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LEAD CONVERSION

Having a Guaranteed Sale Program (learn more about guaranteed sale programs on our Club Wealth blog and video, “Guaranteed Sale and Other U.S.P.s“) is the most effective way of converting a lead to your side. The principle associated with Guaranteed Sale programs is Risk Reversal. By taking out any risk that hinders your lead from choosing you, pressure is removed from the lead and will help you convert most sellers into clients!

For example, one of the Guaranteed Sale Programs Michael Hellickson suggests is “If I can’t sell your home in 30 days or less, I’ll buy it!” You have to be able to stand behind that guarantee, but assuming you can, it is an excellent way to gain the trust of your clients. Other possible GSP strategies are listed on the downloadable checklist!

Setting Appointments

Real Estate is a service, a sales and relationship style of business. Don’t over-analyze what you list or whether or not the client is a a five star lead, because ultimately a sign in the yard is better than in your car. Think back to the formula for success in Part 1: your ultimate goal is to get that listing posted, no matter the circumstance.

The more signs you have out in the field, the more leads you’ll get through passive lead collection. More leads means more sales, more sales lead to new relationships, and naturally, new relationships means more sales!

What do I need?

You need to be ready to list that home on the FIRST APPOINTMENT. Make sure that you bring the basics, including but not limited to a listing agreement, a key box, and a camera. In addition, you will need your own 44 Point Checklist, which is essential to holding a successful listing appointment. Showing up prepared and confident will inspire the same feelings in your client and assure them that you are here to get the job done!

W.I.I.F.M. – Nobody Cares!

The golden rule of selling anything: What’s In It For Me? Your clients don’t care if you have fifteen awards, or how many homes you’ve sold in the past. The ONLY thing that should matter is giving the customer what they want.

You get exactly ONE sentence to tell the seller what makes you different from your competitors, make it count!

While touring the home we recommend B.R.O.T. (Build Relationships On Trust)!

This will enable you to connect with the clients at a deeper level, and ensure a smarter conversion to a signed listing.

As you preview the home with the client, use the F.O.R.D. technique to Build Relationships On Trust. Lead the conversation through open-ended questions about their:

Family
Occupation
Recreation
Dreams

Before you sit down to go over the paperwork, you’ll be chatting like old friends!

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Limited Spots Available! Save Your Seat Today!

September 8th, 2022

8 am - 11:00 am PDT

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7 Listings or Pendings in 30 Days: Lead Conversion!

Join Club Wealth's C.E.O., Michael Hellickson sharing his top performing systems for real estate agents. Learn how to nurture and develop your techniques to turn your leads into actual sales during this FREE online event!

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During this free three-hour conference, you'll get to hear from multiple real estate experts and guest speakers share their tips on how to generate more leads and discover your unique leverage. Sign up now while you still can!

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00 Years 00 Months 00 Weeks 00 Days 00 Hours 00 Minutes 00 Seconds

Lead Follow-Up

As you can see, lead generation, lead follow up, and lead conversion are the core variables necessary to maximizing your total income and available free time. When generating leads, you must remember that there are two distinct types of lead generation: ACTIVE lead generation and PASSIVE lead generation.

Most real estate agents begin their career with more time than money. In the beginning, you need to work for your leads and keep putting in the work until you start making returns. As your business matures, you will have far more money than time and will be able to lean on passive sources!

Active Sources: This is where you CHASE business and take initiative with your leads. Starting out as a fledgling agent, the vast majority of your initial sales will come from active sources such as:

Door knocking, REOs, Bankruptcy Attorneys, Default Notices, Referrals

Passive Sources: These sources require less input and effort on your end, as you are ATTRACTING potential business through advertising rather than seeking out your clientele. As your business matures, you will utilize more passive lead sources. Examples of passive lead sources include:

Facebook Ads, TV, Billboards, Radio, Purchasing Leads* [see below]

As you get the ball rolling, referrals will start rolling in like a passive lead source. Before you know it, a cumulative growth effect begins to take over, and while it takes massive energy to get it started, it takes FAR less to keep it moving down the tracks once it builds up steam!

*Once you have the money to do so, websites such as LeadsLikeCandy.com allow you to score leads for a specified price.

