Converting More Leads Into Closings in 2025

CINC product experts, Jonathan Brown, Kathryn Powell, and Shawn Craig discuss how CINC's unique approach to lead generation and powerful technology helps agents all across the US and Canada grow and scale their businesses. In our latest webinar, they review how to: 

• Engage with Qualified Home Buyers & Sellers Online Before Other Agents. How to take advantage of new opportunities on Google & Facebook to generate leads that close faster. 
• Mine Your Database to Re-Engage The Right Leads at The Right Time. Your database is gold. Learn about opportunities to mine it more effectively.
• Build & Maintain More Relationships with new AI technology. How new AI and automation technology is changing the game for modern teams and agents.

Watch the full video here or read the transcript below. 

Transcript

Kathryn Powell: [00:00:00] The biggest piece that we're trying to do with all of the software, AI and behavioral messaging, I'm going to show next, all of the software is designed to make sure, okay, if you're spending marketing dollars to generate leads, we want to make sure you're doing everything you can. You've got all the tools, all the systems to really turn them into closings, not just the ones that are ready to transact right now, but some of these people that might be six months, nine months, 12 months down the line, not necessarily a bad lead, just have a bit of a longer timeline.

We want to make sure the system is doing all the heavy lifting of that nurturing engagement. And helping ensure that you're going to convert that to you're getting real the full ROI of your marketing spent. 

[Intro]

Jonathan Brown: This is the 2024 converting more leads into closings in 2025 product webinars we are excited to kick this off and give everybody a deep Look into the CINC platform and how we can help you generate high-quality leads and get more listings and 2025. [00:01:00] So our goal is to make it your most successful year in real estate.

And how are we going to do that? We're going to generate the best quality leads for you go into the 2025 and we're going to make sure that we're teeing up those opportunities and nothing slips to your fingertips. We're going to be that easy button for you. So my name is Jonathan Brown. I am a senior sales director here at Seek.

I've been here since March of 2017. I absolutely love what I do. And if you ask me what I do, I help real estate businesses grow a more profitable business is nothing that I'm more passionate about. It's a direct impact on your lives, your agent's lives, your team's lives. And it's really, truly is fulfilling.

We also have Shawn Craig. Shawn Craig is a director of sales here as well. Shawn's been here for a few years, right? Shawn, almost five years, five years, big five years. We have Kathryn Powell. Kathryn Powell is also a director of sales here at CINC. She's been with us for a couple of years, but she's also been [00:02:00] in the industry for about 10 years.

So she's got a ton of experience leveraging lead generation and conversion platforms and helping agents also grow their business. So Excited to kick this webinar off for you again. It's all about converting more leads into closings In the 2025 and if you can hear that my dog says hi, but let's keep moving So i'm gonna go ahead and talk about who you're partnering with So one of the most important things I think is to help you guys understand who CINC is Who you're partnering with if you were to choose, CINC to help your business 2025 So we are a fidelity national financial company.

We've been in business since 2010 FNF acquired our business in 2016. At that time, it was the biggest real estate technology acquisition in our space. They quite honestly, They bought us because we were helping agents, we were helping teams. We were helping brokerages grow their business through our lead generation tactics, through our conversion platform.

And f wanted to own it. The good thing about f and f is they are a $10 [00:03:00] billion title insurance company. It's a win for them if they're, if you're selling more homes on the CINC platform. More title insurance flows through the industry and everybody wins there. They demand excellence, right?

We are a service oriented company. We provide you a white glove service. And that's what Fidelity National Financial brings to the table. We can innovate faster and better than anybody else as well. We are a Google partner. We are a Facebook premium partner. And what that means to you is you can go to sleep every single night, knowing that you're marketing dollars.

Are in the best hands. Google partner is not just about how much money that we spend with Google. It's about our tactics that we employ. It's a hyperlocal targeting tactic that Shawn will walk you through here in a minute. We have our own proprietary bidding technology. So when we're managing your Google AdWords for the average client, we manage about 4, 000 keywords a month.

We make about 45, 000 changes to those keywords a month. You need the best in class technology to automate that. And as a result, [00:04:00] we have the lowest cost per leads in the market at the highest quality as well. We've got, we have about 5, 000 clients of ours, about 65, 000 agents. Look, we don't have half a million, a half, half a million agents.

We work with the elite agents, the elite teams in the elite brokerages that are trying to grow a more profitable business through the best lead generation and conversion tactics and technology online. As a result, we have about a 97 and a half percent retention rate. Most of our clients, when they first join us, see about a seven to 10 times ROI.

Based on the cost of the platform, how many leads they generate in the typical average market that they're in you can expect that as well. And that type of ROI only grows year over year. The longer you have a solution in place like ours, the more those leads mature over time. We're generating net new leads every day, every month.

We never, we don't generate duplicates. So you're always growing a predictable, repeatable, scalable pipeline. Where you know where the money's coming from at the end of the day our goal is simple We're going to [00:05:00] make you more money save you more time doing it so real quick and i'll get kick it over to Shawn What that looks like it's an on the one system if you think and understand why we have clients today We have clients because they came to us with a broken process or a broken system.

What does that mean? Most of our clients today have a came to us with a third party site and still have a third party site, right? Their own site. It's geared towards branding. If you do anything in terms of lead generation and branding, if you understand the industry the studies will say it's best and it's better.

It's best for you. If you keep those two things separated. So the site that we built out for you is a lead generation site, but then we drive hyperlocal targeted traffic to it. Then we give you a conversion platform to help you identify, prioritize, better manage, nurture, and convert your leads.

Our clients come to us because they have a third party site. They try to have third party lead generation and they have a third party CRM bolted, and none of that is tightly integrated. It's fragmented. You have [00:06:00] leakage. One thing's not talking to the next. At the end of the day, you have low quality leads, you have no site re engagement, and you don't have a very powerful CRM.

