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3 Ways to CONVERT More Leads into Clients · Massive Agent Podcast

• 0:00
  SPEAKER_01: Congratulations, you got a bunch of leads.
• 0:02
  SPEAKER_01: But then what?
• 0:03
  SPEAKER_01: Now, of course, you have to turn the leads into actual clients.
• 0:07
  SPEAKER_01: But how do you do that?
• 0:08
  SPEAKER_01: Today we're gonna break down lead conversion.
• 0:10
  SPEAKER_01: I'm gonna make converting leads into clients stupid simple for you.
• 0:14
  SPEAKER_01: Let's jump into it right now.
• 0:16
  SPEAKER_00: The massive agent podcast with lead generation tips and strategies to get you more leads and sell more homes.
• 0:23
  SPEAKER_01: I love to buy houses, I like to sell houses.
• 0:26
  SPEAKER_00: Takes brass balls to sell it.
• 0:28
  SPEAKER_00: Wait a minute.
• 0:30
  SPEAKER_00: Leads a week.
• 0:32
  SPEAKER_00: I've had better.
• 0:34
  SPEAKER_00: Oh, have I got your attention now?
• 0:37
  SPEAKER_00: Here's your host, Dustin Brome.
• 0:42
  SPEAKER_01: What is up, guys?
• 0:43
  SPEAKER_01: Welcome to episode 421 of the Massive Agent Podcast.
• 0:46
  SPEAKER_01: I am your host, Dustin Brome, here in Salt Lake City, Utah.
• 0:49
  SPEAKER_01: Today we're gonna talk lead conversion.
• 0:51
  SPEAKER_01: Getting a bunch of leads is great.
• 0:53
  SPEAKER_01: Obviously, that's part of the process.
• 0:54
  SPEAKER_01: You need to do that.
• 0:55
  SPEAKER_01: But where a lot of agents struggle is getting the lead and turning them into a client, the lead conversion process.
• 1:02
  SPEAKER_01: And I think we overcomplicate the hell out of this.
• 1:04
  SPEAKER_01: So I'm gonna make it stupid simple for you today.
• 1:07
  SPEAKER_01: Because spoiler alert, there's no magic script that turns a lead into a client.
• 1:12
  SPEAKER_01: There's certain things that you must do.
• 1:14
  SPEAKER_01: There's certain actions that there's certain uh a certain tone that you need to have with these people.
• 1:20
  SPEAKER_01: And I'm gonna break that down for you.
• 1:22
  SPEAKER_01: But it's not this magical or mystical process.
• 1:26
  SPEAKER_01: But if you're struggling with converting leads into clients, this episode is for you.
• 1:30
  SPEAKER_01: Now, most real estate agents are in a state of lead dependency where you're you're relying on someone or something or some platform to give you leads.
• 1:38
  SPEAKER_01: Otherwise, you have no one to talk to and no one to work with.
• 1:41
  SPEAKER_01: Okay, this is a problem.
• 1:42
  SPEAKER_01: You depend on portals, you depend on luck, you depend on platforms that you don't control.
• 1:47
  SPEAKER_01: It's exhausting.
• 1:48
  SPEAKER_01: And frankly, it's no way to run a business in 2026.
• 1:51
  SPEAKER_01: You can't operate a successful business when you have no control over whether or not clients come in the door.
• 1:56
  SPEAKER_01: So this year I want to give you the gift of certainty.
• 1:59
  SPEAKER_01: I'm pulling back the curtain on a free masterclass to show you the new formula for social media dominance, right?
• 2:07
  SPEAKER_01: For for and lead conversion dominance as well.
• 2:10
  SPEAKER_01: I'm breaking down uh the brand new strategy that our top students are using to get five or six or seven new deals every single month without spending all day on your phones, without spending all day creating content, and without spending all day on the phone trying to convince people to work with you.
• 2:26
  SPEAKER_01: And by the way, without spending a dollar on leads as well.
• 2:30
  SPEAKER_01: So consider this the get the best gift that you could possibly give yourself.
• 2:33
  SPEAKER_01: We're taking down this free masterclass soon.
