KGCI: Real Estate on Air - The Future of Follow Up (Podcast all three parts!

Episode Date: May 8, 2024

Hello, everyone. Thanks for making it in on a lovely Tuesday morning before Christmas and all of that. So today I'm going to be talking about my favorite lead gen tools as an ISA and as a realtor. And what Jesse was just saying is really important to me because I like to see, you know, wins for everyone and real estate agents to get now business. So let's look at some of the stuff that I'm learning about. and talk about it and see if this is helpful for you guys to get some deals going right away. So let us jump right in. I'm like pause so you guys can get a really good like caption of me so my mouth isn't open. There we go.

All right. I just had to do that because every time it's like. Okay. Sharing screen, here we go. Make sure it's the right one. Okay. So this is part three of the future of follow up series. and the ISA's favorite legion tools.

So that's me and I am Sarah Delanceg. And so we'll just go briefly over my background. I do this every time. So I am currently the owner and CEO of the inside sales agency, which is a boutique, real estate ISA company for top producing real estate agents. And I am also a realtor at UxP Realty, but I have no desire to sell real estate. It was not for me. I found my niche in, you know, ISA work.

So some of the fun things that I'm doing right now, I'm actually helping some amazing coaches and, like, really big time agents train their ISAs for their own teams. And that's a lot of fun for me because I love training. And I used to do it for a long time. So I was for two and a half years, I was a sales team leader of a team of ISAs in inside sales, outside sales for a real estate coaching and consulting company. And I really, really love that job.

So eventually, though, I wanted to get in real estate and I became a real estate assistant. And then, and that led me to where I'm at now. But all of this comes from like, I have to throw that I have a BA in psychology because I spent 80 grand on it. So that's why that's there. So at least it has to be there for some reason. Anyways, all right. So that's kind of my background. So if you're here and you're like, what's an I as a no about lead generation tools? Well, the reality is that we see everything.

Okay. I work with tons of different real estate agents at all different levels, doing all different kinds of things. And, you know, I don't share secrets or anything, but I do look at trends and try to see how I can help others figure out what they can do better and stuff like that. So we see the good, the bad, the ugly of lead generation, lead follow-up, and lead conversion. And most importantly, what's working in today's market versus what's not working in today's market. So I do that by, like I said, analyzing the trends, recognizing the trends, analyzing the data,

and also adapting as needed. So one of the cool things that, oh, no, sorry, this is a different slide. Okay, so this is the key thing. So no matter what lead gen tool you use, no matter how you fall, like, no matter how much money you spend on leads, the fortune is in the follow-up. We all know that this is supposed to be a fortune cookie. It very much doesn't look like it, but it is okay. I'm telling you that's what it is.

So the keys to successful conversion are these. pretty much. This is just stuff that I came up with. I didn't like Google it or anything, but this is just stuff that I, that I know to be true. So speed to lead, providing value, you know, consistently nurturing your prospects and your leads being consistent, listening to what they have to say, trying to overcome obstacles, but not in a salesy, you know, manipulative way, but like trying to help them solve their problems, figuring out what their pain point is, helping them solve their

problems. Being authentic and then knowing your client avatar, you need to attract your own tribe. You need to know, there are people out there that love you, will always work with you, no matter what, like, that's what you're looking for. And so you want to attract as many people as possible like that because I think we all can agree that repeat referral business is probably the best type of business. So we want to find those people. All right. So I see a lot of different lead generation tools. One of the ones that I just started like getting into a little bit more is Wylopo.

And when I was trying to understand what like Wylopo does, I watched their 25 minute video. And they brought up the four factors of lead quality. So I was like, oh, that's interesting. So I thought I'd bring it up. So on every. lead, you have the ability to make money on the transaction. You have the time frame that it takes to actually transact. You have the prospects want or need to buy or sell. And then you have their actual ability to transact. So like maybe they want to buy herself right now. Like I talked to the,

I talked to a lady yesterday. She wanted a seven-bedroom home in Arizona for under 100K. and you know that's not realistic so um you know her ability to transact wasn't there but her time frame was there so all of these things kind of need to line up in order for a lead to be successful so over time you're going to need to you know nurture it now um you the the top one ability to make money on a transaction is because sometimes you spend way too much money on a lead and then you go way overboard with maybe the staging and all the other things and then you really make no money when it's all said and done. So you need to be able to make money.

