Archive for the ‘ Leads ’ Category

6.25% Conversion – Expired Mailing to Listing!

Russell Shaw of The Russell Shaw Group with John & Hall Associates once said, “To really grow your business, become a listing agent”.

If the great Captain Russell said so, that was all I needed to refinmailboxe my old expired program with a 2% mailing to listing conversion, and revamp my entire expired program with adrenaline, steroids, and total domination in mind. Simply put, I was willing to accept nothing less than being the king of listings, no matter what it took.

First, let’s touch on what I was doing to understand why I thought I was doing OK when really, I was just another expired real estate chump.

This was me in a nutshell:  Print the letter, stuff it in an envelope with a business card and pray!  My conversion ratio was 2% mailing to home listing.

Now let’s fast forward to the Russell Shaw way of 2010; stomp the competition so low they fear your name.

First, let me share my current statistics for 2010, and then I will mention what I am doing to achieve those numbers.  Since January 1, 2010 I have selectively sent 80 mailings.  I have received 7 call backs, in which 5 of the 7 call backs have resulted in listings.  One of the 5 home listings is in the pipeline. Continue reading this post


Posted by: Robert Worthington on March 5th, 2010 under Leads


Learn Lead Conversion Strategies at HomeGain Nation

Have you ever wondered how to really capture and convert leads?

Have you read posts on here from me and others that are getting tons of sales each year by using HomeGain’s BuyerLink product along with great lead conversion systems?

Do you want to add 12 sales, 24 sales or more a year to your bottom line?

homegain-nation-logoIf this sounds good to you, then let me show you how. In one week from today, on March 1, at the HomeGain Nation event in San Francisco, get ready to learn the tricks and secrets of lead conversion.  I have spent the last 8 years working to increase our lead capture and conversion rates.  It’s not rocket science, but it does take a strong work ethic and a great solid system to make it happen.

I will demonstrate how to capture leads and more importantly how to turn those leads into customers for life.  This is a step by step process that I have developed so that my agents, regardless of experience.  It’s all in the systems and on March 1, I’ll be revealing this for you to learn.100mph-book-image-mitch-ribak

By this time next year you will be having your best year in real estate.  Why?  Because the system I teach works.  This past year we sold 311 homes with 90% or more of those from the BuyerLink product we buy from HomeGain. Our goal this year is 425 home sales.

I’ll be giving away a few copies of my new book, of which Louis Cammarosano (General Manager at HomeGain) wrote the foreword, titled “100MPH Marketing for Real Estate“.

See you there!


Posted by: Mitch Ribak on February 22nd, 2010 under BuyerLink & AIMS, HomeGain Nation, Leads

1 Comment »

Referrals – Still The Realtor’s Best Leads

Most of my business comes from the internet but I still cherish referrals. In my opinion they really are the best and most inexpensive leads. If you look most markets you will probably notice that the Realtors who focuses on referrals are usually the largest producers. These leads generally don’t come in vast quantities like internet leads but the quality is much better.recommendation-two-thumbs-up

Here are 5 tips to help get more referrals:

1)    Satisfied Customers

You won’t get too many referrals if you don’t provide good service. Clients who are happy with your service are more likely to refer people to you. Keep your name in front of your past customers consistently. They will forget about you if you don’t touch them often enough. Unfortunately, I have found this out the hard way.

2)    Networking

Do you spend time at networking events? This can be a successful way to generate referral business. People do business with people they know and like. It is not uncommon to see several Realtors at networking meetings. Make networking fun and not a chore. If you get some business out of it that is great, if not at least you had a good time. Continue reading this post


Posted by: Marc Rasmussen on February 12th, 2010 under Leads


Lead Conversion Administrators

I’m a big believer in hiring people to take on tasks that I do not enjoy or do not excel at these days.  Of course, these days I do not sell homes because of my dedication of running my Real Estate Brokerage and belief that in order to grow a company, it wouldn’t be possible if I continued to sell homes…as much as I miss that part of the business. lead-conversion-money-calculation

Of course these days I’m also very busy with The eHomes Realty Network and helping my members.  With this said, over the past 2 years we have tried to figure out a program where a person is hired to make all follow up calls for my real estate agents.  Before I get into this, let’s take a step back for a moment.

As most of those who know me know I’m addicted to lead conversion.

I find it extremely interesting and for most, very difficult.  I have also found that by implementing consistent systems to convert leads to customers for life, we have become stronger and stronger each year.  One of the weakest links for most Agents is follow up.  Most Agents don’t have a hard time making the first phone call to their leads.  The struggle is in making the follow up phone calls and keeping up with them as your database increases.  The more leads you have in your system, the harder it is to stay on top of your leads.

My agents are no different.  They are great people but have the same flaws as most when it comes to follow up.  I decided a couple of years ago that if I am going to take lead conversion to the next level, I will need to start the Lead Conversion Administrator (LCA) position.

We started out by having one LCA and she was making the initial phone calls for 7 Agents.

Along with this, she also learned how to master Continue reading this post


Posted by: Mitch Ribak on December 14th, 2009 under Leads


How To Maximize Your Lead To Sales Conversion Rate

If you don’t follow up on your leads, don’t complain you are not converting leads.follow_up_lead_conversion

Those who know me know that my only goal in life these days (ok, I have some non work related) is to have the highest conversion rate amongst Real Estate brokerages in the country.   The better we become with our lead conversion (leads to sales) the more excited I get and the more detailed I get in teaching my Agents how to get the most out of their leads.  It’s always a challenge.

Right now my biggest challenge is getting the right Agents who have the work ethic to become successful.

I’ll give you an example.  I have a new Agent, I think this is her 8th week with me so far.  She has her second closing tomorrow and she wrote 3 contracts this past month.  That gives her basically 5 transactions by the time she finishes her first three months with me (she has 120 leads in her system).  Pretty amazing.

I have another Agent, who started with me 5 months ago.  He has closed 3 sales, has 4 contracts on the short sale board and wrote 4 more contracts in October.  Both these Agents have just started their Real Estate career.  They are brand new Agents!

Now let’s look at my 5 bottom Agents.  Continue reading this post


Posted by: Mitch Ribak on November 3rd, 2009 under Leads


Distribution of Leads To Team Members – The Other Side Of It

It’s been a pretty busy time here at Tropical Realty in Melbourne Florida since we got back from the HomeGain Nation Conference. Business is going great and my Realtors® are busy as always.  Our system of creating all our leads for our agents is a true win in every aspect of my business.

snake-distrust-agent-real-estateHowever, there is a down side to this and if you don’t protect yourself while you build your team, it could cost you thousands of dollars!

So what am I talking about?

I’m talking about having a written agreement between you and your agents to ensure that you, the team leader or brokerage, own the leads.

This past week we dealt with a real estate Agent who left our office to take a full time job as an assistant for a broker. She did everything correctly by coming to me and letting me know she was leaving because she couldn’t afford to be a Realtor anymore.  She was one of our less successful Realtors who had a lot of potential, but never really put the effort needed into becoming successful.  I did like her and feel bad for her though so I kept her leads flowing (big mistake).

So lesson one is to never let your emotions guide your business.

It’s very important that you take all emotion out of any negotiation and run your business as a business.  Be strong and cut leads off from Agents if they don’t produce.  End of story. Continue reading this post


Posted by: Mitch Ribak on September 22nd, 2009 under Leads


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