Drip Campaign & CRM Follow-Up Mastery for Real Estate Agents

This course was designed to help you (once and for all) get your Lead Follow-Up Plan in place. In this lesson, we will talk to you about what you may (or may not) realize about working leads on a daily basis as a real estate professional. It's not easy... and we know it! Let's talk more about what you are doing right and what you should start to do better!

In this lesson, we will discuss the number of touches you need to convert a lead on average. Why is this important? Because you need to know that our buyers and sellers don't sign up for information from you today and work with you tomorrow. We will show you the average number of touches you should plan to make to engage and convert at a higher level then ever before. We will also discuss with you the various types of ways you can automate your touches and communication.

In this lesson, we will discuss the number of touches you need to convert a lead on average. Why is this important? Because you need to know that our buyers and sellers don't sign up for information from you today and work with you tomorrow. We will show you the average number of touches you should plan to make to engage and convert at a higher level then ever before. We will also discuss with you the various types of ways you can automate your touches and communication.

Getting automated is not as hard as you may think. However, maybe you need some incentive to get started. This lesson is going to go through a number of top reasons why you should be getting yourself automated. Believe it or not... one of the reasons I will go over is that you may actually have an opportunity LEAD GENERATE ORGANICALLY (aka free leads) because of your awesome automated follow-up strategy. Get yourself in the game, get it set up and let's get you engaging faster through automation.

After working thousands of leads, Patti reveals in this lesson the FIVE proven steps to take consistently with every lead to fill your pipeline with future clients. This lesson is so important because without processes in place (most of which you can set up one time for each lead source), there is no way to be in two places at once.  How can you be out showing homes and communicating with your leads fast all at one time? Patti will show you how she was able to fine-tune these steps and automate most it to increase engagement and stay top-of-mind. The moral of this lesson, consistency pays off!

To determine which campaigns you want to run for each lead/prospect it is so important to know a few things about every lead in your database. In this lesson, we will go over the most important things you should be tracking of every one of your leads/prospects. Once you know, you can easily sort, bucketize, segment and/or group your leads fast and set the campaigns to run fast based on searches you can quickly set up in your CRM. If you can save these searches, for a quick one-click search, prospecting daily will also be easier for you. Check out the 4 important things to know now.

What is a CRM? How will a CRM work for you and your existing and future database? How are you currently challenged with your follow-up, your contact tracking, and actually using and understanding your current CRM tools to engage and convert faster? In this lesson, let's investigate what you are currently doing and start the process of setting yourself up for success....sooner rather than later.

Just because your agent friend Joe suggests you use the CRM he is using, does not mean that CRM will work for you. In this lesson, we will discuss the things you need to be on the look-out for to be sure you choose a CRM that will work best for YOU AND YOUR BUSINESS! Using a CRM that does not fit your business will not only be a waste of money, but a waste of time too.

On the opposite end... maybe you are very tech savvy and want all the bells and whistles some CRM's have but the CRM you are currently does not cut the mustard. Does Joe's CRM meet your criteria? Let's go over what you should be considering before you jump on a band-wagon of some software that may not be right for you.

Now you are ready to start "interviewing" CRM companies to determine if your CRM needs match. In this lesson, we will go through the things you need to be sure you research to be sure you have identified what you need and what questions you should be prepared to ask of the CRM companies you are considering. Our goal during this entire unit is to be sure you are finding a HOME FOR LIFE for your valuable database, because we know that moving from one CRM to another is a real pain. Know what you are paying for and then sign up and start moving in only when you are comfortable the software will accommodate your business needs and technology experience.

You know the old adage... "You get what you pay for?" Well, in this lesson, we are going to discuss why getting your CRM for free (even if from your broker) may not be the best idea. Get the scoop before you put too much time and energy into a CRM that you may end up moving away from eventually. Your CRM and your follow-up plans are the most important tool in your tool belt when it comes to lead conversion, so let's get to the bottom of this so you know what to expect, whether you use your brokerage's CRM or not. :)

As with everything, we have many choices in CRM's for real estate professionals. In this lesson we will talk about the differences between stand-alone CRM's, websites with built-in CRM's, and mailing services. She will also give you a list of the various popular CRM's on the market (one of which you may already be using). Of course, you will get Patti's advice on the CRM she suggests... because that is just why she has a business helping agents like you to get more automated and organized to engage and convert more!

Now that you have the important basics of choosing a CRM, let's talk about the very important things you must plan to do to create a CRM Home that is ready to house your contacts, track your sources, statuses, tags/flags, and contact types. In this lesson, we will discuss all the profile and setting options you will want to get ready before you start your follow-up plan inside your CRM. This lesson will be so very important for you when you get to the later lessons too when we start talking about mining your database for the hottest business. Let's get your settings ready to go because it's the very first step to successful database management.