So some people, including the Wylopo guy, said that bad leads are good leads, actually, because bad leads are cheap leads that, you know, are going to take a lot of time and effort. And so I'm going to get into, I think this is my next slide, Wilopo, yes. All right, I am really new to Wilopo. Like, haven't done a whole lot with it,

but what I've seen in the past few weeks is pretty impressed. So I'm going to try to break this down the best I can, but I know a lot more about the other things that the other lead gen tools I'm going to talk about. But I felt like I couldn't leave this off because I'm booking consistent appointments through Wylopo for my clients. So the pros of Wylopo, man, they have an AI that is so incredibly intuitive that it almost makes me unnecessary. I mean, almost, not totally. But she's really, really impressive. Like when you read through her conversation, she really comes across as not an AI and sends text messages that I would send and gets conversations going. So I was very, very impressed by that.

So now, that being said, I was brought in to make calls because it still wasn't enough. So she was sending great text messages, people responding, but nobody was calling still. So that is one of the cons of Wylopo is that it's going to require you to look at this stuff daily. You need to really analyze it. You need to make sure that if you have a response that you are in there calling that person, interacting that with that person. Because if they respond and tell you exactly what they're looking for because the AI Raya asked them, you know, what exactly are you looking for? And they tell you and then you never reach out again problem, right? So that goes back to like speed to lead and making sure you're consistent in following up.

So these, you know, everything pretty much requires daily interaction, but especially with this one because you're going to be throwing money away if you don't pay attention to it. So it also connects to follow boss. Follow boss is a, you know, is one of those CRMs that's like really booming right now. A lot of people are using it. I'm sure it connects to a lot of other ones. I know it connects to the CRM that I actually use, which is keep, but I don't think a lot of real estate agents use that.

So, but it connects to you, it connects to a lot of CRM. So it's really cool because it also just, it keeps it all in one place so that you can see it all. It tracks open rates. It tracks how long they're on website, what properties they looked at, all that kind of stuff. It has, I think, for an additional fee, incredibly cool, smart campaigns, stuff like that, that are already set up pretty much for you, done for you kind of stuff.

So that's really cool too. It has a ton of details. Like I said, like it's telling you like what they're clicking on, how long they're on it, you know, what they did on your website, whether they have a home to sell,

like ask all these really good questions. And there's, you know, there's obviously other lead gen tools out there that do this too. But I thought this one has been very effective. And it is also creating operational opportunities right now. So we're getting right down to the nitty gritty with this one and Wailopo is actually giving you timeframes and are they prequalified to purchase all this stuff. So it's a lot of

good info and I really like it. So you're going to get hotter leads with this. I think it's pretty cool. It's a very robust platform. It is going to take some time to understand it, to, you know, learn it, to implement it and to train people on it. So it's also from what I hear pretty expensive. It's like in the higher range. I'm not exactly sure what it is, but I've heard that it's, you know, it's one of those very robust systems. So, okay, so that was WILOP. Now, my other favorite one, I can't just say like Google pay-per-click because there's a ton of, there's a ton of ways that you can do this. Paper-click is not new. Lots of us know what paper-click is. Making it rain is ex-P's version of paper-click.

I love that one. Actually, I got my start calling for, you know, buyers and sellers as an ISA for someone. And I set five appointments and six hours from her making it rain leads. And ever since I haven't really, I haven't worked with making it rain at all. But I have to throw it in there because it's another like paper click type thing that I set a lot of appointments on that I, you know,

I think worked really well. So Google PaperClick, same kind of thing. an IDX website where you're getting their info asking them if you want to keep viewing homes, insert your phone number, insert your email, stuff like that. So the pros of this one are that, you know, you're going to get hotter leads. You're also going to get good response rates, good information. I would say you get, you still get bad phone numbers. You still get not the greatest information, but you're going to get a higher rate than you would on some other stuff. and, you know, the property and price details are still in there.

Like, you get to see what they're looking at. If you're doing the speed to lead thing, then you're able to be like, hey, I just saw that, you know, a couple minutes ago, you were on our website, you were looking at this home in Bonnie Lake. We have some open slots tomorrow to take a look. Would you like to schedule? You know, there's ways to do that. So that is very good.

You know, we set a few appointments through websites like this, too, the other day. KB.C.C. core is another one that does this. So you can track it all from your IDX website. The downside is also that you have to have an IDX website. So I do have a client that I'm trying to get him going with the Google pay-per-click thing and he doesn't have an IDX website. But we're working on it. So, you know, so that's something that you definitely, I think, want for this. I don't think you can do it without it as a matter of fact. So the time to convert with these is more of a now business kind of thing. These people are like actively searching. You will run it.

into the people that already have real estate agents and they're just looking in every little nook and cranny to find what they're looking for. I was one of those people that would go on every single website and try to find, you know, the home that I was looking for because I was really, really picky. I wanted white quartz countertops. I have it, but it took a really long time to find a one like that. So, um, so yeah, the cons of this, though, you know, it can be expensive. Um, as much as like $75 per lead is something I've heard. recently. The other con is that it can be oversaturated in some markets and you may have to pay more for the clicks than you would in other areas. So those are, that's Google pay-per-click,

making it rain, IDX websites, stuff like that. If you guys have questions, feel free to jump in. I'm going through this one a little faster than I thought I would. So maybe we'll just talk about what else I'm doing. Maybe I'll tell you guys how to follow up with these or something. So Street Text is my like, I love street text. I'm a big fan of street text. I think it is awesome. It's almost kind of like, it's kind of like Wilopo, and it is always growing and it's always becoming better and better and better.