• 2:36
  SPEAKER_01: So head on over to clientsfromsocial.com and register.
• 2:40
  SPEAKER_01: Do not go another month with inconsistent pipelines, inconsistent lead flow.
• 2:44
  SPEAKER_01: You've got to have control, and you don't have to spend a ton of money to do this.
• 2:48
  SPEAKER_01: You don't have to spend any money, actually, but you do need to learn the formula that makes that possible.
• 2:53
  SPEAKER_01: Go to clientsfromsocial.com and attend my free masterclass today while it lasts.
• 2:58
  SPEAKER_01: Okay, so you're here because you want to know how to convert leads into clients.
• 3:02
  SPEAKER_01: Okay, I'm gonna break this down.
• 3:03
  SPEAKER_01: There's three components to this that make it suit it's stupid simple.
• 3:08
  SPEAKER_01: I was gonna say super simple.
• 3:09
  SPEAKER_01: It's also stupid simple.
• 3:10
  SPEAKER_01: It's both.
• 3:12
  SPEAKER_01: Converting leads is not magical.
• 3:13
  SPEAKER_01: You don't need to memorize a bunch of scripts because that assumes everyone is in the same boat.
• 3:18
  SPEAKER_01: It assumes everyone's gonna have the same expectations and wants and they're calling for the same reason.
• 3:24
  SPEAKER_01: No, it's so much more simple than that.
• 3:26
  SPEAKER_01: Okay, it's so much more simple.
• 3:28
  SPEAKER_01: The first thing that you have to do, you've heard speed to lead.
• 3:31
  SPEAKER_01: You have to have a system in place that responds to your leads instantly.
• 3:36
  SPEAKER_01: It's no it's no longer okay to get back to them five minutes later.
• 3:40
  SPEAKER_01: You have to have something in place that responds to them instantly, especially if they're coming online or if they're coming from online where they click on something, they're expecting that you deliver the thing that they clicked for.
• 3:51
  SPEAKER_01: They want it now.
• 3:52
  SPEAKER_01: They don't want it three minutes from now, they don't want it ten minutes from now.
• 3:55
  SPEAKER_01: You've got to deliver it now.
• 3:57
  SPEAKER_01: So if it's uh an ad you're running, you better have instant delivery of whatever the thing is.
• 4:03
  SPEAKER_01: But then you need to also have a system set up where you connect with them instantly.
• 4:08
  SPEAKER_01: So that could be you have an automated video that goes out, an automated text, something where they they get responded to instantly, and then you guide them on the next steps and you anticipate here's what they're going to need.
• 4:20
  SPEAKER_01: Here's what, you know, based on their inquiry, based where they're coming from, they're a buyer who wants to do X, Y, or Z, and it guides them on next steps.
• 4:28
  SPEAKER_01: Maybe it's a couple videos you recorded that are on your YouTube.
• 4:32
  SPEAKER_01: Maybe it's a guide.
• 4:33
  SPEAKER_01: Uh maybe it's just you know that you know they're gonna want to schedule a showing for homes in that one community because they clicked for the list of homes in that community, something along those lines.
• 4:42
  SPEAKER_01: Anticipate their needs, but it has to happen immediately.
• 4:45
  SPEAKER_01: So drip campaigns are absolutely crucial, okay?
• 4:49
  SPEAKER_01: Because step number two is you have to follow up consistently forever.
• 4:55
  SPEAKER_01: Not it it's so weird to me uh that agents think that if a lead doesn't convert right away, if they're not ready to buy a house right away, it's some somehow like a bad lead.
• 5:07
  SPEAKER_01: Are you kidding me?
• 5:08
  SPEAKER_01: If it's good contact information, if it's valid contact info, they actually give you their real name and their real number, they're interested.
• 5:16
  SPEAKER_01: But their timing may not be there yet.
• 5:19
  SPEAKER_01: It maybe they're not ready for two years, four years, six years.
• 5:22
  SPEAKER_01: Who gives a shit?
• 5:24
  SPEAKER_01: Obviously, we want to sell homes faster, but the the bulk of the transactions will come later on.