The CRM is only good as a lead that you put in it. So it all starts there. Any CRM that you work with, it's only as good as the leads that you put in it. And with that said, I'm going to go ahead and stop sharing my screen. I'm going to kick it over to Shawn Craig. He's going to explain why our leads are as good as they are.

Shawn. I am.

Shawn Craig: Yep. I'm here. I am here and I'm all set. All right, everybody. Thank you guys so much for your time. So my name is Shawn Craig. We're going to start here. And I just want to introduce myself real quick and more importantly, introduce my team. First off, of course I work for CINC, which is great.

So I sell this solution and I work closely with real estate agents, like all of you. On the other side, I actually have a team. I'm a husband and wife team with a new addition of my son, who just recently got into real estate, which is great. So this is us, and we're going to talk a little bit about our website.

Okay. And we're going to talk a little bit about what CINC does. And I'm just [00:07:00] going to use my website to show you how I go about doing it. And I think it's real important a few other things that I'm going to point out to you today. So my website is live. It's searchforsythecountyhomes. com. You can go there if you want to. I think there's some key takeaways that I'll point out today of ways in which I leverage CINC that that might help you as well. So what I'm going to cover today is a few different things. I'm going to start off with a consumer experience. That starts with a website.

And what we're going to talk about today is we're going to talk about why do we build the website, right? Saint is known as a lead generation company. Why are we building a website? Why is it different from what you currently have today? And really what purpose does it serve? And then secondly as JB had already mentioned, a CRM is only as good as the leads you put in it.

So what I'm going to do is I'm going to introduce you to our lead generation which covers both Google as well as Facebook. And we'll dive into each one of those, but more importantly, I'm going to introduce you to an educated homebuyer, right? And I'm going to tell you what an educated homebuyer is.

And then I'm going to talk to you about how do we drive those educated [00:08:00] homebuyers to this website? And then how do we convert those into leads for you? So let's start here. So again, this is my website. It's clean. It's crisp. It's very sharp. Okay. It's not the flashiest website because that's not what it's intended to be.

There are two different types of websites that exist today. One of them is a brand website. That brand website, which most of you probably have, or your brokerage has, it talks a lot about who you are, what have you accomplished, and why should somebody work with you. That serves a great purpose with people that are your past clients or your friends and family and people that are going to buy from you anyway.

What CINC provides is we provide a lead generation website. We provide a website that is your workhorse website that is intended to capture those people that don't know you. And they they're just actively looking for homes in your market. That's the key part. So our website's a little bit different.

It's built for conversion. It is clean. It is quick and it is intended again for that educated homebuyer. It is built on a. net [00:09:00] framework, which means it's going to be really fast. And it's going to be to roll out a lot of great updates, which means your consumers and the potential homebuyers that you're working with new or old are going to have a great experience on the same site.

We also have a mobile version of our website as well. So when you think about mobility, it's all about mobile. It's all about people being able to drive around your market. Not going to touch too much on mobile today, but just know that when we build out a website, it is responsive. Plus you're also going to get a mobile set of mobile apps that are going to really help from a consumer standpoint, those home buyers that are driving around and looking for homes.

So now moving on from the website, let's talk about an educated home buyer. Because I think that's the key part. And a lot of you are looking for good leads. You're looking for a way that you can get out of the gates in 2025 fast. So let's dive into that a little bit. Now I'm going to scroll all the way down to this section down here at the bottom here, just so we can start talking about targeting and more specifically, let's talk about targeting over here first, and then we'll come back to how I target.

So when you think about traditional targeting, when you're doing online lead generation most companies do it the same. [00:10:00] And what most companies do is they tend to do a proximity based approach. So I've got this page pulled up here, which is really just a map of Alpharetta, Georgia. Okay. And what most companies do is they're going to put a pin in the map at about right here for Alpharetta, and then they're going to do what we call radius based marketing, which is where they're going to start drawing these little circles and bands around that particular city.

Typically, it's a five mile radius, 10 mile radius, 20 mile radius, depending upon, where that agent serves. And that's the traditional approach. That's what most of you are probably familiar with. When it comes to CINC, what we do is we want to capture an educated homebuyer. So who is an educated homebuyer in our eyes?

I think it's rather simple. An educated homebuyer is someone who's familiar with your market. They tend to be people that have driven through your market. What are they looking for? Hey, they're looking for, where's the perfect home for me. So they're driving through neighborhoods. They're going through golf course communities.

They're looking and doing research on, the top communities and top school districts, right? But these are people that are physically driving [00:11:00] through your market, right? These are educated homebuyers. So what CINC tends to do, or what we focus our efforts on is how can we capture that educated homebuyer for the clients that we're working with?

Those tend to be the leads that are, more equipped and ready. And they also tend to be those people that you're going to have a good, warm, comfortable conversation with because they're familiar with your market. Let's jump over to my targeting because I always illustrating how do I do it?

So all of these that you see down here at the bottom, these are called quick searches. Now we call them quick searches for the consumer. They're really landing pages because what CINC's going to do is we're going to build these very specific landing pages, and then we're going to start driving that educated home buyer to those landing pages.

So if we quickly look at mine. You can see that I'm focusing on some postal codes. My city's called humming my counties, Foresight County, hence search Foresight County homes. And then I've gotten gated home communities. A lot of people from Atlanta looking to move up into my area, but they want to be in a very safe and secure area.

So I've coupled together all those gated homes communities together, golf [00:12:00] course, communities, school districts. This is probably most popular when you think about parents that have children. They're focused on how can I get my kid into the best school in this new area? And how can I find a right the right homes there as well?

So there happen to be seven different school districts in my market. You'll notice that i'm only targeting three That's because my kids go to these schools or go to this one here as well as it seems to me that not to say that they're the best schools, but the homes surrounding them in the communities and the new developments and things that are popping up are more popular here.

