Explanation of our conversion systems. These are the systems by which:
we nurture a lead and convert them into a client that closes a transaction
we track what we did so that we can measure, improve and repeat those actions
Follow Up Boss - Recording lead sources, calls, client details and touches
Monday.com - Recording the sources for all of our deals and analyzing the results
Wikiful - Recording the system for converting clients to make it the standard, then improving that standard by constant iteration
How this system works
We create systems and scripts for:
First contact with leads from different sources
Mapping out where closings come from
Figuring out dollar value of closings
Figuring out conversion systems for each closing
Handing off a client from one team member to another
Referring a mortgage broker or lawyer
Sending out a referral to a colleague in another market
Mapping touchpoints of a client’s purchase, sale, rental listing or rental journey
Receiving a referral
Thanking a referral on receipt
Thanking a referrer on closing
Thanking a client on closing
Showing a home
Debriefing a showing
Explaining an offer
Writing an offer
Presenting an offer
Countering an offer
Creating a CMA
Following up with a lead
Reaching out to a cold lead
Reaching out to a cold client
Asking for a referral
Asking for a review
Asking for a video review
Gathering client details
These scripts and processes are recorded in our team wiki, with links to standard forms like a new client intake form.
Conversion systems help us by:
Improving efficiency - If your conversion system is strong, you’re effectively making more money per hour of prospecting because you’re converting leads at a higher rate.
Increased referrals - A good coversion system isn’t just sales; by being consistent and highly professional your system becomes part of your referral marketing. Clients are impressed and it’s much more likely that they refer you.
Allowing delegation - When your conversion system is clear and repeatable you can delegate parts of it to an assistant or specialist.
Easing growth - Want to add a Buyer’s agent, but are worried that they won’t be as good as you? A clear conversion system sets expectations and a standard of service to your clients, allowing your team to serve you just as well (or even better than you do). If you can do that and generate leads, you’re infinitely scalable.
Reclaiming time - A clear conversion system takes less time than flying by the seat of your pants. You’ll sleep better at night knowing that your clients have everything that they need.