← Your Daily Real Estate Podcast with Tristan Ahumada
Your Daily Real Estate Podcast with Tristan Ahumada
Episode 778: The Real Reason Internet Leads Never Convert
00:11:53
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There was a time where I spent more money on online leads than anyone else. Using realtor.com not one of the top spenders. The top spender. You know what I learned after burning through all that money? The leads weren't broken. My approach was here's the dirty secret nobody wants to admit. Well, some of you do. Most Internet leads aren't ghosts. They're not tire kickers. They're not buyers are liars. They're not dead. They're just not ready yet. And the agents who win, well, they're not the ones with the best script or the fanciest CRM either. It's the ones who hang in there. So that someday becomes today. The gap between when they click and when they're ready to buy is where most agents lose. And it's where I'm going to show you how to win. Think about who's filling out these forms. It's 11pm they're in pajamas. They scrolled past a listing and thought, huh, that's interesting. They submitted their info to see more photos. That's it. That's the whole transaction in their mind. Now think about what happens on your end. Your phone buzzes, you call. You're ready to set an appointment for sure. Talk pre approval, discuss timelines. Do you have an agent? In essence, you just brought a sledgehammer to a conversation that needed maybe a handshake. That's a big mismatch in expectations. And that's why they ghost. Not because they're bad leads, because we treated them like they were somewhere. They're not. Now, I've spoken on this topic on stages all across the country. I've trained thousands of agents, and here's what I can tell you. The. The agents who master this, they don't work harder. They work smarter. And they understand timing, they understand value. They understand that following up isn't a strategy, it's the crutch. So if you ever looked at your lead list and thought, these are garbage, well, stick with me, because I'm about to show you how to turn those dead leads into closings everyone else gave up on. So I'm Tristan. This is your daily real estate. It's a podcast. It's a show goes on for about 10 minutes every single day. Today's no different. Now, I've been running lab coat agents for 12, hitting on 13 years for free for the industry. And it's all about helping out, right? I've got a brilliant tribe, the group coaching. I've got now a brokerage. Why realty? We're going national and it's all about helping you. No different today. Today I want to break this down. Becoming an online lead conversion master. Now, I've got notes. I'm going to read some notes here. These are the things that I talk about on stage in private classes, master classes, whatever you want to call them. For me, it's a process. And the process, you have to internalize it. You know, you can practice off of this, but at the end of the day, you have to truly understand how this works and you have to flow with it. Connecting, converting and closing online leads is an art and it takes a lot of practice. So here's where you start. The challenge is that we think we can get back to most of these people, you know, hours later, a day later, two weeks later. That's not the case, I'll tell you that, because I still call them. In fact, we're not only calling online leads for buyers and sellers, we're also calling agents that come through our system. I'm calling them so I can tell you the secret is speed. Still, it's not so you can convert them, it's so that you can talk to them. Because if you catch them while they're still on there at a time where you can still talk, 11pm A little crazy, but you can still text them if that's you. But when you connect quicker while they're still on, if you're able to, that's when the magic starts happening. And that's where you start asking, well, what are you looking for? Tell me more about what you want to do. And there's also a disconnect there because if speed to lead is. Isn't something that you can do, well, do you have the systems in place to be able to do that for you? Whether it's AI, right. Something like what Y Lopo does with Raya, is it automation? Is that something you've put into place, like what Lofty has, where they have a little AI text or simple automation, at least to connect with somebody that. And do it in an authentic way too. The point is speed matters. And it's not to convert, it's to connect. Because if you miss that opportunity and we've missed it a few times, it's going to be hard to connect with that person again, because some of these clicks are impulsive, that speed vary your approach. So here's what I mean. It's a pet peeve of mine. I. I work with online leads and sometimes we hand them out to different agents or even our ISAs and the thing that bothers me, and it should bother you, is that they come through and someone only tries calling them, or somebody only tries texting them, or somebody only tries emailing them or one of those. The challenge is you need to do all of them. And most of you are not up to doing that because you feel like you're spamming them. You feel like you're spamming them because the way you approach things, the way that you've been taught or the way that you are currently doing it, is spam. You don't know how to offer value. And so that's a twist that you have to make. That's a change that has to happen. What does value look like? But first, varying your approach. Here's what I've got. Text first. Low pressure, easy to respond to. Listen to mine. Hey. Hey, Joe, thanks for visiting our website through Google, through meta, whatever. Right. Listen, I'm not sure if you're looking for a home in Westlake or are you open to Malibu? Really easy. And it's about what they want. Hey, I saw that you are on our website or you're only looking for a townhome or a house. This way I can fix what I send you. Easy. No pressure. It's not, hey, are you interested in this