So I'm focusing on those. Of course, if you've got a body of water, like I do with Lake Lanier, it's always a great point or a good target for you as well, luxury homes. And then probably to me, most important would be neighborhoods, right? So I'm going to jump into a neighborhood landing page and see stuff.

Stop looking at the text at the bottom of that page. And now what you're looking at is a landing page. So what Saint's going to do is we're going to work closely with you to identify about anywhere from 15 to 25 different points of interest. Then what we're going to do is we're going to build landing [00:13:00] pages.

These landing pages are going to be PX driven, which means what we're going to do is we're going to marry up with your MLS. We're going to have a good solid integration there to where we're pulling in new homes that are available every couple minutes. Now, if you look at the page again, it's plain, it's crisp, it's sharp.

Now, what we've got to do is we've got to drive the right person there. So now if you think about it, we build this website, hyper local focus intended to educate or to attract an educated home buyer. We've built these landing pages. Now we've got to go get the traffic. So let's like drive people there.

So where do you go? So first and foremost we start with Google. So I'd mentioned to you earlier that we do a wide variety of different campaigns because we do, we work with Google, we work with Facebook. Facebook is great for being able to drive some more brand. It's also great for new construction homes.

But when you're thinking about capturing an educated home buyer, you want to capture somebody that has. Some intent, right? They're being intentional. So we're going to start off here. With an example that I shared with you earlier, which is around a school district, right? [00:14:00] So Jonathan's children actually go to Lassiter high school and knowing that his children are going to Lassiter high school, that's a common search, right?

When you think about someone who's looking for a home over in the over in his area, The East top area, and they're trying to put their kids in a good quality school. So if you think about it, in my opinion again, this is my opinion. People go three places to look for homes. They go to Zillow, they got a realtor.

com and I think the lion sheriff folks go right to Google, right? They're going to go right to Google. So what we're going to do is we're going to start building campaigns around those 15 to 20 different points of interest that you supply us with. And we're gonna start intercepting those active home buyers that are out on Google searching for homes.

And as you can see here, if someone's typing in homes for sale in Lassner High School, we're intercepting the search. We're driving that person to a very similar landing page that you saw on my site. Again, very clean, very crisp and very sharp and very targeted towards an educated home buyer that knows about the school district that wants to be in the school district.

So hopefully it's starting to come together for you now real quick, right? We're a little bit [00:15:00] different because we're not just taking the proximity based approach. We're trying to drill a little bit deeper so that we can capture that person that knows a little bit more about your market. And is a little bit more educated and that finds himself in a situation where they know specifically what they want.

So now let's talk about generating a lead, right? Because at this point we've talked about building a website. Driving some traffic to it from Google. And then now we've got to convert that lead into or convert that traffic into leads. So if we go back over to my site real quick we're going to jump into a listing real quick.

If somebody comes in, they find a home they're interested in, what are they going to do? Naturally, they're going to click on it. Cause I want to get some additional information about that home. When they click on it, we're going to put them through a three step registration process. Let me see where I've got my three step process.

I'm going to go back over here. I had it up. Let's see here. Here's our three step process. The initial step is going to be somebody actually being asked to go through this process. So if you think about it, a lot of companies try to implement some sort of quality control. CINC takes [00:16:00] that very seriously.

So the first initial step is for us to capture some information, their name, email address, and phone number. But then we're going to put them through two additional steps through the process. By the time they actually land on a listing by the time they get here, We're going to know a lot about them.

You're going to know, are they a first time home buyer? Are they pre qualified for a loan? What's their timeframe for making a purchase? And then last but not least, do they have a home to sell? Lots of great information there. So just so you know. When you think about conversion rates, right?

You think about quality control. What CINC knows is that we've got about a 15 percent conversion rate at this point, which means we're going to filter out 85 percent of that traffic that's coming to the site, right? There's a lot of tired dickers, a lot of people that really would waste your time.

Knowing that's the case, we're going to put this three step process in place. We're going to start filtering some folks out. Those people that go through that three step process will become a lead for you, which is great. Now, in addition to that, we're actually going to go through our real verifying process.

A lot of you are [00:17:00] familiar with this, with other apps or other sites. It's, when you sign up, they want to get your phone number. They want to validate your phone number. What they do is they send you over a text message that actually has a number for you to verify your number. So CINC has successfully implemented this.

This is great. Our clients are raving about it. Why? Because. All too often, when you think about it in lead generation people will make that phone call and that phone call leads to either an AMC movie theater, or it's a bad number, or it's a situation frankly, where you can't even get in contact with that person.

So with CINC, we actually have our verification process right now, about 66 percent of those folks are actually going through the verification process. Initially there's another 10 percent or so of those folks that are actually coming back through our property alerts. And deciding that they're going to verify their information there as well.

So it's a great process. We put everybody through I'm going to take a quick sip of water here real quick, cause I'm drying up. So now, so now what do we got? We got a lead. We actually have a lead, right? We've got [00:18:00] someone who came in, they found a home that we're interested in. They went through a three step registration process.

They've now verified their information. Now is where our system actually starts to kick in, right? This is where, when you think about it, what's going to happen at this point, someone came in. They found that home and now we've got to notify you of that. So that's where speed to lead matters. So when you think about speed to lead, we need to notify you of that person.

So CINC has a system that's built in. You're going to get a call from a lady by the name of Switchboard Sarah. She is a robo call, but everyone loves her. Of course, she's got a lead for you. She's calling you to give you some details about the lead. She's going to ask if you're available. If you're available, all you got to do is just say yes.

And she'll go ahead and try to get that person on the phone for you, right? She's going to dial right on through, which is great. Now there's a lot of automation that starts happening here at this point. And the automation is key because what CINC doesn't do is we don't generate a lead that just comes to the site one time and leaves.

