From Click to Close: Winning More Clients with Smarter Real Estate Tech

Join CINC’s expert for a demo of the latest tools and strategies that are helping top-performing solo agents and real estate teams convert more leads into loyal clients. 

Learn more about: 

• Generating high-intent leads before other agents even know they exist
• Making the most of smart automation to re-engage cold leads and surface the ones ready to move now 
• Using AI-powered follow-up and nurturing tools are helping agents stay top-of-mind and close more deals—without burning out.
  

Watch the full video here or read the transcript below. 

Transcript

Jonathan Brown: [00:00:00] We are gonna talk about winning more clients with smarter real estate technology. It's all about helping you generate clients, right? What we want to do is capture people online, either ultimately gonna be strangers for you. We want to help you through our nurturing engine. Through personalization, turn these online home shoppers that are what you wanna call strangers into lifelong clients.

So for today's webinar, I'm Jonathan Brown. I'm a senior director of sales over here at CINC. I've been here since 2017. Absolutely love syn. And what sets us apart, we got Shawn Craig as well. He's also a senior director of sales. He's been with us since 2018 and we got Suzanne McClain, one of our national account executives.

She has been with us for almost 10 years. It'll be her 10 year in August. She's got a great [00:01:00] unique story. I'll let each one of them introduce themselves. So real fast, what I want to do is give everybody a quick background about who zinc is before we go into the live product webinar.

It's important nowadays to understand who you're potentially partnering with when it comes to real estate technology. Syn is a Fidelity national financial company. We've been in business since 2010. We were acquired by f and F in 2016. They are the largest title insurance in North America. So if you think about.

Potentially aligning yourself with the proper technology and the proper partner is gonna help ensure your success. There is nobody out there better in the industry than sanc and f that's gonna have your back. In that 2016 acquisition, what ended up happening was they evaluated every real estate technology out there that's helping agents, teams, brokerages, ultimately make more business for themselves, and they narrowed it down to CINC.

What that allows us to do, it allows us to innovate faster. It allows us [00:02:00] to be the best in the industry. We provide excellence, demand excellence in everything that we do. We have a support, we have trading. We're gonna hold your hand the entire way. We are a Google Premier partner and we're a Facebook premium partner.

We're the only. Company in the real estate space that can say that it's not about how much we spend with these companies, with these partners. It's about how great our team is. We have about 15 individuals in our client marketing team. They're all Google Premier, they're all Google certified, they're all Facebook certified.

It's also about the tactics that we employ. That generates the best conversions for our clients. And lastly, it's about the technology that we have in place that helps us automate, be more efficient with our client's marketing spend. You're not gonna find a better quality lead out there at the cost per lead that we can provide.

And Shawn Craig will talk more about that. We have tens of thousands of clients that rely on us every single day to ultimately grow a more [00:03:00] profitable business. At the end of the day, what we do is we're gonna help them build a solid pipeline that's scalable, it's repeatable, and is highly profitable. For them.

We have a very strong client retention rate. Think about what we do. If we weren't making money for our clients, they simply wouldn't continue to give us their money. So at the end of the day, we have a 97.5% client retention rate. When clients get started with us, you typically see about a seven to ti 10 times ROI on your investment.

Which we can walk you through that as well. Again, our goal is very simple, is to help everybody on this webinar make more money. So with that said, I'm gonna give you a quick, high level overview about what we do. Then I'm gonna kick it over to Shawn Craig. We are an all in one system. The reason why clients come to us is because our system is broken.

If you think about the three core things that we do for our clients, we give them a system that allows them to be productive. We give them and teach them a [00:04:00] process. That allows them to understand what to do, when to do it, why to do it. We also give them a support team. The biggest part of CINC is you're not just joining and partnering with a technology company.

You are essentially joining the CINC team, and you're gonna get marketing. You're gonna get service, you're gonna get training. We're gonna hold your hand the entire way. So from an all to one perspective, the first thing that we do is we build you out a highly effective website. The biggest stat here, the average real estate website converts traffic to leads at 2.88%.

We convert traffic to leads at about 15% highly effective at online generation conversion and keeping them reengaged on your site. The way we do that is through our hyper local targeted lead generation. We work with you to understand in your market. What exactly are those points of interest that you want to capture and drive leads in?

