real estate coach, CEO and founder of Robertson coaching international,

where we help agents just like you create businesses that support your life

not run your life. now I'm really excited today to be bringing to you

part 2 our five-part series on the five phases

of marketing. The five different phases that each of your leads are gonna go

through

now real quick if you haven't watched phase one there's a link below this video

make sure you go back watch phase one and then come back here to phase 2

now phase two is what we call lead nurturing

lead nurturing this is where most agents businesses

end up breaking down see we get the lead in but then what happens after that

not a whole lot most agents end up chasing what we like to call

the hot 5 percent but that begs the question:

what happens to the other ninety-five percent who aren't

hot and all your marketing is doing is focusing on the hot five percent

have any idea what happens to the other 95 percent

by default you're ignoring them! In fact I was doing a conference one time and a

gentleman in the front row goes

"yeah I actually do ignore them" and at least he was being honest

but the reality is we can't ignore those ninety-five percent of leads

that aren't ready to move forward with this right now you see the average

internet lead is anywhere from six to 18 months

out from being ready to move forward so the question becomes this

what are you gonna do how are you going to communicate with them

until they're ready to move forward that's the key question

at this phase what are you gonna do to communicate with them

until they're ready to move forward now there's a couple things you need to keep

in mind on average most

agents touch their leads anywhere from 1

to three times before giving up. unfortunately for them

most sales don't happen until after 8

to 12 different touches so by giving up after 1-3 touch

it puts you at a disadvantage over those who are willing to touch their

prospects more frequently

and I don't mean in a perverted way... alright?

so what does this look like? what a good lead nurturing system

is is it's got to be keeping you in front of the people

that you're intending to serve, bringing them value on a consistent

regular basis. what we would encourage you to do is this:

when a lead comes in you almost want to over communicate with them

until they get back to you. see the biggest problem we have is what

they're not calling us back they're not emailing you back. so how do we avoid

that? we keep trying,

we keep trying and we keep trying, like the little engine that could

you don't give up until you talk to them or

until they respond. There was a great study by inside sales dot com what they

found

is that if you only touch your clients five times, your

odds of getting a sale only go up by about 50 percent.

after 12 touches it goes up by ninety percent.

so you've got to be more frequent, more verbal

with the people that you're trying to communicate. now the big question I get

asked is this "but

how much contacting them is too much? what point do I become

a spammer?" and nobody wants to be a spammer. right, well here's the thing:

if you provide real value you can't market too much

but if all you're doing is going "I'm awesome, I'm awesome, I'm the number one

realtor

in Newport Beach, California under six foot one, weighing

175 pounds or less with brown hair." Nobody cares.

Who do they care about? Themselves. Right? see they're all tuned into the same station

we've heard this

what's in it for me your marketing

has to be focused on providing them value, telling them

what's in it for them. Meet their needs, their wants,

their desires, their hurts, their pains in your marketing

and I promise you this: they're never going to ask you to stop

and if they do they're not the right client for you. so if only five percent

of your leads are hot

it's now time to develop a consistent systemized

lead nurture follow-up where you're gonna keep in contact,

keep value happening until they're ready to raise their hand. I'm Travis Roberts

and it's been a pleasure bringing this value to you.

If you found this valuable like the video below make sure you comment leave

me any questions you have

you can also visit us online at Travis Robertson dot com.

if you have any questions on our program, our coaching or what you've seen here

today

I look forward to seeing you in the next video as we tackle the last three phases

in our five-part series

the problem is that you need to touch them more frequently not in a bad way

but just in a good way right

you need to touch them more frequently. you can't laugh in the background there

you want to caress

your leads. frequently.

Hi I'm Travis Robertson

welcome to the love coach okay

so, umm.