And you've got one shot as an agent to get ahold of them. That's not [00:19:00] how it works. What CINC has created is we've created this conversion platform that's going to drive the right person in. And then what's going to happen is through our behavioral based property alerts, it's going to start peppering properties to that particular home shopper each and every day and start driving them back to the site.

So a number of pieces of automation are going to happen. First and foremost, you're going to get the call from the system. Secondly, property alerts are going to be generated. When those property alerts are generated And they're going to change over the course of time. Okay. And they will based on the behavior.

Now, a real interesting part that I'm just going to touch on, baby, if it's okay, is I love the timing of our property alerts because all too often I see these companies that are sending out property alerts at 6am in the morning to every single home shopper. And what we've come to realize is that's just not effective.

It's really not. And I think industry average on property alerts nowadays is about a 45 percent click through rate, which isn't bad. Okay. But I think it can always be better. So when I think about marketing has always been about delivering the right [00:20:00] message to the right person precisely at the right time.

And I think what we've all come to realize is that email is just gotten it's getting less and less effective, so to speak, right? Because there's more and more spam coming through email. So timing, the right timing is going to be critical. So what CINC does on the timing is that we can tell when people are actually opening up their emails.

So what CINC will do is we'll settle in on a specific time based on someone's behavior. So just a quick example, JB, I know you're an early riser. Maybe you wake up at 6am in the morning and you check your email every day. Kathryn, suppose you sleep into 11 o'clock and then you check your email, right?

Two totally different behaviors. What CINC does is we're going to actually send those to JB at five minutes till six. And we'll send those to Kathryn at five minutes to 11. Real smart, right? Our open rates and our click through rates are much higher than industry average. Last I checked, I think we were sitting at about a 60 to 65 percent click through rate on our property alerts, which means does it, does timing matter?

Absolutely. Probably looking at about [00:21:00] 15 to 20 percent difference there, which is great. So, let's talk a couple other things. So leads coming through I've been talking a lot about buyers, a lot about buyers, right? And a lot of you are interested in listings. You're interested in sellers, right? We can definitely help you get sellers.

Okay. And there's a couple of different ways that we can do this on the seller side. So we can start off by doing a home evaluation landing page. We can be extremely specific in your market. And we can build landing pages around specific neighborhoods, specific areas and what we do here is this is all proximity based, which means we're actually taking a look at that individual as they're, as we're driving them on Google to this page, they must reside within your area, and they're looking for things like, what's my homeworth?

What can I get if I sold my house? These are people that are curious about getting an understanding of whether or not it's the right time for them to sell their house. What can they get for their house? They're right at that education period where it's perfect for our clients to get into the process with them We're getting into talks with them so we can definitely generate seller leads this [00:22:00] way I'll argue that the best way to get a seller lead Is through a buyer.

Okay. And I have experienced this personally. And let me explain. So right now, when someone goes through that three step registration process with CINC, uh, we're going to ask them whether or not they have a home to sell. And right now, what we're seeing is about two out of every three of the home buyer leads that we generate are telling us they have a home to sell.

So once we've identified that they have a home to sell, what we're going to do is we're going to ask them for their address. Okay. Once we've captured up their address, we're then going to provide them with what we call our home pulse analysis, which is nothing more than an online CMA. But what we're trying to do here is, give you the opportunity to be able to come in and talk to this buyer lead and also be able to have a conversation around the home that they're looking to sell.

So if you look at this home pulse, and this is completely created by CINC, you'll see that what we're doing is we're positioning this the right way. And you hear me say the right way, [00:23:00] right? That means there must be a wrong way. And I think the majority of you probably experienced the wrong way.

And the wrong way is the way Zestimates used to be done, right? Zestimates used to be so high that they would encourage a home seller to go through Zillow, they'd get in contact with an agent and they'd be like, You told me through Zillow, you'd sell my house for a million. Why are you giving me an estimate of 750, 000?

Right? What CINC does is we do everything based on the condition of the home, which in my opinion, is the right way. Kelly Blue Book figured this out a long time ago with cars. It was all about, if you want to sell your car, you want to trade into your car. It's about the condition of the car should be the same way with a house.

So what you can see here is we give a great range, which is going to put you in a good position to be able to land a meeting, to go and see their house. No real estate agents should be giving an estimate without getting that opportunity to go in the house, take a look at it, see their improvements and be able to work your magic face to face.

What's also cool about here, about this is that we're going to give some good local insights. We're going to give them an insight into what their equity is in the house. We're also gonna give them an [00:24:00] idea of how many people are currently looking in their market for a home similar to this. And then we're gonna give them some great comps as well.

Right now this is just the beginning because what's gonna happen is that a drip campaign will be kicked off at this point. And what'll happen is leads will start, or sorry, they'll start getting updates in their inbox of homes that have sold recently, as well as an update every single month on what their home value is.

All right, so I'm gonna pause there real quick, JB, was there something else that I needed to cover or was that what you'd expected?

Jonathan Brown: No, I think that was great. I think the besides the Google marketing, of course, Shawn mentioned we have social media and we do the same thing with social media, as far as generating buyer and seller leads on across the meta ad networks.

And we have retargeting, we have team listing ads. So if you do have. Current base of listings. We can promote those and generate leads specifically for your listings, which is nice. Let me just summarize like the website and the consumer experience. You're going to talk to people out there that tell you very similar stories and you have to what's what's different, [00:25:00] or you sound like somebody else.

It all starts with our deep integration with the MLS. Like we have one of the deepest integrations or the deepest integration with your MLS. That you will experience. And that truly allows us to get hyper local because we can map into those schools, into those neighborhoods, do all the gated communities, do all the waterfront or condos.

There are companies out there today that you're probably talking to that simply cannot do it. One of the biggest ones that was out there. Hasn't been able to do school districts for years. They still can't today. Could you imagine not being able to capture a mom or a dad looking for a home in a particular school district that they want their kids to go to?

