How to Convert a Real Estate LEAD into a CLIENT [5 CRUCIAL steps]

Taking somebody from being a random stranger into being a raving fan, that is a process. However, as a real estate agent, it's kind of the lifeblood of your whole business. So today we're going to be diving into the steps and how to implement them into your business so you can learn how to actually convert your clients. If we have not met already, hi, my name is Karis. I'm a real estate broker here in South Florida, and if you enjoy all things real estate, social media, and self-development, then you will enjoy this family, so make sure you hit subscribe. All right, if you want to learn how to take someone from going from having no idea who you are into them giving you referrals and repeat business, then just keep on watching. All right, you guys, we are back with another video. If you are part of this subscriber family, then you will know we are in a new place and we are in a new space. And we have a whiteboard because we're going visual today. I'm a visual learner, so I probably should have started doing this sooner. So if you like this kind of content where we're up, we're drawing, then let me know in the comments below because I'll make more videos like this. But let's get into it. So what we're going to be breaking down today is how you bring someone through a client conversion funnel. So first things first, we're going to draw our funnel. This is your funnel, okay? All right, now there's five main steps in this process. We're starting up here where they're not knowing you, going down into being repeat business and giving you referrals, okay? So number one up here is your lead generation. Excuse my handwriting if it's hard to read. This right here is where someone is going from not knowing you into seeing your face, seeing your name. So like we talk about that no like and trust factor, this is where they're starting to get to know you. The way that you build up that lead generation, that's doing things like social media content, which is that one to many. It's powerful. You get in front of all these different people after shooting one video, for example. The other things you can be doing is making phone calls. That's lead generation. As someone having that first conversation with you, you can knock on doors, you can do open houses, you can do emails, print marketing, all of that good stuff. Lead generation is that first piece of it. It is that first contact. So this is number one, right? Step in the process. Number two, this is lead qualification. This next step down, this is basically where you are going to be qualifying who that is, qualifying that lead, right? So you're going from something, let's use social media for an example. This right here, you're generating a lead as you putting out video content, whether you're running them organically or whether you're running them with paid ads, right? Then you're moving down into lead qualification. That is where someone, say for example, has submitted a link on your social media for them to fill out. Basically then putting up saying, hi, I'm interested in potentially buying or selling. You're then getting down into this process where you're going to be qualifying them, seeing basically how serious they are. Do they want to buy and sell sometime soon? Are they someone that you're going to have to nurture for a while? And then you're basically determining where they're going to be in that process. Now, when you are doing this lead qualification, you want to basically dive in as deep as possible. You want to write all the notes. You want to gather all the data to find out as much as you can so that you are able to qualify them. Now, your next step right here is nurture. Now, there's two things that can happen here. Either you're going to qualify them and they're maybe not ready yet. They're going to move on to the nurture sequence. However, there's also a chance they move on here or there's also a chance that they move on to number four, which is lead conversion, okay? I know my handwriting is beautiful. So they start on lead generation. Then they move down to qualifying them as a lead. Then they're going to either go into the nurture or they're going to go into lead conversion. So basically they're ready then. They want you to come around and they want you to list their house. They want to start going and looking at houses. You've converted them from the qualification into the conversion. However, if they are not ready, you then are going to take them into the nurture sequence. So that's where you're sending them email marketing. That's where you're making monthly phone calls. You are dropping pup buys over their house. That is the nurture piece of it where you want to be top of mind, okay? All right, now this conversion piece here, this is your sales piece. So if you want some more videos on sales negotiations, let me know in the comments below because I can make some more videos on that. But this is where you're converting them into actually being a client. Now this five number here, your fifth step, that is where they're going to be giving you referrals or repeat business, repeat biz, okay? That is your last step. So this right here is basically where they would be closing, turning from converting into a client into giving you referrals and your repeat business. All right, now going through this funnel piece here, you want to make sure that you are staying top of mind. Like I said, there's multiple ways that you can do that, whether it be phone calls, whether it be emails, whether it be print marketing, you want to be basically in front of them. Remember the birthdays, remember the house anniversary days. Now, of course, you want to make sure that you are tracking all of these so that you don't have to remember how to do it. We love automation. We love outsourcing all that good stuff, right? So think about it this way, right? You're