There is an entire SYSTEM to referrals. Yes, a SYSTEM.

Large numbers of referrals don’t just happen, you have to make them happen. Sure, many real estate agents get referrals from friends and family without any formal lead generation efforts, but this is unpredictable at best. DO NOT leave your business success to chance!

Develop a deliberate, predictable monthly flow of referrals you can count on. Start with everyone you know, and everyone who knows you. You have your sphere of influence, your friends, family, past clients, even attorneys!

To get predictable referrals, you need to call, send notes, drop by with brand merchandise, host client appreciation events, mail out an engaging monthly newsletter, and foster consistent social media interaction.

Your business CAN and WILL grow through referrals, so long as you develop and follow the proper systems and strategies.

To master lead follow-up and lead conversion, you’ll need the right CRM (Client Relationship Management) and transaction management systems. Top Producer is a great transaction management system and CRM.

The most important thing about lead generation and lead follow-up is CONSISTENCY.

BECOME A BETTER AGENT TODAY!

What to Expect

The goal of this challenge is to gain as many referrals from within your sphere as you can in 30 Days. More than that, the goal of this challenge is to stretch your thinking to help you realize what's possible and what you can achieve once you put your mind to it.

We use a strategy called “Immersion Training"; instead of learning something new piecemeal, immersion training involves challenging yourself to hyper-focus on a new skill.

Who is this for:

Open to all listing agents, buyer agents, team leaders, loan officers, broker/owners, and solo agents. The most dominant agents generate most of their business from referrals. If you want to position yourself as the dominant agent in your market, you NEED to dial in your referral game. This is the place to do it.

Details:

After this one-day event, we'll provide follow-up regularly through our StatTracker software to check your progress.

Meet Your Coaches

Charles Manley

Coldwell Banker Realty

I am a full-time realtor who has been exceeding my client’s expectations for years. After a fulfilling and rewarding military career followed by an Honorable Discharge from the US Army, my stay at Fort Jackson convinced me to make Columbia, SC home. Since earning my Real Estate license, I have worked with some of the industry’s most inspiring and experienced agents and brokers to enhance my understanding of the market and all things real estate. I have always had a desire to pursue a career in real estate and fully understand the dynamics of the market and its constant economic changes. I believe Realtors have a duty to be well informed and be an expert at assisting his/her clients to make the right decisions, alongside making the process as easy as possible. I use the latest technology and services to market and find homes at an expert level making the buying and selling process efficient and smooth. Operating with integrity and attention to detail is of the utmost importance to me and I feel that is what takes simple home buying and selling from just a process to a personal relationship where the client’s needs matter most.

Jason O'Keefe

Davenport Realty

I have been a real estate agent for over 16 years. Prior to that, I gained invaluable experience from working for over a decade with individuals and businesses from South America, Africa, and Asia via my family’s international exporting business. This has helped me build a strong Real Estate team that continues to grow with new agents. We are located just west of Toronto Canada. And in 2021 we have sold over 100 million in real estate.

I have an amazing woman in my life that I met in 2018. Between us, we have 7 kids. If I can make that work, running a team is a breeze. I also have coached Hockey and Soccer. My passion is coaching and seeing people succeed.

Kelly Liedtke

Cova Home Realty

I started my real estate career back in 2015. I wanted to get into real estate after buying my own house and having an awful experience. In 2015 I joined my first brokerage and sold 30 houses in my first year with 26 of them coming from working open houses. During my real estate career I’ve had to stop and restart my career on 3 different occasion due to my husband being in the Air Force. Finally in 2017 we received orders to Langley Air Force Base in Hampton Virginia. I met my business partner and in 2018 we partner up and started helping each other out. Before we knew it we were both running ragged. Fast forward to fall of 2020 we signed up for Tier 1 Club Wealth Coaching within 12 months we were able to hit Tier 4 (over 150 transactions in 12 months). When I’m not working I’m running our three teenager daughters to all their sports, traveling, hanging out at the beach, and enjoying time with friends and family.

Omar Harper

Real Estate with H.A.R.T.