And then we have [00:05:00] a technology platform that we give you. It's an AI driven smart CRM with all the mass communication tools, all the drip campaigns, and most importantly, the artificial intelligence. That's the best in the industry. And you're gonna talk to a lot of people out there, and they're gonna tell you that we have ai.

The bottom line is AI simply does not work if you don't generate good quality leads. That's why our AI works. So I'm gonna stop there. I'm gonna go ahead and stop my share of my screen. I'm gonna hand it over to Shawn Craig, who's gonna introduce and walk through how we generate leads through the consumer experience and the website, and then you'll pass it you all along, the Suzanne McLean who will walk through our conversion platform, the AI and how agents use our technology to make more money.

Shawn Craig: Thanks j I'm gonna go ahead and start sharing my screen real quick and then we'll jump into it together. Thank you guys for your time today. Here we go. As JB said my name is Shawn. I'm in real [00:06:00] estate as well as I work for se a senior director here. We're gonna talk a little bit of just about my team and then we're gonna jump into a couple things around how SE is helping us drive more not only transactions, but helping give us better visibility online.

So if we look at this real quick, so this is my team. I work for the real estate advisors. I've been in real estate for 17 years. This is my lovely wife. And then you'll see myself down here as well. So I not only sell this solution and help real estate agents make more money, but I also have a team which includes my wife, which I would believe would be probably the single hardest person to generate leads for amongst anyone.

So knowing that's the case, what we're gonna talk about today is if you saw that slide that JB had just shared with you, there's three main pieces of the CINC solution. The first one is gonna be the consumer experience, which is the website. We're gonna talk a little bit about why we build the website why is it different from what you may currently have today, and then really what purpose does it serve in our quest to be able to help you make more money, sell more homes.

So you're looking at my [00:07:00] website. It's search forsyth county homes.com. I welcome any of you to go out and check it out. I think there's some key aspects about what I've done here that everyone can learn from. So what you'll notice first off, is that my website is very clean. It's very crisp. It's very sharp.

What CINC will do is that we will take a good look into your local market and we'll start building out community and neighborhood guides, which is extremely important. We're also, we also built this website for speed. It is built on a t net framework which means it's gonna operate and be a very smooth experience for the consumers.

When you start to look at other elements of the website itself, you'll start to see that we've got some very interactive maps. We've got all the bells and whistles that are necessary or that are expected from a consumer standpoint. Now from a website, again, it's. There's two different types of websites that I typically see in the real estate industry.

The first one tends to be a brand website. We all know what those are. They tend to be really flashy. They tend to be very [00:08:00] sharp. But what they do tend to talk about is they talk a lot about who you are, what you've accomplished, and why should somebody work with you. And that's a brand website and it's very useful, right?

And I think there's a place for that as well as what CINC provides, which is a lead generation website. So what you're looking at here is really a website that is intended for conversion. JB has shared some stats with you a little bit earlier about what the industry average is when it comes to conversion, and then he also shared with you what CINC is capable of doing.

Right? Which we have about a 15% conversion rate on our sites, and it's because we build them this way. So now let's scroll down a little bit because I think that, when you start to think about building your real estate business or you think about scaling your real estate business, it's all about leads.

I'll tell you that it's not only just about leads, it's about positioning yourself to the market. Not only positioning yourself to the market, but it's about being able to capture what we call here an educated home buyer. I'm gonna jump over to targeting real quick, and I wanna talk about two different types of targeting that exist today.

One of them is [00:09:00] really proximity based marketing, and a lot of you have probably dealt with some of this whenever you've worked with some other players that are in our space when it comes to online leads. This does seem to be one of those solutions that's been around for a while. In my opinion. It's a little bit outdated, however, it is still effective.

Okay, and what is proximity based marketing typically, what they would do, and I'll just use this little image down here on the right, just to illustrate this, if you were to go to a lead generation company and they were to say to you, Hey. What city are you targeting? What they're gonna do is they're gonna put campaigns in place by actually just putting a pin in the map around Atlanta, and then they're gonna start doing proximity bands, which means they're gonna do a five mile radius, a 10 mile radius, a 15, a 20, et cetera.