• 5:31
  SPEAKER_01: Yes, you're gonna get a couple people that are ready to go right now, and it depends on where the lead source is, right?
• 5:36
  SPEAKER_01: If it if they're coming from Google, it's a higher intent.
• 5:39
  SPEAKER_01: They're actively searching for the thing that you're offering, versus you interrupting their feed like with a Facebook or Instagram ad.
• 5:45
  SPEAKER_01: If it's Zillow, they're actively looking for homes and they click on schedule a showing.
• 5:50
  SPEAKER_01: So where the lead comes from comes from matters, of course, in uh you know the timing of where the lead is at in the process.
• 5:57
  SPEAKER_01: But I think where agents screw up is we need to we need to reset our expectations.
• 6:03
  SPEAKER_01: If somebody responds before 60 days, I think that's amazing.
• 6:08
  SPEAKER_01: Like that's a bonus.
• 6:10
  SPEAKER_01: But how often do you just kind of like push the lead aside and you're like, eh, they're dead because I've contacted them seven times in the last 21 days and they haven't responded?
• 6:19
  SPEAKER_01: Well, it's because they were just curious to begin with, and they don't want to have a conversation until way down the road.
• 6:25
  SPEAKER_01: One of the proudest moments of my real estate career was when I had a lead convert after I believe it was three years.
• 6:32
  SPEAKER_01: It was either three years or five years.
• 6:34
  SPEAKER_01: Pretty sure it was three years.
• 6:35
  SPEAKER_01: But when they they responded, they're like, hey, we need to list our house, how do we get this going?
• 6:39
  SPEAKER_01: I had no idea who they were.
• 6:41
  SPEAKER_01: So I luckily I had good notes and I could I just looked up their profile in my CRM and I saw that they were a lead from like three years ago.
• 6:49
  SPEAKER_01: And they had just, you know, they weren't opening every single message that I sent, but they were certainly opening every once in a while.
• 6:55
  SPEAKER_01: I had no idea this was happening.
• 6:57
  SPEAKER_01: This was all happening in the background until finally one day they're like, okay, we're ready.
• 7:02
  SPEAKER_01: They clicked on some random Facebook ad for a list of homes three years prior.
• 7:06
  SPEAKER_01: And luckily I had drip campaigns set up that would uh stay in touch with them for years.
• 7:12
  SPEAKER_01: Like I set up 10-year drip campaigns.
• 7:14
  SPEAKER_01: If you guys are setting up a two-year drip campaign, it's not enough.
• 7:17
  SPEAKER_01: Some people aren't ready for three years or five years.
• 7:20
  SPEAKER_01: Set up a 10-year drip campaign.
• 7:21
  SPEAKER_01: That does not mean that every 30 days you have to contact them for 10 years.
• 7:25
  SPEAKER_01: No.
• 7:26
  SPEAKER_01: The further out it gets, hit them up every 60 or 90 days or something like that.
• 7:30
  SPEAKER_01: And it was something valuable.
• 7:32
  SPEAKER_01: Maybe it's a video that you have or something, but um it's just stunning to me how few agents understand that the lead conversion process is a marathon, not a sprint.
• 7:47
  SPEAKER_01: So it's great that you're getting a bunch of leads, but you have to understand that if they're if they even respond to you in a short in the short term, like that's actually that's a surprise.
• 8:00
  SPEAKER_01: Like that's bonus.
• 8:01
  SPEAKER_01: You shouldn't even expect that.
• 8:02
  SPEAKER_01: And if they do, great.
• 8:04
  SPEAKER_01: But just plan on following up with them for six months, nine months, twelve months, a year, year and a half.
• 8:09
  SPEAKER_01: So have good systems in place so you can follow up consistently forever.
• 8:16
  SPEAKER_01: Following up like having a really strong, powerful follow-up for the first two weeks is great.
• 8:22
  SPEAKER_01: But then if it dies off, if they if they just fall off a drip campaign, they fall through the cracks and they never hear from you again, you're wasting the major like the bulk of the closings that would have come from that from those leads, you're just wasting.
• 8:36
  SPEAKER_01: You would sell you would sell 90% more homes.