Okay, yay! Now you have moved into your CRM and you also now have all your settings and profile built, as well as your email signatures, text/phone number activated (if that is provided) and all that good stuff, right? Hopefully, you have also gone through all the training your CRM provider has available (very, very important). If you have not learned the lessons to build your campaign... get back in there and learn it or get some help. Now is the time to really dig in and start building the most responsive campaign you can, but YOU MUST KNOW HOW TO BUILD IT.

Alrighty... it's time to start building your engaging follow-up DRIP CAMPAIGN plans. In this lesson, we will discuss what a drip campaign is and how it should work for you to engage, stay-top-of mind and start building a relationship with your prospects and future clients.

Here is a fact: You will never get an email response if you never get your email delivered and opened! Am I right? In this lesson, we will go through top tips to writing "get-them-open" subject lines. We are also providing you here a download of the top email subject lines that Patti has found to work best to get attention and help us to get better open rates (and of course will lead to more engagement too). These are proven subject lines, so take them and run with it! Don't miss this lesson because there is a helpful and little known secret you will want to be sure you do in your profile settings that will make a huge difference in getting your email opened too!

When writing your responsive and engaging content, there are Five Content Motivators that you may wish to consider. In this lesson, we will walk you through what those are so you can plan to create better email and text templates that will instill trust, educate, offer incentives, and create urgency so you can start getting responses at a higher rate. Better content will most certainly insure that your future communication will not be ignored too! And...don't forget that one of the most important things you will do in your templates is to add a true call to action as well. Get started writing more effective email and text communication starting today.

Now that you have the basic motivators to creating more responsive and engaging email and drip content, we want you to know some top tips to remember when starting the drip campaign creation process. Our goal is always to Get an Open, Get a Response and Get an Appointment!

The first step to building a drip campaign follow-up plan is to build your email and text templates. The goal of a Template is to help you automate your sends without the need to do any edits/copying/pasting specific information related to your consumer, the niche,  (or you for that matter) before you send it. We use templates in our drip campaigns always! Without efficiently created templates, you cannot create responsive and engaging drip campaigns. When you have your templates created correctly with the option that your CRM may provide you called Merge Fields or Merge Codes, then all you need to do is turn on a campaign for anyone in your database with one click and not worry that the template is personalized to your lead/prospect. In this lesson, we will discuss how to create templates that will look personalized and save you the time and hassle of editing before you send them out to your contact.

Whew... we are really moving along now! So, you have created all your email and text templates... Congratulations! Now, it's time to build your campaign from those templates. Before we get started building campaigns, we cannot stress how important it is that you understand the ins and outs of how your CRM works.

In this lesson, we will discuss how to start planning and scheduling your campaign for the different types of campaigns you may be creating.

Yes, it's true. I got on the first page of Google organically in only 4 months using just my drip campaign and my website. Why was this important? Because I could STOP buying leads in one of my niches and, instead, get FREE leads from organic searching when Google delivered my website to the top of the search results without paying to be there. Cha-ching!

In this lesson, I will show you how I did it. I will let the video speak for itself! Have fun!

All CRM's will have different ways available to create and schedule. As you get started building campaigns in your CRM (including the campaign you will get from this course soon), you must know a few things about how your CRM works, including:

1) What types of things does your drip campaign software allow you to add to a campaign (such as email/text templates, reminders, tags, sources, contact types, notifications, notes, etc) and,

2) What are the various ways that your CRM provides you to schedule (ie: does it schedule based on the day the campaigns starts, or based on pauses between tasks, can you schedule by specific dates or days of year (for holidays and sphere) and can you set your campaign to recur, or start over, if you want.

In this lesson, we will show how to get the most out of the CRM campaign tools you have, how to build your campaign and the things to consider and watch out for depending on what your CRM provides.

Without giving you legal advice, this lesson will explain to you that you have legal rules you should follow when emailing and texting. In this lesson, we will go over the rules of the GDPR. This is important for you to know, as these rules can seriously effect you and you could be fined dearly and prosecuted for violating the laws. On top of that, some of the states of the US (such as California for one), have their own rules about spamming, blasting, emailing and texting anyone that has not opted in to hear from you. As a rule of thumb I follow, I try to only communicate with those that have opted in to hear from me and I always stop communicating with them when they tell me to stop (this leaves out purchased lists, because they did not opt in to hear from me).

Be sure you understand your local/state/federal laws regarding email and text communications. Talk to your Broker and/or lawyer for advice. Follow all Fair Housing Laws when creating your content. It's up to you to abide by all these regulations and you understand that by using any content or training we have provided you that you are holding us harmless and accepting full liability for sending anything that may be against laws in your part of the world (even if it's a template I am giving you). Thanks! Now watch this video and stay out of legal trouble! :)

What is the definition of SPAM. My research says this....

The computer geeks who created the term (who clearly were big fans of Monty Python) – identified the mass mailing as SPAM and the name caught on. To this day, the term SPAM refers to the unsolicited junk mail that now makes up around 80 to 85% of email.