And really what they're gonna do is they're gonna start generating leads for you from any person that's typing in real estate related. Terms around that proximity of Atlanta. Okay. While that is effective, it's not quite as targeted or as hyper-focused as what zinc is. What you're looking at here is really our [00:10:00] approach to capture what we call an educated home buyer.

Now, let's all think really quickly, what is an educated home buyer? An educated, owned buyer is somebody who's familiar with your market, right? They wouldn't be somebody that's typing in homes for sale in Atlanta, because if you know anything about Atlanta, you know that Atlanta is made up of a bunch of small communities.

You've got Sandy Springs, you've got Buckhead, you've got Midtown, you've got Acworth, you've got Marietta. You've got a whole bunch of different areas. An educated person is gonna be someone that gets in the car, they've driven around your market. Maybe they have children, which means they're looking around for neighborhoods within desirable school districts, and which you'll see here for some of this sub-market targeting.

And I'm gonna show you how I actually put this into practice in a second. Anyone who's thinking about coming on board with CINC, what they're gonna find is that my team of consultants are gonna work closely with you to identify neighborhoods, various school districts, various golf course communities, other gated home communities, and any other desirable points of interest within your market that is drawing those home buyers to [00:11:00] actually wanna move there.

So let's look and see how I actually do this. So if you notice down at the bottom of my site, we have what we call quick searches. These are landing pages, but these are the desirable areas that my wife and I and team have pulled together that we have given the kind of basically the request to CINC to, to generate leads for us for.

Or within these areas. So if we look here, we'll see that I have some zip codes that are represented here. I also have my city, which his name is coming, and then Forsyth County, hence the name is Search Forsyth County Homes. And then what you'll also see is that I'm targeting gated home communities in cum.

I'm targeting golf course communities. There happens to be seven different school districts within my county. However, the wife and I have decided that we're just focused towards three different school districts. These are the most prominent, highest rated schools in our area, and therefore the homes that are surrounding it tend to be at a higher price point.

We also have a lake in our area, which is Lake Lanier. I. We got a lot of people being about [00:12:00] 45 minutes to an hour north of Atlanta. A lot of folks that are in Atlanta, they wanna get a second home on Lake Lanier or they're even retiring on the lake. And then probably the most important to us really comes down to neighborhoods.

And I'm gonna go ahead and highlight one of these and we'll click on, it's called V. Victory is a very sought after neighborhood within my market. We've got higher price points in here than what our average home sale price is in our market. As an example, I think last month our average home sale price was about 700,000.

So what this is allowing us to do is my wife's always had a dream of being able to target and get herself embedded within this community here. And it always has been dominated by a handful of other agents. What we have found is that through CINC, we're able to highly target this community here, which allows us to take our price point even higher.

So as you can see, what we've done here and what CINC does is that CINC is actually paired up with your MLS. This is an i DX based website. We're gonna be pulling back homes here every couple [00:13:00] minutes to make sure everything is completely updated. Okay. So with that being said, what I want you to think about is, I'm sure you're considering coming on board with CINC.

You're trying to ask yourself why are we better than maybe what you've done in the past. And what I'll tell you is that it's our sophistication around targeting hyper targeting neighborhoods and school districts and other points of interest Now. While this sounds great, right? We've built a beautiful website, we've built out these highly targeted landing pages.

Now we've gotta go get the traffic, right? How do we attract these educated home buyers? Matter of fact, how do we drive them specifically to you? So knowing that's the case, I'm gonna go out to Google and I'm gonna focus on Google today, but what I want you to know is that CINC actually does campaigns across social media, across various different search engines.

We do a lot of very highly targeted retargeting campaigns as well. There's a wide variety of ways that we can go about doing this. I'm gonna focus on Google today because I think all of us on the phone here can agree that people go three places to look for homes, like we are [00:14:00] all thinking about it, right?

Vow realtor.com, and I'll tell you that the Lions Share folks actually go directly to Google to start their search. I do. I'm sure most of you do as well. And knowing that's the case. What I've got up here is just a simple Google search, but this'll give you an example of kind of how we would set up campaigns for you, because what we're gonna do is we're gonna take those 15 to 20 different targeted communities and gains of interest that you share with us, and we're gonna build these sophisticated Google PPC campaigns for you.