And it's not as expensive as some of these other ones. So if you haven't heard of street text, I do have a free trial link. Actually, I could probably throw it in the two. chat at the end of this, or you can copy it there. But the cool thing about street text is that it is, it has existing campaigns. It's almost like a CRM, but it can also link to your CRM and, you know, push stuff like to KVCore or whatever you might have. And you can customize it. So if you want to, you can customize their AI to sound more like you. I, my clients that you, use street techs that are very successful with it, they do this. And, you know, they customize the

email campaigns. They write it out. They make it sound like them. They had community-based videos, community-based content, stuff like that. So it's really, really like something that's coming up in the world and something that you definitely could get into now. And it's going to just keep growing with you because they have the most amazing community. I didn't get there yet, but I'm just going to skip ahead to this one. Their community is. second to none. It's almost priceless. Like, honestly, they have a very active Facebook group. They have masterminds every Wednesday.

They do amazing, incredible events. One of them I'm going to be speaking at, which is just like their ISAs coming in January. And then they also just did something called the fourth quarter blitz. It was like nine or ten hours of the most amazing speakers, Chris Mayshore, Linnea Carver, Wendy Goss, Eric Preston, And I mean, there's so many. I can't even like it was just a massive all-star lineup.

And it was incredible. And it was recorded. So you can go back and watch it. And there's just so much stuff in there that you can, you know, gain tons of nuggets from tons of things that you can start doing this stuff right with and get business right now. So it also tracks open rates, cost per lead, you know, demographics, stuff like that. So it runs ads for you.

It's Facebook ads. They have the Facebook ad algorithm thing down to a science. Running Facebook ads on your own, yes, you can do that. And a lot of people are successful with that for some reason, though, their stuff gets higher, you know, higher lead numbers and stuff like that. So they also just started doing retargeting. And pretty soon they're going to let you do video as well on this, on the ads and everything like that.

They're doing ad management right now. one of my clients just started doing that, and her ads have like tripled the number of leads with good info and stuff like that, too. So they're really, really good. I mean, they're great people. They give back. They have a lot of, you know, a lot of events, a lot of masterminds. They hold nothing back.

They share everything. And every week you can go in there and ask questions about how to follow up with leads or how to create certain ads or like what's working, what's not working kind of stuff. So it is super cool and I'm a big fan. Now, the cons of it are that it does take a little bit longer. I call it a slow burn. It's like a pot roast. You know, you might need to put it in, you know, in a crock pot for a little bit.

It might need to simmer. The juices might do, you know, to absorb and all that stuff. Some of the leads, you know, especially like the what's your home. Homeworth ad and stuff like that, those take time. And you need to have the campaigns and stuff in place. But street text comes with that already right there for you. Now, like I said, you're going to have more success if you customize it, make it sound like you and all of that stuff.

So, but Julie, the AI that they have will send a text out right away, uses emojis, stuff like that. You can respond straight through street text with Julie, keep a conversation going. all that fun stuff. So there is now business in street tax, but I would say that the majority of these leads are things that you will want to, you know, provide value and nurture over time.

So it does take time to convert. It varies, you know. It can be oversaturated in some markets. Sometimes your ad will start off really strong and then maybe all of a sudden you're not getting any leads from it anymore. And that's, you know, people get used to seeing the picture that you use or something like that. And maybe they've already clicked it.

Who knows? So you want to keep an eye on that stuff. And with street techs, they actually can help you with that. They will tell you, you know, like try this one, try that one. They do their own ads. You can run custom ads. A lot of my clients run custom listing ads. And those, you know, get lots of buyers because, you know, be like,

hey, check out this, you know, four bedroom, two bath on acreage here. those are really good ones too. So it's easier to follow up with that kind of stuff too when you know exactly what they clicked on and exactly what they're looking for. So that is all I have for that one, I think. So over, yeah. So, but the cool thing with Streetex is though, too, like I said,

if these things aren't working, there's the mastermind groups, there's all kinds of other groups that you guys can like check out and ask questions and they help. They have a whole team behind them. You get your, you know, your own training.

support staff and if your ad stops running the way it did in the beginning, they'll help you with it. They're always coming up with really cool different ads like downsizer ads, you know, like want a better home, but you don't want to downgrade your lifestyle or want a smaller home, don't want to downgrade your lifestyle. Upsizer ads, you know, there's all kinds of things you can do. So if you have a niche or a niche that is like you, you're like, I always know how to sell a home with a pool, you know, check out all the homes with pools, right?

