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It's true...Karen Coffey was a homeless single mom in 2010.
One of the hardest things for me her in her business today (as CEO of Karen Coffey Coaching where she help real estate agents improve their lead generation and conversion success among other things) is watching agents struggle, lose their families, fail to pay their bills, get divorced, and sell their souls to a sales-y outdated pushy non-relevant devil.
She's been around this industry for most of her life and has seen it happen for agents over and over again.
When she lost everything she owned and had a failed marriage on top of everything else, she got on her knees and prayed. She was willing to do anything, and she knew she just needed to be different.
So she laid down her ego and pride and followed what she was led to do. She implemented a plan from inspiration...and it worked.
Multiple teams, $100k in Karen's first 100 days, then she went on to assist other agents and CEOs to create their million-dollar empires.
She wants to help you do that as well... it's not that difficult, you just have to know the plan and trust the process.
As CINC coaching partner with many of her best clients using CINC, she recently shared with us some of her key real estate lead generation and conversion tips that have helped her clients make 6 figures in 100 days.
For full details watch the video above or request access to MasterClass at bottom of post. Below is a quick highlight of what she discussed with us.
1. Adding An All-In-One Real Estate Lead Generation & CRM Platform
In this market, you can't just do one thing; you can't be that real estate agent that depends solely on your sphere of influence, or solely on your online leads.
You want to stack one system on top of another because if the market changes or something goes wrong, you're going to be able to keep your business going without a glitch.
2. Creating a Real Estate Lead Generation Machine
In Karen’s 5 step process that she outlines in her results-oriented mentorship program, creating a real estate lead generation machine is step number 3.
Effective lead generation doesn't mean pulling some leads here and there or exclusively attaining leads from your broker or your sphere of influence.
You need to develop a generation machine in order for you to reach the income levels that you deserve. Leads need to be coming from everywhere.
3. The ROI Math of Successful Real Estate Lead Generation & Conversion
The typical conversion rate of online leads is 2 to 3%. Karen’s scripts and conversion strategies push those percentages to 4 to 5%. CINC is one of her favorite platforms to reach those numbers.
Market numbers vary, but if you’re in a market that gets 40 buyer leads per month and you're operating at an average 2% conversion of those 40 leads, you're averaging less than one closing per month.
If the sales price on a home is $400,000 as your sales price and you are making 2.5% commission, you're making an average commission of $10,000. By working the CINC pipeline, you're going to be making at least $10,000 on the buyer leads.
4. Better Real Estate Seller Lead Generation & Conversion
The secret next level is a tool that most agents don't use, don't know, or don't know how to work. It's making the most of of the seller leads that come in from online real estate lead generation efforts.
The trick here is to uncover sellers often times hidden as buyer leads. Karen uses this tool every single day. If you talk to ten seller leads, you are going to get at least one.
This transaction is waiting on you; maybe you don't know how to convert, but it will add another $10,000 to your bottom line.
5. The Power of a 24/7 Webinar for Real Estate Lead Nurturing
The next thing to add to your repertoire is a 24/7 webinar.
Karen gives it to all her clients and all she asks for in return is their name, who their brokerage is, what their numbers are.
Send it to every seller lead that you have, whether that's through your sphere of influence, or it's an online platform like CINC for automated real estate seller lead nurturing.
There's only so much time in the day, only so much time that you are able to show buyers, negotiate contracts, go to closings, lead, generate.
A 24/7 webinar with real agents humanizes the process and lets you share firsthand all the amazing results and things that you doing without any time lost. It is a powerful tool.
6. Improve Real Estate Lead Conversion by Humanizing Yourself
It is so important that you know how to communicate to folks in a way that means something to them and what they’re looking for in order to improve real estate lead nurturing and conversion. When you create your own webinar, it is highly important that you're not putting it on Facebook, or making it public. You don't want other agents copying you.
Sidestep this by creating an unlisted YouTube link that lasts about 20 to 30 minutes. When you send it to them, they will fall in love with you. Include a call to action that prompts your new client to reach out and make an appointment to talk more. This sets you apart from any other agent.
Seller leads are so much more difficult to convert than buyer leads when you’re a stranger. If you convert five appointments from 20 leads, you have a high likelihood of gaining two listings.
Once a listing is in your hands, it's going to sell right away if you price it right, bringing in another $20,000 a month in your pocket, just by having something that allows people to know you, trust you, and like you.
7. Leveraging Community for Improved Real Estate Lead Generation and Conversion
Learning from a community of other top-performing real estate agents is crucial for success. Helping it feel more attainable.
Take this story of Brandy.
Brandy, one of Karen’s agents, never quit her full time job and made $154,000 in additional income last year.
Heather, one of Karen’s longtime clients, made $193,000 in gross commission income, in 90 days. Another agent, Carrie, made $104,000 In her first 60 days.
These are real people, real agents that are making real money.
The webinar is something that you need to have available. If you have a lead, the webinar gets sent out right away. Once they watch that webinar, they will absolutely love you.
This is just one of many examples. But seeing it work for others will help you make that vision a reality in your life
Take Your Real Estate Lead Generation and Conversion to Next Level
The most amazing year you've ever had could be just around the corner. Lead Generation is key, but lead conversion is even more important. Get as many leads as you can. Create a lead generation machine that's going to bring you the extra $10,0000, $20,000 even $40,000 a month.
Learn how CINC can help you build out a more well-oiled lead generation and conversion pipeline here.
You can also visit Karen Coffey's MasterClass page to get the additional detailed steps to make $100K in 100 days.