going from here of being a stranger from not knowing who you are, then they're turning into a lead in that second step. Then from here, that nurture piece of it, they're a customer, right? And this is before they've signed any sort of listing agreement, any sort of buyer broker agreement. Then from here, they become a client and then here they become a fan where they love you and they want to work with you again and again and again. It's actually crazy. I think the statistic is like almost 60% of people said that they don't remember who their real estate agent is after they close a deal. So 60% of realtors are not doing this piece of it here and nurturing their clients and staying top of mind to actually want to go and work with them again. Now setting this all up, it takes time. It is not something that you're gonna get and set up and build and everything else all in one day. So take a breath. I know this is probably overwhelming because a lot of people, they'll maybe do the lead generation, maybe because it's the biggest issue that realtors have is lead generation. They'll do a brief qualification not much. This is why a lot of the times we waste a lot of our time. Then nurture is usually non-existent. The lead conversion is often hard because it is a very cold up to here and then this is just, that's not even non-existent. It's not even a thought. It's basically following up with people after they've sold a home. So this though, this funnel is something that you want to build. Taking somebody from not knowing you into being able to build trust and loyalty with them. That know, like, and trust factor. If they're getting to know you, then they're getting to like you and then they're getting to trust you as well. All right, now I'm gonna make your life a whole lot easier. This piece right here, this can be taken off of your plate. Most of it, right? It can be automated for a lot of these steps. Now using something like Pipedrive, which they are today's sponsor for this video, they can take away a lot of these middle pieces of it where you can go and have things done for you because we love automation on this channel. You know that. All right, now as we're looking at the steps of the funnel, I'm gonna show you how you'd be able to fit something like Pipedrive into your system. For example, right here, going from lead generation to lead qualification. From not knowing you, you're then gonna have that conversation with a person because that is a purpose of lead generation. When you have that conversation, you are then gonna be putting people into your CRM, their names, their emails, their phone numbers, anything that you spoke about, right? So this right here is somewhere where you would be able to use your CRM to get all that information into there to keep a track of it. Then once you're qualifying them, all of these notes that you get in this qualification through your consultation or your listing appointment, you get all of that into your CRM. Then the nurture sequence. This is where a lot of your email marketing is gonna be into effect. So in Pipedrive, they have a lot of the different sequences that you can set up so that you're not having to do it on every single person. You set it up once, then you have campaigns that are already set up and ready to go. You just add them onto who it is once you've spoken to them. Another thing you can do in that nurture sequence is schedule calls. So you don't have to remember when to call certain people again. You speak to them, you qualify them, then in your CRM, you put them into your nurture sequence and you schedule a call for the next week, for the next month so that you don't have to remember they're already reminded for you. Now in Pipedrive, you can actually set up all of your deals that are basically being worked on so that you can move people down the funnel as you're working with them. So once they're basically turning into a client, you can then bring them into the next step into the actual conversion piece and you can track the transaction as it goes along. Then your last step in the funnel, the referrals and the repeat business, that, my friends, is gonna be where the money is because every time you work with somebody, people, friends, family are gonna be asking them about their home buying process, their home selling process and you want them to go and recommend you. So the best thing that you can do is continue to stay in touch with them. Do that by using something like Pipedrive, scheduling phone calls. You can set reminders for their home anniversary. You can schedule a phone call or even a pop by for them in 60 days after they close on their home and find out how it's going for them. Find out how they're loving the neighborhood. Touch base with them because as they are getting asked these questions, you want them to recommend you to their friends and their family. So hopefully this visual helps you see how you could move from lead to loyalty, going through the funnel and setting something like this up. If there are other pieces that I've talked about in here that you want me to dive more into, then let me know in the comments below. I can do that. But this right here is the lifeblood of your real estate business, is bringing people through this funnel. So it's something that needs to be done if you haven't done this whole journey already. If you want to give Pipedrive a try and see kind of how their insides of their systems work, then I'll leave a link in the description below and you can sign up for a free trial and give it a test run and see how you can completely change your business by setting something like this up. All right, that is all for today's video. I hope you enjoy this different style. And if you like this whiteboard vibe, it's giving teacher, then let me know in the comments below because I can do more videos like this. Thank you for watching and I'll see you in the next one.