Exactly what could cause your email to end up in the SPAM folder is somewhat of a mystery on any given occasion. In this lesson, we will provide you some tips to avoid the SPAM folder. We also provide you a few downloads below to review with more tips and things to avoid that may help. There is never a 100% guarantee that all of your email will always be delivered to the inbox. Following the tips in this lesson, however, may help you get ahead of the curve! Understand it so you can do what you can to avoid it. Good luck!

If you followed the previous lessons about setting up your sources, tags/flags, hotness levels, and contact types, this lesson will be an easy one. When you have taken the time to create your campaigns (if you can) to include the important settings to help you track your contacts comings and goings, and you stay on top of those settings so they are always up-to-date, then you can easily run searches in your database for the hottest business you have. How great would it be if you could set aside 30 minutes a day to prospect and identify the GOLDEN LEADS fast without wasting time attempting to communicate with those that have shown no interest in what you have been sending. Learn best practices on how to manage and mine your database.

Now that you are getting opens, clicks, calls and texts from your engaging drip campaign, you may wish to consider changing what you are sending to your prospect. After all, if your prospect tells you they are 2 years out from buying, does it make sense to pound them with tons of email and text communications asking if they are ready to go out and look at homes? Uhhhh... No! In fact, if you don't take a minute to move someone to a more appropriate campaign for their status and type, you could very likely anger them and they will opt out fast. So, in this lesson, we will talk about the different types of campaigns you want to plan to have in your campaign library and which campaigns you may wish to move them to depending on that communication or status changes. There is no right or wrong here. Just be sure you have something to always send (unless they tell you stop) so you are always top of mind when they need you or want to refer you to someone they know.

If you are fortunate enough to have a CRM that can tell you when your consumers are opening your emails and clicking your links, this is one of the best ways for you to identify the warmest/hottest business in your database (outside of tracking what they are doing on your website if they have registered there). By having this as search options in your CRM, you can spend the time focusing first on those clicking links and next on those opening emails. If your current CRM does not provide you this important search tool option, that's too bad. Without it, you can only rely on those actually responding to you. In this case, you may want to consider finding another CRM (hint, hint). At any rate, this lesson will go over how and why tracking this information can be so beneficial to your follow-up and prospecting strategy.

Now that you have all this action, let's get you set up for success and getting into good habits. In this short lesson, we give you a list of things to be sure you do to manage, prospect and mine your database on a daily basis. In fact, we provide you a downloadable list below for you to print out and tape to your forehead. Set aside time everyday to prospect and you should never lose a sale opportunity.

If you are doing any sort of online lead generation, it's important that you plan to automate the lead integration and drip campaign follow-up when a new lead signs up. This means that your CRM will need to accommodate your paid lead sources, website sign-ups and landing page software. In this lesson, we will talk about the various lead types that you should be integrating for instant automated drip campaign follow-up and the various ways that these leads can/should/will integrate within your CRM. Remember, our stats show that 66% of consumers will work with the agent that responds first. You can be in that 66% with an efficient and automated system and your consumer won't even know you did it all hands-free! Without integration and automated campaign follow-up, you are going to miss this boat! Don't miss the boat and don't miss this lesson!

In this lesson, Patti is going to show you the absolute fastest way to get your follow-up plans and CRM set up and running without all the hassle, confusion and fear. Especially if you are feeling overwhelmed right now with the thought of just getting started, you really don't want to skip this lesson.

Thank again for joining me for the Real Estate Lead Follow-Up Workshop... it was my pleasure to provide you my knowledge and experience working thousands of leads inside of uncountable CRMs out there. I wanted to remind you that if you feel at all overwhelmed about creating a follow-up plan that I do have this all figured out for you in my own EngageMore CRM. I want to help you take the work out of your follow-up and teach you how to do it fast with all the hassles you may have had in other CRM's.

In case you have not had a chance to learn about EngageMore CRM, you can learn more now in the short 10-minute video at my website EngageMoreCRM.com where I have a 50-minute extended demo. My powerful and easy-to-learn CRM includes hundreds of my engaging templates build in over 30 drip campaigns. These are the same campaigns I have used in my successful real estate business. I also include all of my agent-to-agent training in step-by-step lessons that will help you to get off the ground and engaging fast!

If you are interested, I have an opportunity below for you to get a 14-day trial of the CRM too, so check it all out now below, or skip the trial and get in now with all of my proven campaigns, landing pages and training now. Stop the madness and reinventing a wheel. I have done all the heavy lifting for you!  Learn more about the Lead Revival Jump-Start Course with a 14-Day Trial Click here:  https://www.convertrealestateleads.com/real-estate-lead-revival1

Otherwise, scroll down to watch the lesson on how to edit your new campaign(s). Your buyer is attached down below the video for your download. If you purchased the seller campaign, you should have received it via separate email. Have fun and good luck creating your campaigns!