property or did you want to see this or tell me what your timeline is? No, go easy on them. And that's not the only way because I've got here. Call them. Pick up the phone and call them. Or maybe call them first and then text them. Doesn't matter in what order you do it in to me. But when you're calling them and you're connecting with them, don't just try calling them one time and then drop the. Drop the ball. Call them. If they don't pick up, call again. Just wait 20 seconds. You've got to push your own boundaries. These are challenges that you have to go through. And it becomes a lot easier in your mind when you know you're offering value because the next piece is you're going to email them. But what are you going to email them? Well, what's valuable to them? What do they come in looking at? They may have questions about a specific property. They may have questions about an area. So answer those questions before they ask. Anticipate it, and if you don't know, go with the first one that I texted, which was, hey, Joe, it's Tristan. Thanks for visiting our website through Google or Facebook or whatever. Listen, not sure if you're looking for a fixer or something. To move into. But let me know so I don't spam you. And that's the email subject line. Hey, I just tried calling you now. The challenge again is you may not be doing that whole process and there are other things you could do. I went a little like there. But you also have to lead with value. Value most of the time is show me a property that would interest me based on what you know, based on what you've seen me do online. Show me a property that maybe is a pocket that you have or maybe a for sale by owner that you've got that I've never seen. Or tell me something I don't know that's value driven. Because I'm looking for property and I may be out of the area. I don't know. The point is when people inquire, take some time to look at who they are, take some time to see what they're looking at and then pull the trigger and say, got it. When I get a hold of this person, I know exactly what I'm going to talk about or at least I'm going to start, which is out of curiosity. And when I reach out to them, I'm going to give them as far as I know what I think they want. Just give it to them. That's value. Because when you approach it through curiosity and you have a conversation, you provide the right value and a lot of you aren't doing that now. Next one. Have a follow up plan. What is your follow up plan? Like how do you follow up? Most of you don't have the plan because you hang up and they're like, I got it. Next, let's go. Well, what's going to happen to this person a week from now? What's going to happen to this person a month from now? And don't just put it into a drip that you have in follow up boss or lofty. That's not a plan. A plan would be, hey, I looked at this follow up process. I changed everything in there. I tweaked it to my area to how I talk. Now I trust it. And now I'm going to turn AI and I'm going to keep an eye on AI because you know, it's AI. I don't know what it says most of the time it's pretty good. But I don't know what it says that one or two times. I've got to be careful. So make sure that whatever you have into play is something long term. That sounds like you. That is you. Because you've taken the time to actually tweak it and change it. Now for me it'd be like if somebody just came through, we've got a seven day plan and then after that we transition them over to, depending on where they're at, to a six month plan, to a three year plan. But what is yours? And then as you're following up, make sure that it's not about selling. Hey, here's another property. Hey, I'm not sure if you want to buy or sell. Hey, interest rates changed. Hey, hey, hey, hey, hey, hey. Me, me, me, me, me. No, it's all about them. If you know they came through looking for property, well, tell them about the area, tell them about the community, tell them about the things to do. Tell them about, hey, look, I'm not sure if you're buying or selling, but here's an article for both of these and that's all automated because you've taken the time to review this automation and now you know how to work it, right? Because look, you're in this business, you have more knowledge than any regular consumer out there, but you've got to help them. So when you treat online leads like you're building relationships long term, it changes the dynamic and that's when you start closing. Because now you become something different than what most agents are. You're different. So what I would do here as a value follow up, I would take some time and outline what a value follow up looks like for a buyer and what one looks for like, like for a seller. Just two simple ones. Simple, don't overcomplicate it. First time home buyer move up, seller move down. Seller, Boomers. No, just a simple one. Go through outline. Hey, what, what do you think is a good communication? Tristan? Oh, got it. If they're buying, they're probably going to need to look at the things to buy, maybe the seasons to do it in. And if they're looking in my area, probably send them the different areas. Okay, got it. Now seller do the same thing and then once you're done with that, throw it into AI and have a deep think and say, here's what I've got. Now create a follow up process that's authentic, that connects with people, that gives them value, that makes them want to come back for more. Because when they open up my emails or when they, when they respond to my text, it's because I've given value. Same thing. If you want this, I've got an outline for you. It's episode 778, becoming an online Lead Conversion Master. For now. I'm still doing it by Instagram, and I've been super slow lately, so if you need this, message me. Let's just. Please be patient. We are building the site so you can just go there and download this stuff. It'll be a lot easier. Anyway, I'm Tristan. Please share this with somebody you think may need it. Have an awesome day.