Create a list and then it can run an ad like that for you. So the quality of the phone numbers can't is, isn't always the best. And I haven't found a single, a single skip tracing source resource that works well, not Red X, not broken seven. I'm not, just none. I'll just leave it to that.

So I haven't found any yet that can skip trace worth anything, not a title company, nothing. So if anybody else has found a really good skip tracing, you know, software, I would love to know. So let me know. Okay, dokey. Let me see if I have another slide. Okay.

We're cutting it close today. Normally I think I have too much, but today I guess I just went and win. Okay. So the recap here is how you follow up with your leads is the most important factor in lead conversion. if you do not follow up with them at all, or you call them once and then stop calling them, chances are, you know, you're probably not going to convert that person.

Somebody else is going to come along and make more effort, provide more value, and they're going to end up going with that person, more than likely. Now, occasionally you might get lucky, but from my experience, you know, this is why I'm brought in is because the AI can't do it. The AI does a pretty good job,

But when they start replying and asking for an appointment, if you're not calling them, like the AI can't actually set the appointment for you, you know, through your calendar or whatever. They can't live transfer to you either. So these are things that you have to pay attention to. You need to consistently follow up.

You need to be providing value every time you do. So provide value with every contact attempt. Right now we are doing something kind of fun. Not all our clients wanted it, but we are like singing a holiday song. And, you know, at the end of it, we say it's with the Linnea Carver home team, for example. And then we send a text. It's like, hey, I just thought you might enjoy this video about, you know, best places to eat in Bonnie Lake.

Right. That's still providing value. It may have nothing to do with real estate, but we're getting them to know like and trust Linnea by sending a video that she did about restaurants in Bonnie Lake, right? I'm not sure she even has a video like that. That's just an example, but yeah, she has a lot of videos. You know, YLopo, paperclip, yeah, paperclick, Google, KVCorps, making it rain, et cetera, IDX websites. And street techs are my favorite lead gen tools right now. It's always changing.

I'm always finding other things. I could list the ones I don't like, but we don't want to do that. I'm not going to hate on anyone. But there are different things that work differently in different areas. you know, it's all about your market. It's all about you. It's all about how you approach it. So YouTube, I did want to mention this.

YouTube is another great lead generation tool. I've gone over this a lot. I didn't want to like hound on video again in this one. But YouTube probably the best leads other than, you know, sphere or referral base leads. So YouTube leads, those people already know like and trust you if they're absorbing all your content on YouTube and getting to know you like that. And then they reach out and say they want to buy yourself, man.

Like they're going to be on your team. They're going to be a fan. So that's pretty much all I have on this one. And I didn't change this slide. So let's just skip that. Does anyone have any questions or comments? Anything? Nothing.

Well, I hope it was good. That's okay. I understand. It's a Tuesday morning. and it's not snowing in my house, but it was snowing outside earlier. So it's a, and that doesn't happen always in Seattle.

So it's, thank you so much. I'm sorry. I had some issues. I have some issues with the, with Zoom. I am not able to send a charge, to send a tax,

or whatever. So, but thank you so much. It was very helpful. I'm going to look into street attacks. which one would be the one that you recommend the most for solo agents that are fairly new. So with the lower budget. I would definitely say street text.

It is probably the most affordable out of all of these with the most support, guidance, community. And it's just there's, it's almost priceless, the amount of support and community. that you get from being a part of the street text community. So I put in the chat. My referral link, I think you can get a free trial with that. Now, you're still going to have to pay per ad, you know, like to run ads just like you would on Facebook. But they have pretty much a lot of it done for you.

And as you get to know it, you can go in and start customizing, like I said, the AI text that goes out to make it sound more like you. make it more your own because that's going to have a huge effect in the email campaigns. You can add video too. So I would highly recommend doing that as well if you can. I cannot see the link. Is there a way that I can get it? Leonor, this is Lisa Kelly, Jessie's chief of staff.

I'll send it to you. Oh, fantastic. Thank you so much. You got it. Thank you. Thank you, Leonora. Oh, you're very welcome. Thank you.

Bye. Bye. Hi. Okay. Well, if no one else has anything, I will say happy holidays. Merry Christmas. Enjoy it. And I thank you guys so much for coming.

Hi.