That is an absolute failure. CINC does that for you because we have that deep integration. And the other thing, with the websites with branding versus lead gen. Look, the average website, the average real estate website converts traffic to leads at 2. 88%. That is the single biggest failure. So that right there alone, if you have any reasons why I don't want a second site, why not have a second online [00:26:00] presence?

Why not? You're found twice. But the average site converts traffic to leads at 2. 88. CINC converts our hyperlocal targeted traffic to leads. At 15%, we're weeding out 85 percent of the less serious buyers. That's amazing. So think about all this stuff. Shawn just talked about a more motivated, more educated consumer going online, looking for a home in that top school district, and we still weed out 85 percent of them meeting we're leaving with you though, the 15 percent most likely.

To convert into a listing or into a closing. So with that I wrote some other points down I'll make sure I covered them all real quick in terms of the consumer site and lead generation I think that's the most important thing. I wanted to make sure you guys were left with we'll kick it over to Kathryn.

Kathryn will tell you I don't want to steal any of her thunder But again, like Shawn mentioned our clients come for the leads, but leads don't close themselves. You have to have the right technology behind [00:27:00] you be in that safety net and Kathryn is going to walk through that right now.

Kathryn Powell: Absolutely. So that's the big thing I want to touch on is Shawn already walked through, what are we doing and how regenerating leads for you. And now what I want to walk through is what tools and systems are we giving you, that's going to really help you guys turn those leads into clothing. And so the biggest thing I like to start out with is just going to be CINC AI.

So CINC AI is going to help out with two big things. The first being speed to lead. I know they say most people expect to be contacted within the first five minutes of registration, but that's not, and but that's not always going to be possible for you as an agent to reach out. You're going to have those people that are registering at three, four in the morning.

You might be in the middle of a listing appointment, you can't run out on your sellers to go call that lead. And so that's where AI system is going to jump in and help out. So he's going to engage and qualify all new leads. He works 24 seven, he's going to reach out within the first five minutes.

What's beautiful about Alex, though, is this isn't just [00:28:00] an auto text. This is a full blown proprietary chat GPT software that we built out. So Alex is going to be able to not only reach out and engage the lead, but actually have two way conversation and qualify that leads for you. His whole goal is to scrub these leads and tee up the warmest Ones that are ready to hop on the phone with agents, schedule an appointment with you, meet in person, and he's going to bubble those up as AI agent ready.

The second thing that Alex is going to help with is going to be long term lead follow up. So I know NARA has a stat, 95 percent of agents, they'll give up on a lead after the first four touches, despite the fact that the data has shown 70 percent of the time, those leads will actually go on to transact within the year, just with a different agent.

And I get it. As an agent, if you've got 20 or 30 leads coming through each month after month, it's very easy to lose track of who's at what price point, who's moving forward, when to be able to properly follow up with all of them. And so that's where Alex is designed to scrub all new leads [00:29:00] for a whole year after they register.

I actually like to show a live example of Alex and how this would work in your system. Pretty much when a lead comes through, he's going to engage within that first five minutes, try and scrub that lead, continue to follow up. At which point, most agents right here, they'd be giving up on this for such point, you can't help it.

You get in your own head. If someone doesn't respond, you start to think, okay, maybe this is a bad lead. I don't want to be annoying. I don't want to be a pest or you're just busy. You've got to focus on the ones that are ready to go right now. So you just don't have the time and the capacity to do all of that long term follow up.

That's where, again, Alex is going to take that off your plate. He's going to do this long term lead scrubbing for you. You can see in this live example, this lead comes through. He reaches out at seven times over a two and a half week period. At which point, he ends up engaging this woman, Heidi. She responds, that would be great.

I apologize. I've been working nights. I am actively looking. That apology right there tells me this woman has no idea this is AI. Nobody says sorry to Amazon, Alexa, Siri, their [00:30:00] GPS. And so that's another thing that we've been working on and perfecting is how can we humanize Alex? What can we do? We've been working on, he'll pick up on things like the tone, a sense of humor.

He'll use emojis, correct typos, the whole thing behind that. If you think about it, we want to. Play on the guilt emotion of people. If they think your kind, sweet assistant, Alex has been helping them, generously reaching out, answering their questions, guiding them throughout their home buying process, they're going to feel a lot guiltier about working with the first agent from Zillow or realtor.

com that gives them a call. Then they would, if they'd never heard from you, you did those four touches and then gave up or say you put them on just like a blatant, auto drip campaign that I can just tell is really not tailored to me. And so this is where Alex is going to kick back into overdrive.

These whole thing, one is engaging and then two qualifying. We're going to ask a lot of questions. We want to get a questions answered so that we can qualify this lead for you as an agent. It's also too, like I said, it's two way conversation. It's going to reply back to exactly what they're saying. And you're telling me what areas, [00:31:00] all right, Strasburg and Bennett.

Got it. So what are you thinking? A three or four bedroom. So you're going to continue to scrub and qualify this lead. I love showing this example just because it is deep Perfect. Literally with that NARF bat, it shows perfectly this happening in real time. This client actually shared this lead with us and said, she ended up getting this woman, Heidi under contract.

She even admitted herself. If it wasn't for Alex, she would have given up at this fourth touch point here. She wasn't going to continue to reach out. And this lady, Heidi, she wasn't going to think two weeks later, Hey, that agent that texted me two weeks ago that I never responded to. Let me, scroll through all my messages and let me proactively call that person.

If it weren't. For the persistence and the professionalism. Alex, this lead, we never would have engaged. He happened to reach out right at that right moment. Heidi saw the text respond. He got her engaged, interested, heated up and got it over to that agent to bring home for closing. And so really that's the biggest piece that we're trying to do with all of the software, AI and behavioral messaging.