What we're gonna do is we're gonna get very specific, because what we're trying to do is capture that educated home buyer. So in this situation here, you'll notice that I typed in a school district, and what I'm doing is I'm acting as if I care about the school district and I'm looking for homes that are within the last, at our high school's school district, and knowing that's the case right here at the top, you'll see one of our clients.

I'm gonna go ahead and click on that just so you guys can see what that landing page looks like. It's gonna be very familiar to what you just saw because what we've done is we've perfected [00:15:00] this, right? What you'll notice is that I didn't drive someone to the homepage. I've driven someone directly to that landing page so that they can find the homes within las our high school, which is directly related to their search.

Now, let's talk through the process from here, right? Because now what we've done. We've intercepted searches, we're driving them directly to those landing pages that we've created. Now what we gotta do is we've gotta actually generate that lead and we've gotta have some quality control in here. So let's just go ahead and click on this home here real quick.

And I'm actually gonna go over to my site just so we can walk through the process a little bit. And what you'll see here is that when someone comes in and they show interest in a property and they click on it, this is our first step in quality control. Most of us are familiar with the a registration page or a registration vault, right?

In our case, we're actually putting someone through a three step registration process, right? It is, it's three steps. Could we get away with just one step? We could, but I think all of us know that there are tire kickers all across the internet. People that would waste your time. [00:16:00] People that waste our clients' time.

So what we do on our end is that we put someone through a three step registration process. We're filtering out a large number of these folks. That way at the end of the day, you've actually got someone who's willing to put in the time to go through that process. So right now we're filtering out roughly 85% of the traffic and only about 15% of that traffic is making its way through.

Now, if we jump into a property, I want you to see how beautiful these listings are. They're gorgeous. I'm gonna go and click on this property and we can look around real quick. So when you start to think about providing your clients, or your existing clients or prospects with a great experience, you're gonna get just that with CINC.

You'll look at all these various call to actions where people can actually register or not even register, but they actually indicate to you what time would work for them. You're gonna get all the information down here that's gonna provide that home seeker with everything that they need.

And I'm pointing out school districts here as well. Look at the school districts, right? So with that being said, what CINC is here to do is we're here to give you [00:17:00] some good prospects. Are actually looking for homes within those communities and those points of interest within your market. Now, what information do you know, right?

Because if someone goes through a three step process, we must be capturing a good bit, right? You're gonna know, are they a first time loan 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? The good news is when those people tell us they have a home to sell, we're gonna actually capture their address.

We're gonna run what we call a home pulse analysis, which I won't get into when you speak with one of your sales reps here. They can jump into it, but it's a very detailed look at what their home is worth. It goes through great details around what homes have sold in their market, what are some of the comps available in their market, and it truly tees up the opportunity for you as an agent to speak with this person.

Not only about talking to them about buying a home, but also being able to help them sell their current home. Now some quick stats for you real quick, because I know there's a lot of folks out there that want sellers. The [00:18:00] good news with CINC is that we're seeing a 66% rate of home shoppers that are coming in telling us they have a home to sell.

That's two out of every three leads that were provided. So know and be on the lookout when our leads are coming in. Did they tell us they had a home to sell? Go look at that home pulse report, have that conversation with that lead and take that business forward on both the home buyer side and on the seller side.

So now what we've talked about at this point, right? We've talked about this beautiful website that ST creates, it's hyper targeted towards your community. We've talked about what we need from you, which is the ability for you to give us some insight into your market around neighborhoods and school districts and points of interest so that we can get the targeting right, so we can capture that educated home buyer.

We've also looked at our process for filtering out just doing some quality control. Now there's one other part of the quality control that I think all of you will love, and I'll take just a second just to touch on it. It's called our real verified process. So all of you are probably familiar with two-factor [00:19:00] authentication.

I think we all get it now as we're registering for apps. It's heightened security, but it's also used for us to be, to validate the phone numbers that we're sending over to you. Like I'm sure a number of you have got a view of internet leads as being, man, that's bad information. It's just I may be picking up the phone calling and checking the, the showtimes at the local movie theater instead of talking to the lead.