• 8:40
  SPEAKER_01: Okay, let me how do I word this?
• 8:42
  SPEAKER_01: Like if what you're doing by focusing on the short term is gonna sell you 10 homes, you'd sell a hundred if you focused on three, four, five, six years from now.
• 8:52
  SPEAKER_01: So, consistency.
• 8:54
  SPEAKER_01: Have some sort of system, some drip campaign that follows up for years and years and years because you never know when someone's timing is gonna be right.
• 9:04
  SPEAKER_01: You never know.
• 9:06
  SPEAKER_01: So, number three here.
• 9:08
  SPEAKER_01: The first one was instant follow-up.
• 9:09
  SPEAKER_01: You've got to connect with them instantly.
• 9:11
  SPEAKER_01: They forget about you because they're just clicking around on all these different links.
• 9:14
  SPEAKER_01: So make sure that you have systems in place to respond to these people instantly and you anticipate their needs with next steps and more resources based on how they came in.
• 9:24
  SPEAKER_01: If they're uh a first-time buyer looking at a certain community, you know that they're gonna have questions about homes in that community.
• 9:31
  SPEAKER_01: They want to know more about the builder, they want to know about financing, they want to know about how they can get him to see the homes.
• 9:36
  SPEAKER_01: Anticipate that and give them some options.
• 9:38
  SPEAKER_01: Number two, consistent follow-up forever.
• 9:42
  SPEAKER_01: Consistent follow-up forever.
• 9:44
  SPEAKER_01: And number three, this is, I believe, absolute key.
• 9:48
  SPEAKER_01: Once you actually get into conversation with these people, it gets so simple.
• 9:53
  SPEAKER_01: Be a likable human being.
• 9:56
  SPEAKER_01: Be a likable human being and ask simple questions.
• 9:59
  SPEAKER_01: Don't give them big long paragraphs, don't send them big long things, just ask simple questions.
• 10:04
  SPEAKER_01: If uh if they responded to a list of homes in a certain community, like, oh cool.
• 10:10
  SPEAKER_01: Do you like the single family homes or the town homes more?
• 10:12
  SPEAKER_01: Like, what do you like about this community?
• 10:15
  SPEAKER_01: Just ask a simple question.
• 10:16
  SPEAKER_01: And then here's the key here.
• 10:18
  SPEAKER_01: Actually listen to the answer.
• 10:20
  SPEAKER_01: So you can ask a follow-up question.
• 10:22
  SPEAKER_01: This is why the scripts mean nothing.
• 10:25
  SPEAKER_01: You just have to ask a good question.
• 10:27
  SPEAKER_01: Like, they're obviously in your system to begin with, they wanted the list of homes, so it's not like some rando they wanted that list of homes for a certain reason, or they wanted your seller guide or your neighborhood guide for a reason.
• 10:40
  SPEAKER_01: Your job is to just ask simple questions to find out what the reason is.
• 10:44
  SPEAKER_01: And then once you know what they're trying to do, once you know their reasoning, then you just lead them a little bit and show them how to get there.
• 10:51
  SPEAKER_01: Okay, cool.
• 10:52
  SPEAKER_01: Well, if if that's the case, I have this.
• 10:55
  SPEAKER_01: Here, let me show you this.
• 10:56
  SPEAKER_01: The next step would be this.
• 10:57
  SPEAKER_01: Let's get you in touch with this person, blah, blah, blah.
• 11:01
  SPEAKER_01: And then be likable.
• 11:02
  SPEAKER_01: Just have a personality.
• 11:04
  SPEAKER_01: I told you it was stupid simple.
• 11:07
  SPEAKER_01: Respond to people instantly, have some follow-up for years, and then be likable and be a human who asks good questions and listens.
• 11:16
  SPEAKER_01: That's it.
• 11:17
  SPEAKER_01: There's no magical script, there's no magical words.
• 11:20
  SPEAKER_01: The the magical script is just asking good questions, being curious, and then guiding them like the professional you are to the next steps.
• 11:28
  SPEAKER_01: Once you know what they're trying to do and why, then you can guide them on how to do it.