They're going to show next all of the software is designed to make sure, okay, if you're spending [00:32:00] marketing dollars to generate leads. We want to make sure you're doing everything you can. You've got all the tools, all the systems to really turn them into closings, not just the ones that are ready to transact right now, but some of these people that might be six months, nine months, 12 months down the line, not necessarily a bad lead, just have a bit of a longer timeline.

We want to make sure the system is doing all the heavy lifting of that nurturing engagement. And helping ensure that you're going to convert that to you're getting real the full ROI of your marketing spend the next piece. So this is what he's going to do with new leads to 24 7 scrubbing and that year long follow up with the rest of your database.

We've got behavioral messaging built out behavioral messaging is designed to help make sure it doesn't matter if a lead is a year old 4 years old. You've got someone from 10 years ago. Behavioral messaging is designed to engage with those. Pretty much what we did anytime our clients were closing a deal in the system, we could see that when it would go from new to pending to under contract to close our product team was analyzing that and we started to analyze, hey, what actions were the consumers taking on that particular [00:33:00] client's website before that deal?

When under contract so that we could figure out what actions or combination of actions shows that someone is a hot lead. They've got buying intent. Guess what? We took those algorithms and we built out behavioral messaging with it. So if there is anyone in your database, like I said, if you've got 40, 000 people in your database, even if you've only got 400, it's a lot to keep track of, to know who should I be calling each day?

Behavioral messaging is going to monitor all that activity. The second someone starts taking a buying action, like one of them right here, Say elite view the property 10 times within the last seven days and auto text is going to go out on your behalf. Hey, Susan, checking in on your home search.

Have you seen any homes that stand out? Obviously she has. She's looked at this property 10 times in the last week. The beautiful thing too. If you've got Alex. If for some reason she responds back to this text and you're tied up, you're in an appointment, you're in a closing appointment, Alex will kick back on.

If you don't respond back to her, this person within the first five minutes, he'll turn back on and continue to again, engage with that [00:34:00] lead, provide that top tier client experience, keep them warm until you're able to give that lead a call. And so really the whole goal, as you can see, with some of the behavioral stuff and with Alex, is we want to make sure we have systems running behind the scene, doing all of the heavy lifting of that long term follow up, that lead follow up for you, so that your day to day, it is freed up to be spent on your highest dollar productive activity.

That's going to bring me over to our agent launchpad. Pretty much with the agent launchpad, what we were trying to do is generate just like an easy button for you as agents. We want you to be able to log into this launchpad and every day know exactly what you should be doing, who you should be calling, but not just who, why should you call them when we wanted to give you all of that.

And so when you log into this launchpad right away, we're going to let Hey, welcome back, Kathryn. You got three appointments today. Your next appointment is tomorrow. Appointments at three o'clock and five. Here are all of the people that are requesting contact for you. So to me, this is a no brainer.

These are your mission critical people. They're literally on your website, raising their hands. When you click into that, anyone that AI has bubbled [00:35:00] up, they'd love to meet in person. They want to discuss a few things. People that are asking is now a good time to tell showing requests, cash offers. You're going to be able to click into these right here.

See them all in one spot. You're able to call through the system, text, log notes, add Set them up on property alert, whatever you'd like to do. Drip campaigns, all that can be done right here through this mobile app. And so you can go ahead and easily call that lead. Once you knock out all those mission critical items, we're also going to give you lists of leads.

So we'll give you your new leads that we recommend. Obviously, as much as we got automations AI, nothing replaces a phone call. If you're free, you can call that person connect. That's going to be best ideal situation. If not though, we've got all those safety nets running, like I said, behind scenes. And then the other thing is trendingly.

So with the behavior messaging. We will automatically text out just because we're realistic. We know we're going to give you this list of leads and recommend you contact them, but you're not always going to be able to hit every single person every single day. If you're not able to, behavioral messaging will be there to make sure you're engaging.

With trending leads, we're essentially giving you those list of leads that we're recommending you reach [00:36:00] out to based on those hot actions are taken on your website. You could have a lead that maybe registered six months ago. They didn't respond to any of the outreaches yet, but all of a sudden they get a property alert.

Shawn said before, we're sending them listing alerts, we're sending them home pulse alerts, we're engaging with them. They get a property alert, they see a listing they love, they favorite it, they've looked at it 20 times in the last week, they're calculating multiple different mortgages on there to see what that monthly payment's going to be.

We're going to bubble that lead up to you here on that trending lead and say, hey Shawn, you've got 3000 people in your database, but right now I think today you should call this 10. These 10 people based on those warm actions that they're taking again. The whole point of this is we want to make sure.

Yes, we're generating high quality leads for you, but we don't just want you closing the ones that are ready to go this month. Some in that batch of the 20 or 30 might be three months out, six months out, nine months out, 12 months out. We want to make sure you're closing all of it. You're maximizing your ROI.

You're closing the ones that are ready to go now, but then six months from now. Not only opposing the ones that are ready to go from that new batch, but you're also closing those [00:37:00] people from six months ago that we connected with engaged with. And that's really going to be a big piece of what we're providing with the automation.

Obviously, a lot of these tools, they're dependent on that stickiness, that user friendliness of the site, the effectiveness of those tools to drive the traffic back time and time again. That's where I just like to show this in a real live CRM. This client did give permission for us to demo in here, but at this point, you don't have to take our word for it and say, you can actually see firsthand what we're doing.

This client, not only does she have new leads actively searching on her site, logging in four hours ago, five hours ago, she also has leads, a sphere of influence leads, a sold past client that just logged in two hours ago. This person initially came through 2, 723 days ago. This is a past client that has gotten probably a home boss alert is now back on there, reengaging another past client logged in 45 minutes ago.

At the end of the day, what we're doing at the website is we're designing it to be incredibly sticky so that we're not just capturing new leads that come through, but. Like Shawn said before, we want to build out a true subscriber. So someone who is [00:38:00] going back to your website time and time again. So the more the property alerts, the seller data, all of that goes out, that pushes back to your website, it's accomplishing three important things.

