, of course you're gonna get more comfortable. You're gonna be able to be more authentic in the conversations you have. You're not gonna be as nervous on the, on the calls and all this stuff, of course. So, you know, the more you do this, the better. But that's literally it. There's no, there's no special magical script. There's no words, there's no. That's it. So if you've been struggling with leads converting into clients, I bet you struggle with one of those three or two of those three or all of them. But that's okay because those are easily fixed. Easily fixed. If you're getting a bunch of leads from social media content, then you just need to have some sort of automated response like ManyChat. Use ManyChat to respond to people who reach out. And then be likable and just be likable. Be yourself. Have some personality. Because without the personality, no one's going to connect with you. People, people hire people. People hire people they like and that they want to actually spend time with that they actually want to talk to. So become that person and you're going to find yourself converting a ton more of these leads. That's it. I hope this was helpful. Thanks for listening. Make sure that you sign up for Attend the Mass, the masterclass that I put together. There are, there's, there's an agent who sent me a message today. She's like, hey, I just made some tweaks that I learned in your master class and I have two, two new buyers. She spent 30 minutes in the master class, made a couple tweaks that I recommended and then says I did. Oh, and then she said, I did one post and she has two new buyers. That's pretty incredible. I had someone else say they got new, two new listing. Listing opportunities from one or two videos based on some tweaks in the masterclass. So have an open mind. Make sure that you have 30 minutes reserved so that you're not getting distracted because you're going to miss something. I pack it in. I structure it in a way that gets you to take action on specific things. So make sure you set aside 30 minutes where you can watch this and then attend it. Go to clientsfromsocial.com attend the free masterclass. Take action. Implement the stuff. When you see the easy button, push it. When you see the easy button, grab it and take it. Hey, you don't need to reinvent the wheel. Just implement and do and push that easy button when it pops up. I appreciate you listening. Go convert more leads. I mean, leads are great. I hope you're swimming in leads, but then you don't want a ton of leads and then no ability to convert them. So take action on being a likable human. It's not. It's not super hard. I appreciate you all See you guys next week. Take care. It.