If you have leads, right now, in your CRM…
… You’ve got unutilized information
that can help you close “lost” deals!
Right now, in your computer, you’ve got untapped information you can leverage to pull a few extra deals a year — with little extra work added.
Let me explain with a short (“tragic”) story…
Years ago, when I first started as a fresh entrepreneur—a fresh real estate investor— I had parked my beat-up 2000 Mitsubishi in front of a Starbucks, which I did every Saturday, to make follow-up calls. (It was the only private place I had access to since, at the time, I had a screaming baby and a loud toddler in a small home.)
There was one seller I was very optimistic about.
She had motivation, equity, and a willingness to sell.
So, I call to “chat” and ask the usual, “Are you still interested in selling?”, mantra…
But then dropped this bomb on me, and said:
“Sorry… I’ve signed with a different investor… They had a better offer.”
After that, I did the worst thing possible that any investor can do.
I considered the lead “dead” and never called her back.
This is in fact a “marketing sin” in REI because the truth it:
She hasn’t sold, YET!
She’s only veered off course; she’s only veered off our “funnel”:
Signing with someone else is just another “pathway” in our “funnel”.
It’s a set of new information that we can use to our advantage.
Here’s a fact…
About 30% of sellers that sign with another investor, drop out of escrow.
So I quickly did that math…
If about 10 sellers a year, in your pipeline, sign with a different investor, and 30% of them actually never sell to that investor… then that’s 3 potential sellers a year where we can rekindle the relationship and buy from them.
If you land a successful follow-up message (via RVM, call, text, email, door knock, etc) when they do drop out of escrow…
… that can be an extra $75,000 to your bottom line!”
The whole point of this article is to show you that “follow up” is where we can plug up lost profits.
As the famous Dan Kennedy has expressed (I paraphrase)…
“You can add all the leads you want in your system… but if you don’t have a solid back-end system to hold and SELL those leads… you’re losing money everyday.”
So how do you plug up these holes?
It’s simple really…
Every time something happens in the “selling cycle”, or a lead expresses an objection…
You add them into an automated series of messages that leverage that event and/or objection.
- When a vacant house lead rejects your offer because it’s too low (that’s a series of messages leveraging the problems of having a vacant house and finding a buyer)
- When a lead misses an appointment (that’s a series of messages with the CTA to “try our offer out”)
- When a landlord expresses that they’re aren’t ready to sell yet (that’s a series of messages leveraging the painpoint of having tenants, all with the CTA of: “I can buy with 1 appointment”
- When a lead signs with someone else (that’s a series of messages to build your credibility up, and capture him/her when they fall out of escrow)
There’s a whole series of sequences that the OmniDrip “Funnel” custom creates for you.
And it’s all designed to “plug the holes up”.
By the way…
These aren’t ideas I pulled from thin air!
These are in fact marketing principles that I’ve implemented in delicate multi-million-dollar eCommerce businesses (where they can’t afford mistakes) to increase their back-end profits by 30% at least (thirty percent in a business making north of $300,000 a month is huge).
Now on to you…
Would you like to see a full list of these sequences?
Then book a call below with me, Paul, the founder of OmniDrip to discuss what we can do for you:
Do you know who the Father of Internet Marketing is? (He said this about me)…
His name is Ken McCarthy and TIME magazine gave him the title of “Father of Internet Marketing” back in the 90’s, and He was the first to use and teach internet marketing. He was also Dan Kennedy’s “internet guy”. He also was the first to say that video would the biggest component on the internet (before video was even possible on the internet).
Well, he also said this about me:
There are two kinds of real estate investors: Successful ones who invest the time to learn about marketing – and frustrated ones who don’t and spin their wheels endlessly. Paul do Campo clearly lays out what real estate investors must know about marketing…”