• 11:34
  SPEAKER_01: But you can't guide anyone on how to do something unless you know what it is that what it is they're trying to do and why.
• 11:40
  SPEAKER_01: That's it.
• 11:41
  SPEAKER_01: That's lead conversion.
• 11:43
  SPEAKER_01: The more you do it, of course, you're gonna get more comfortable.
• 11:46
  SPEAKER_01: You're gonna be able to be more authentic in the conversations you have.
• 11:49
  SPEAKER_01: You're not gonna be as nervous on the f on the calls and all this stuff, of course.
• 11:53
  SPEAKER_01: So you you know, the more you do this, the better.
• 11:55
  SPEAKER_01: But that's literally it.
• 11:57
  SPEAKER_01: There's no there's no special magical script, there's no words, there's there's no that's it.
• 12:03
  SPEAKER_01: So if you've been struggling with leads converting into clients, I bet you struggle with one of those three, or two of those three, or all of them.
• 12:11
  SPEAKER_01: That's okay, because those are easily fixed.
• 12:14
  SPEAKER_01: Easily fixed.
• 12:15
  SPEAKER_01: If you're getting a bunch of leads from social media content, then you just need to have some sort of automated response, like many chat.
• 12:23
  SPEAKER_01: Use many chat to respond to people who reach out.
• 12:27
  SPEAKER_01: Um and then be likable.
• 12:30
  SPEAKER_01: And and just be likable, be yourself, have some personality, because without the personality, no one's gonna connect with you.
• 12:38
  SPEAKER_01: People people hire people, people hire people they like and that they want to actually spend time with, that they actually want to talk to.
• 12:45
  SPEAKER_01: So become that person, and you're gonna find yourself converting a ton more of these leads.
• 12:52
  SPEAKER_01: That's it.
• 12:53
  SPEAKER_01: I hope this was helpful.
• 12:54
  SPEAKER_01: Thanks for listening.
• 12:55
  SPEAKER_01: Make sure that you sign up for um attend the mass the masterclass that I put together.
• 13:01
  SPEAKER_01: There are there's there's an agent who sent me uh a message today.
• 13:05
  SPEAKER_01: She's like, hey, I just made some tweaks that I learned in your masterclass, and I have two two new buyers.
• 13:11
  SPEAKER_01: She spent 30 minutes in the masterclass, made a couple tweaks that I recommended, and then says I did oh, and then she said I did one post and she has two new buyers.
• 13:20
  SPEAKER_01: That's pretty incredible.
• 13:21
  SPEAKER_01: I had I had someone else say they got new two new listing, uh, listing opportunities from one or two videos based on some tweaks in the masterclass.
• 13:30
  SPEAKER_01: So have an open mind.
• 13:32
  SPEAKER_01: Make sure that you have 30 minutes reserved so that you're not getting distracted because you're gonna miss something.
• 13:36
  SPEAKER_01: I pack it in, I structure it in a way that gets you to take action on specific things.
• 13:41
  SPEAKER_01: So make sure you set aside 30 minutes where you can watch this, and then attend it.
• 13:46
  SPEAKER_01: Go to clientsfromsocial.com, attend the free masterclass, take action, implement the stuff.
• 13:52
  SPEAKER_01: When you see the easy button, push it.
• 13:54
  SPEAKER_01: When you see the easy button, grab it and take it.
• 13:57
  SPEAKER_01: Okay, you don't need to reinvent the wheel.
• 14:00
  SPEAKER_01: Just implement and do and push that easy button when it pops up.
• 14:04
  SPEAKER_01: I appreciate you listening.
• 14:06
  SPEAKER_01: Go convert more leads.
• 14:07
  SPEAKER_01: I mean, leads are great.
• 14:08
  SPEAKER_01: I hope you're swimming in leads, but then you don't want a ton of leads and then no ability to convert them.
• 14:14
  SPEAKER_01: So take action on being a likable human.
• 14:17
  SPEAKER_01: It's not it's not super hard.
• 14:19
  SPEAKER_01: I appreciate you all.
• 14:20
  SPEAKER_01: I'll see you guys next week.
• 14:21
  SPEAKER_01: Take care.