Presentation Transcript

1. Increase Your Business With The Lead Sheet

   Greg Erlanger
2. Greg Erlanger Cleveland, OH The EZ Sales Team Increase Your Business with the Lead Sheet
3. Please complete an evaluation formfound in the back of your program guide.Increase Your Business with the Lead Sheet Increase Your Business with the Lead Sheet
4. About this Session What is the lead sheet? Why is it so important? When and how to use the lead sheet for maximum results. How to increase your business with the lead sheet. Increase Your Business with the Lead Sheet
5. Effective lead generation brings business! Increase Your Business with the Lead Sheet
6. Lead Conversion Capture Connect Close Cultivate *Steps three and four may vary depending on the readiness of your lead. Increase Your Business with the Lead Sheet
7. Increase Your Business with the Lead Sheet
8. What constitutes a lead? Lead = Someone able, ready, and willing to buy or sell in the next seven to fourteen days. Increase Your Business with the Lead Sheet
9. How to Determine Able, Ready, and Willing Increase Your Business with the Lead Sheet
10. Connect with Your Lead Increase Your Business with the Lead Sheet
11. About the Lead Sheet Use to track every lead. Prequalify your lead. Manage the conversation. Makes calls more efficient. Identify the DISC personality type. Saves you time. It’s a script AND system all-in-one. *Remember that states or provinces may require real estate agents to discuss “agency" prior to asking all of the questions on the lead sheet. Increase Your Business with the Lead Sheet
12. “Your lead sheet is THE most effective tool you have to gather essential information about your prospect.” - Gary Keller Increase Your Business with the Lead Sheet
13. Dianna suggests that your lead sheet meet several objectives. Assesses the buyer’s motivation, Analyzes their behavioral style, Builds a relationship with them. Find the root of their motivation—ask them “why is that important to you?” three times after each question. How would that make you feel? What’s important to you about that? How would that make your family feel? Would that ultimately give you the goal that you want? Dianna Kokoszka CEO of KW MAPS and KWU Increase Your Business with the Lead Sheet
14. Lead Sheet Questions (Buyers) Contact information (address/ cell/ email) Is it okay to send a text message? Family Information Are they working with another agent? What do they want to buy? Are they investors? Increase Your Business with the Lead Sheet
15. Lead Sheet Questions (Buyers) How long have they searched? Have they found anything yet? Do they currently rent or own? How much is the monthly payment? When do they need to move? When does the lease expire? Have they spoken to a lender? Preapproved? Increase Your Business with the Lead Sheet
16. Lead Sheet Questions (Sellers) Contact information (address/ cell/ email) Is it okay to send a text message? Family Information Are they working with another agent? When do you want to be moving out? Increase Your Business with the Lead Sheet
17. Lead Sheet Questions (Sellers) Do you want to get together this week? If no, when do you want to get together to get your home on the market? Do they have relocation assistance? Are they considering FSBO? Details about the home? (size, estimated value, etc) Amount left on the mortgage? Increase Your Business with the Lead Sheet
18. You should always customize your lead sheet to fit your business needs. Increase Your Business with the Lead Sheet
19. When to Close for the Appointment? How the lead responds to your questions from the lead sheet will determine if you need to set an appointment immediately, or cultivate for future business. Always ask for the close once you identify an able, ready, and willing buyer or seller! Increase Your Business with the Lead Sheet
20. Remember! Buyers and sellers that contact you through your website or a telephone call are the easiest to follow up with because they expressed interest first. Increase Your Business with the Lead Sheet
21. Q & A Increase Your Business with the Lead Sheet
22. For more information on using the lead sheet: Visit the KWU booth to preview a copy of the revised and updated Buyer Mastery and Seller Mastery courses! High-Level Skills that Maximize the Best Buyer or Seller Business Increase Your Business with the Lead Sheet
23. Thank You! Please complete an evaluation form found in the back of your program guide. To download a free copy of this presentation, GO TO: www.familyreunion.kw.com/downloads