A discussion among sales/real estate professionals about increasing the number of meaningful conversations and appointments booked. Key strategies include improving scripting, leading with educational content (simple mobile-optimized microsites or video resources), better-trained agents, disciplined follow-up systems, time-blocking/productivity, and in-office culture. Examples reference using web content to pre-educate prospects (reducing basic questions) and tracking contact frequency to improve connect/conversion rates.
Questions this video answers
1.2 calls on average.
Around the 5th to 8th attempt.
I promise you, this is so far from anything that you've ever been to. And now increase the number of meaningful conversations. Increasing the number of meaningful conversations. So that's along the same lines. How could that be different? Some of that could be scripting, right? How do you get it? How do you even get into a meaningful conversation with someone that doesn't want to have a conversation with you? So if you're out, if you're circle prospecting or dialing expireds or fizbos, like, how does that conversation even happen? So that's knowing your scripts, knowing how to get through that first initial. Like, why are you calling me telemarketer? What else? Some of the same things that we talked about, we've been talking about all weekend too, about putting out content to make them respond to the content. Then you're going to have not only contact made, but a meaningful competition. Yeah, that's a good one, too. So who was telling me you were saying something about putting together a place that you just send people. I don't even want to talk to you yet because you don't even know anything. And we were talking about it last night. Like we have these transactions with a buyer who came on our website. We showed him three homes, like, whoa, that was cool. 10 grand. Like, we didn't do anything to earn that 10 grand. Well, the thing is, after that point, you notice in the transaction, they start asking all these questions because they have no idea what's going on. And if you would have led with education, you won't have those questions. And I think it would make it a lot easier to ask for those referrals when they feel like they've been fully educated on you. And then so that's good. And then that conversation is a different conversation. So you just say, hey, listen, I'm not even going to call you right now because I know you got to go here. And just a simple mobile optimized site. Every time someone calls in a yard sign, every time someone registers on Boomtown, they're getting a simple call to action and you just decide what it is. Simple video from you or send them to a resource that has like, thinking of buying, here's what you need to know. Thinking of selling. And it's just a really simple site. It doesn't have to be complicated. Anything else? Those are all really good. Oh, yeah. So what Dave was saying, I mean, that's a meaningful conversation, talking to your network about that. Who do you know that has a random need? Who we can serve? Yes, there's A business benefit to it, but it's impact and you're right there having the most meaningful conversation you can possibly have with somebody and the focus is off of the business. So open houses and making sure the people that are holding them open are trying to get to some deeper level than just trying to fill out. They know they got to come back with that sheet. The open house sheet filled out like, oh Look, I got 12 people to fill the sheet out. But you didn't have, you could have had 12 meaningful conversations and defining a meaningful conversation.
The simple thing of that educational site that you set up, right? Everyone that comes to your open house, you just hand them a little T ticket with the URL. So we're saying that hey, you want to learn more about the secrets of buying in our market? Go to this, our video blog site. And again, just continue to educate. Being that expert.
Yeah, that's a good point. Like a blogger. A blogger is Google's blog platform. It's what Vyral builds their blogs on. It's totally free. All right, so to see increase the number of appointments booked. How can we increase the number of appointments that we book? Better trained agents. Better trained agents, better scripts, providing more value, a better reason to meet with you. What else? Yeah, follow up. So we did the one thing about Boomtown and I don't know if other platforms do it. They don't. You know all the inside sales stuff that we look at, which one was kind of shows that, you know, people are most likely to do business with you on X number of contacts or you actually reach them after X number of contacts or speed of response or whatever we had Boomtown doesn't give you that information. But we had Roy our VA with my outdesk go in and the numbers in the study, it was like 1.2 calls on average. Leads that come in will get so 1.2 calls. But the study shows that it's like in the fifth to eighth attempt the connect rates and the conversion rates go up the most and then there is diminishing returns after a certain number of contacts and it was, it probably wasn't much more than one call. So just having a follow up system that on every. And that's totally, that's essence of optimization. Just knowing that everybody that comes into your world is going to receive this exact process every time. Anything else on increasing the number of appointments booked? Same stuff as the last stuff too. Time blocking, discipline, daily productivity for your agents. All that stuff bringing energy around it. Being in the office when they are shoulder to shoulder with your agents, all that good stuff.