One, we're keeping those people off of your competitions. They're off Zillow, off Realtor. com, off Redfin, off competitor websites where other agents are going to try and poach your past clients, your leads. Two, we're going to keep them on your website where all the data is going to be up to date, like JP was saying, all of the property and the IDX, it all pulled from the MLS, so it's going to be up to date data, no more people getting attached to listings that are already under contract or not available, and then really the most important thing is, we're going to be able to track all of that data.

Activity. The more they're searching on your website, the more we're able to identify who in your database you should be spending your time on. So all of this is just ultimately going to run behind the scenes so that you truly can have that easy button as an agent. You can log into this launchpad and know exactly who you should be calling each day, the why, and the when.

We're going to provide all of that for you. I [00:39:00] do want to actually touch, though, we did talk about the real verified leads earlier. You'll see those right here. Any real verified leads, we will put a blue checkmark next to those in the CRM. One thing I do want to touch on, just because I have, like JB said, I've been in this industry for about 10 years.

The number one thing that we are the only company of our kind doing is this real verification when it comes to lead. All these other companies, the software we've added, it's a two factor authentication. So when they go to put in their name, their phone number, their email, we're actually texting a code to their cell phone number.

They've got to enter in that code. Now, when you get that lead right here, I know Vanessa B, not only is that a lead, she registered my website. Here's all the info, but I know that is actually her cell phone number. She's got it in hand that she was willing to do that two factor authentication, a big reason.

A lot of competitors out there are doing that is if you don't do the heavy lifting of the upfront, doing a hyper local targeting, doing these more strategic campaigns to make sure you're generating more educated buyers who are further along in the buying process. You cannot add that [00:40:00] technology. You're going to have people that are too far out.

They're not going to be willing to jump through these hoops to use your website to search because they're not as serious of buyers. And so it's the combination of being able to. Do the hyperlocal targeting to target those more educated buyers who have already narrowed down, like Shawn was saying, what school district they want to be in.

And so then now what we've done is coupled that with that authentication. And here in the CRM, you'll be able to see it. We're going to show you all the leads that and all like pretty much the new ones coming through that are going to have that blue checkmark to officer two out of three leads out the gate or doing the two factor.

And so we'll also have that in there just so that you can easily identify which leads do you wanna call where they're at in the buying process? All of that In this leads dashboard?

Jonathan Brown: No, that that's fantastic. This is a great, if you leave it right here, you'll see there's a lot of labels here.

So you might those on the webinar might see the color coded labels. So a lot of our clients come over to us. They already have a database, so we'll import your database, we'll map our fields to your fields. We can only import what your CRM can [00:41:00] export. So you export it to a CSV file. We have a whole import team.

Your leads will be in input your, all of your buyers, sellers, past clients will be imported, organized, structured in the system before you even go live. So we, if you have categories or hashtags, we have a labeling system and what the labeling system is for it's data segmentation, right? How can I quickly identify a segment of my database?

I searched by a label, pull up maybe my hot one, 100 leads, my VIP clients, maybe I want to send them a template, an email, inviting them to a VIP. Come get your fury, holiday pies, right? I, one of my clients hit me up on Facebook. Hey, it's, I got my pies for Thanksgiving, we can do all that stuff, right?

So think about not this lead generation and conversion, but there's other tools. And functionality built in this platform that you can leverage for your business as you evolve over time. And we're a very flexible system. So we have the labels for segmentation. We have all the drip campaigns. So we have buyers and sellers, short term, [00:42:00] long term, we have lender.

We have a library, we used to have a bigger library of drip campaigns, but we actually cut a lot of that fluff out of our system. We focus on. The drip campaigns that our clients were using on a daily basis and try to make those better So we have all the canadian holidays all the u. s Holidays birthdays home anniversaries all that stuff already built into our system so that you don't have to build it yourself You can always customize and personalize those if you wish as well so I think like Kathryn said, right?

It's the CRM is 90 percent done for you. The 10 percent is the phone calls that you got to make. And when Kathryn was sharing that AI conversation with Heidi, the reality is it wasn't the fourth touch. 98 percent of all agents give up after the first touch. So that first this, and in this case, the agent never even called the lead.

So she, unfortunately she gave up before she even tried. But she was probably, I forget what the, what it was exactly. I think she was in the closing or she was in an inspection, which is why [00:43:00] our AI gave it the four or five minutes and kicked in and kept that lead warm. Until the agent was ready to respond.

And we're going to do a time and time again for you guys. And we're going to be that safety net. We're going to multiply your bandwidth and we're going to tee up these opportunities so that nothing slips through your fingertips. So I think it's pretty much it. Shawn, you got any last words that we missed anything on the, there's, we didn't show some of the tech now and the mobile solutions, we have an open house app as well, right?

So if you think about our mobile or our open house app, a lot of clients still do open houses. They collect in business cards or they're writing it down on a notebook and it's a Sunday at six o'clock. It's over. You got to go home, be with your family. No more of that, right? We have a mobile app loaded up on your tablet.

People can come to your open house. They can check in electronically. Our open house app collects all of their name, phone number, and email, puts it into the CRM. Puts them on an open house drift campaign. Thanks him from coming for coming [00:44:00] reminds him of what property they were at. And then it also solicit feedback.

Hey, what did you like? What did you not like about this particular property? This listing? It might, you might get feedback from five people that says that kitchen needs to be painted, right? You go and you paint that kitchen up and maybe you'd sell that house tomorrow. But. The open house app is a really good solution that kind of gets undervalued.

But it's there. The most important thing with the open house app is it sets every one of those shoppers on a behavioral based property alert as well. And that way if your particular client's listing, wasn't the fit for them, we will continue send new listings. That are simpler to your, to that one.