With CINC, what we do is we do this two factor authentication. We're gonna send over a code to them. They're gonna take that code, they're gonna put it in here, and it's gonna validate their phone number. Why does that matter? It matters because you care about when you're calling this lead, you wanna make sure that it's, that person has that phone in their hand when they register, right?

So we're doing that. It's really solid now. Let's see from here. Where are we going from here? JB, is there something else I needed to touch on? I'm trying to think. No,

Jonathan Brown: look, I think you did a great job there. I think from a consumer, when you break down our all in one system, right? It's the first parts of our website.

We wanted to make sure you guys got a good feel of how great it looks and how crisp and clean and Shawn's, right? [00:20:00] The, what's great about the system is the quality of our leads and their re-engagement, right? It's, it is, once we generate that lead, our automation start to kick in.

That's where Suzanne comes into play, but. Some of the things we didn't touch about. I know you p Shawn might have mentioned our social media, right? We do all search marketing, right? We do Bing, we do Google. We see all those. The search marketing conversion rates are pretty much the same. Yeah. The lion's share goes to Google, which is why we do a lot with Google.

Bing is just as good as, as well as some of the other major search engines. What we also noticed with our Facebook leads is there's a lot of good quality with our Facebook leads. That's one of our biggest sources there too. We did an ROI analysis and what we saw was the Google leads, our search marketing leads and social media leads actually convert at the same rate.

It does happen though that Google and the search marketing leads actually convert a little faster, really twice as fast. So when you're building a database of leads, what you want to do is you wanna incorporate both strategies, right? Paid social as well as [00:21:00] search marketing. 'Cause the paid social leads actually are about 30% lower cost per lead.

So it's a great way to mix the quality, generate a big database. 'cause what Suzanne's gonna show you here soon is we have a great nurturing engine. And thanks Eric Galvin being this, our number one right now. And that's great. Eric Galvin's, a client of ours, he recently joined our family from another competitive platform and I can't thank him enough for chiming in here, but what he just said is, even with Google and Bing.

Bing is his number one lead converter right now. So that's great. Thank you for sharing. What's gonna end up happening, Suzanne's gonna show you more about our AI technology and one of the things that I always tell my clients is almost if you can do it right, you should be generating as many leads as you can afford to buy.

Because with our nurturing engine and our AI tool, it can. Quite literally have hundreds of conversations at the same time with your leads, which multiplies your bandwidth, right? It's that safety net where if you're in a closing and you can't have a [00:22:00] conversation, you can't call that brand new lead where our ai, Alex takes over.

So did a great job, Shawn. Appreciate you as always. You did a very good job there and Suzanne. Introduce yourself. Hello everyone. Our beautiful technology leads don't close themselves, guys. Yes, they don't.

Suzanne McLean: So I am gonna give y'all my little story about how I came to know CINC and how I ended up here.

'Cause JP said it was a unique story, but basically back in 2014. I decided on a whim that I was gonna do something different. My husband owns a couple restaurants, so we'd been in the restaurant industry for a while and I was like, yeah, I wanna do something different this year, but I don't know what it is.

A good friend of mine had just started a real estate class and she said, come join me, get your real estate license. And I'm like, okay. So I went through the class. It was several weeks in person, got my license. Then I didn't know what to do next. I'm like, what am I gonna do with this license? Couple months later, I was fortunate enough that I got on a CINC lead gen [00:23:00] website, and that started in June of 2014.

So exactly 11 years ago. I got on a CINC site. Eric Grapner, who was our trainer at the time, he said. Call your leads when you get your leads. That's the training I got was call your leads. And my expectation was set that in 90 days your head would be spinning, but in a good way. Fast forward three months later.

I had my first closing, so got my license in April, got on a CINC site in June. In September, I had my first closing. It was actually on my husband's birthday. And then from the next 18 months after that, I had 22 closings that came from CINC. And some of those were the first generation leads. It was the Google lead that registered on the site.

But then some of them were the Google lead that had a house to sell and they wanted to buy another home in the same market. Some of them were people that. I helped them buy the house. They referred me to somebody in their office, and then that person referred me to somebody in their neighborhood. So it will compound itself.