Omar Harper has been doing real estate for 11 years, focusing to make sure that everyone is getting the best for them. He believes in an approach that puts clients needs in front of his own pocket. Omar was able to build himself to be the top agent of his previous office, as well as one of the top 20 agents in his market. He currently services the lower Hudson Valley area and Fairfield County of CT. Omar his big in his community and has a non profit organization that is focused on helping youth get into trades if college does not look like a fit for them.

BONUS SPEAKER! PRODUCING 500-750 UNITS A YEAR!

Lee Garland

Garland Group

As the CEO and Owner of the Garland Group in Jackson, Mississippi Lee oversees day to day operations and development. He keeps up with industry standards by serving on various boards and committees for the Jackson and Mississippi Association of Realtors and stays on the cutting edge by attending important events such as the Mid Year Legislative Conference for the National Association of Realtors.

YES! I'M READY TO JOIN THE MOVEMENT!

Meet

Michael Hellickson

I listed and sold over 100 homes/month during my 20 years as a real estate agent. My success in real estate brought me to my current career in real estate coaching. Coaching real estate is my passion; I was born to change lives. In 2001 we started Club Wealth Coaching and Consulting, and in 2015 we decided to reinvent from the ground up. Now, we are growing and changing more people’s lives than ever before, which I love. Club Wealth® offers performance-based training and coaching for real estate agents, brokers, and team leaders. World-Class Coaching. World-Class Results.

Club Wealth Coaches Speaking:

Kelly Jackson

I have been a full-time professional for over 19 years and absolutely love this business. Prior to real estate, I was a Nurse Administrator (1 year). Faith, family and real estate are important to me. Since joining Club Wealth, I went from a solo agent to running a profitable team, in not one, but 2 major cities in the US.

Mark Benefiel

Currently Living in Augusta, Kansas (Wichita) I am an Owner and Team leader at the Boulevard Group with EXP Realty. My partners and I started this firm 1.5 years ago, after having successfully ran and managed a Large Independent brokerage selling over 1100 a year. I cut my teeth in Real Estate as part of a large team that focused on growing relationships through large data base management and the use of ISA (Inside Sales Agents) to build a very mature healthy pipeline. We have taken those skill sets, processes and systems into our new firm very successfully.

Nicole Gaudet

I am a proud veteran of the United States Army. I was originally licensed in Texas in 2003 and mostly did Multi Family. I moved to Louisiana in 2015 and obtained my license in August of 2017.

In 2018, my first full year as a licensed agent I won rookie of the year and was in the top 5% of my market center. I joined Club Wealth in Feb of 2019 and began to grow my team. Within 6 months we grew to a team of 12 agents and closed over 80 units! We are projected to close over 250 deals in 2020.

My passion is training and developing my team members and coaching clients by helping them to think outside the box, analyzing and implementing new ideas, team development and being a strong support system for them to strategize with.

Liz McDonald

Liz was born and raised in Minneapolis MN and relocated to the East Coast for college. She got her real estate license to build a property management company in 2010 and grew that to 300 units before selling to her business partner and spinning off the sales team into a new boutique brokerage in 2018. She is now based in Virginia, West Virginia and Maryland, outside of Washington, DC and has grown that company 35+% year over year, consistently. She and her life partner, Roger, have a dog and a happy life.

Currently, a broker/owner who is in production, I list 85-100 homes per year while growing listing agents and buyers agents on her team. Additionally, I have had a coach for most of my business life and I know how important an outside, professional, experienced coach can be in my business. I love being that for someone else.

Brian Beatty

Brian owns and operates one of the most successful real estate Teams in the Carolinas, hosts the #1 real estate radio show in the Carolinas, invests regularly in real estate (flips, rentlas, private money loans) and is a real estate coach for Club Wealth.

Over the course of his career, Brian has represented over 1,000 homeowners and over $500,000,000 in real estate volume. As of 2020, Brian’s listings go under contract in just 7 days and sell for 99% of asking price. (Source – CTARMLS)! This helps Brian and his Team bring a level of experience, service, and results to your transaction that very few Agents in all of Charleston can match.

Austin Hellickson

Austin Hellickson is a real estate broker in WA state. Austin has been a broker for 8 months full time and has listed about 50 properties year to date. He enjoys the outdoors, fishing, and spending time with his parents