So we're going to continue to drive value out of all of your open house leads. And here's a great visual for it. So CINC was kind built on mobility, right? The number one challenge for agents is you're on the go, your car. Is your office. If you were [00:45:00] tied to your desktop or your laptop, having to manage, nurture, and convert these leads, nobody would succeed, which is why we have a, the best mobile CRM, 90 percent of what you need to do in terms of managing and nurturing and converting leads, you can do from the palm of your hand.

We have a very powerful consumer app. You don't want your leads, your clients going to Zillow or Redfin or anybody else and using their app. So we have a great consumer app because 70 percent of your leads will come back on a mobile device. You want to give them a great mobile experience, which is right there.

Our, this app right here is so advanced, you could change the setting from English to Spanish. I don't think I've come across anybody's apps that, that are that sophisticated. I'd

Kathryn Powell: love to if you're driving around and you've got the map pulled up, you can see listings right near you in that mobile app, pull them up if you I like to look at like lot size, things like that.

And so when you're looking around, you're able to do that right there in that mobile app.

Jonathan Brown: Same thing, I drove to Lake Kiwi, two and a half hours, I'm looking for all these, as I drive that two and a half [00:46:00] hours, I'm on my phone, which I shouldn't be, and I'm looking for a little, where can I find a little steal of a lot, some land that nobody knows about.

But anyway, it's a great app, so again, there's three apps, if you go to Google, if you go to the App Store, you will see they are all highly rated. In terms of reviews thousands and thousands of reviews that are four or four and a half star reviews that speaks volumes on and on how good these apps are for the consumer and for the agent So I think we did a good Shawn go ahead I asked you a question and I stopped and then I jumped back in start talking again.

Do you have anything?

Shawn Craig: No, I'm thrilled. So understand this. We went through some of the great components of CINC, right? There's so much more that we can talk with you through, right? And what I'd encourage you to do is request a demo. If you haven't already, let us dive into your market. Let us get specific to you in terms of your cost per leads.

Let us have some of those discussions that will allow us to be able to put a solution together for you. That's going to put you in a good situation for 2025. So that's all I got, JB.

Jonathan Brown: [00:47:00] Thank you guys. Great reminder. If marketing team, if you can put in the chat, the Slack, if it's, if you haven't already, sorry, there it is.

Most of you on here probably had someone that you're talking to some point of contact here at saying, I encourage you to reach out to them. If you don't, if you don't know who that person is, we will reach out to you. You can also go to that link. Click that form fill it out and it'll get a speedier response to you.

Here's the thing We always run these programs or these webinars We have a little bit of a promotion for you guys and again Some of you it looks like you've already signed up and you're already using CINC You're just trying to get more eyes on CINC, which I appreciate and I know at the time You got a great promotion the promotion that we're running right now as we're offering a free platform you got to sign a contract, right? We're looking for clients that want to partner with CINC. 2025 is going to be a big year. It's going to be a big year. The traffic, the people, they're I am your average consumer. I've been in my house since 2007. I want to buy another house.

I am not going to talk to a listing agent right now. I'm going to [00:48:00] keep going online. I'm going to keep shopping for the right home. Yes. I might be doing it backwards, but when I find that property that I want to jump on, I'm going to jump all over it. And I'm going to probably talk to the person that calls me back about that particular listing.

That's going to be a buyer's agent. I'm going to sign a buyer agency agreement, and I'm going to go see that house with them. And then I'll probably end up selling my house to that person. That's what our clients are seeing today. That's who I am. That's the route I'm going to go. I might miss out on that house.

I'm not prepared to sell my house today, but also I'm going to spend more money up front for a house, right? For that reason. But anyway, I'll digress. Come back off that. So we are offering a platform for free for the rest of the year. If it's, if you sign a contract, we're also offering some free leads to go with them.

You want to keep your costs down through the holiday season. We want to also generate high quality leads right now, because the people that take time out of their holiday season to look for a home are very serious buyers and sellers, and you don't want to just delay and wait till January, [00:49:00] get them now, because they're the ones that are most likely to buy in the next six months.

One last thing, all the data that we see today. We're generating leads. We asking what the time frame to buy is. We see it with every lead that regenerate now, more than ever. The majority of the people that are responding to our, to that form are saying, I'm looking to buy a home in the next 12 months.

Almost half of them on the first six months. Almost the other half is the back half of the year. It's never been that high. The demand is there. They waited for the election. They're waiting, hopefully, for rates to come down. I was, we'll see how that works out. But the demand is there. And when it all comes together and breaks through 2025 is going to be a great year, in real estate, everything is cyclical.

If it's not the first half, it's the back half. Just prepare right now. Don't delay. Even if it's not sick, you should invest in something similar to seek that fits your price point. Make sure they have great service. Yes. We're a premium [00:50:00] platform. We are a service oriented company. We hold your hand. We give you dedicated training.

You will personally know your trainer's name. We have in house training. Everybody that buys from us gets a pass to one of our in house Sikh universities. You don't need to attend one of those to have success, but it's a master's class. The clients of ours that attend those Sikh universities have more success than anybody else.

You're going to learn the platform inside and out the mobile apps inside and out. We're going to give you the best scripting There's a power hour challenge. You're going to leave that day making money You're going to be more comfortable with being uncomfortable on the phone We're going to hold your hand and teach you the entire way Uh, the CINC 2025 schedule is not out yet, but we'll have it out here in the next few weeks or so thank you.

Amy. Great question So again, free platform for the clients that want to partner with SAKE and commit to a year free leads up to 3, 000 or free leads as well for the clients that want to partner with us understand. This is a 12 month [00:51:00] commitment. 40 percent of our clients see up to two transactions in the first six months with us.

There's no reason that won't be that won't be you guys as well. I'm gonna stop there. Thank you for your time and have a great holiday season. Let's have a great 2025, please reach out and we will help you. I'm going to give a big wave. Bye guys.

Kathryn Powell: Thanks so much.