It does work which made it very easy when I joined [00:24:00] the company in sales to know that I had success. So by, selling a product like CINC, it's complex. But it gave me the confidence to move forward and talk with agents all over the country and share my story and know that I was selling a platform that would help them make more money.

So that's my story. So 10 years later here, I am still here, still licensed as an agent too. I am gonna share my screen right now. And so I get to pick up with the fun part. This is when I was 14 in 2014. The system was very different. It was basically. You get a lead call, your lead, and you're responsible for all the follow up.

Now, what CINC has provided is a lead conversion engine where 90 to 95% of the work that's necessary with following up and nurturing a database is done for you. So it does give, our agents and agents are busier than ever. Now there's a lot of different ways that consumers get information, so they have to be competitive in order to.

Maintain their databases and so what we've really allowed them to multiply their bandwidth so that they can focus more on what's [00:25:00] happening today. Without having to worry about where their future sales are gonna come from. Just like JV said, we're building a predictable pipeline of sales that they'll be able to count on for months and years to come.

And every year that you're with us, it's just gonna compound itself and get bigger and better and stronger. And some agents come in as solo agents and build large teams. Some people come in as solo agents and make a ton of money and stay that way. They're very content. So with automation, i'm gonna pick up where Shawn left off. When the lead comes in, they go through that registration process, they verify their phone number, and one other thing that's important with that verification, that real verified. Is that not only are we getting a real phone number that we know is their phone number, but it's their cell phone number.

And cell phone numbers are super important today. Because everyone's texting and in order for our AI text assistant to be able to communicate with your leads, we need a cell phone number. So we're really glad that we're getting that. So once the lead registers, what y'all have learned, if you've done any type of internet, lead gen or had any type of training about it, you're gonna hear it from our trainers too, is speed to lead is super [00:26:00] important.

The rule is call your lead in less than five minutes. And that's what I learned back in 2014. True. Every minute after five minutes, you just lower the likelihood of getting that lead on the phone. Because if you think about what you're doing when you're online, you're spending some time on a website.

And you may spend some time on another website, or you may get distracted by what's going on at work or what your children are doing. Speed delete is super important. So we let you know via text, via email, through the CINC agent mobile app that you're gonna have on your phone that you have a lead.

There is no doubt that you have a lead. We even have a system where we can actually call you and tell you your lead, the information about your lead. And it makes it super easy. You just press one and you're calling the lead. So you're gonna know beyond the shadow of a doubt that you have a lead. And 'cause we want you to call 'em.

Now here's the great thing. Now we are providing CINC ai. CINC AI is an artificial intelligence text assistant named Alex. And Alex is gonna be your superpower. Alex is going to essentially see what are you doing? Like the lead comes in, we notify you, call the lead, but some time might pass. You might be.

In a [00:27:00] closing, you might have left your phone in the car. You might be in the grocery store line. You might be having dinner with your family, whatever the situation is. If you don't call the lead in less than five minutes, it's not the end of the world anymore. We love this because think ai, Alex will make sure that 100% of the time speed to lead happens with every single lead that comes into your database.

And the good news is Alex does not stop there. Alex's AI is generative ai, human-like text conversations going back and forth with your leads to help you get these leads agent ready quicker. Alex is gonna work alongside you. Alex is very tenacious. Alex doesn't get his feelings heard if you don't reply to him.

Alex is gonna do everything that they can do to get these leads agent ready quicker. And I'm gonna show you some examples of that. The other things that you see here on, on this sheet is property alerts. So every lead that comes in, I know a lot of systems send out property alerts. What's unique about CINC's property Ls is they're behavioral based driven.

So a lead comes in, they view some properties. Even if you don't talk to that lead, we're gonna start driving 'em back to your website. We're gonna look at what [00:28:00] properties they viewed. And we're gonna start sending them an email every day with additional listings that are similar to what they've already viewed when they visited your site.

To take that to the next level CINC strategy to put the property alert in their inbox at the right time of the day drives more traffic. It gives you in front of more people, because when they open up email, we can see that they're opening up email at seven o'clock in the morning and they're on their mobile, or maybe they're opening up email at noon and they're on their desktop.

We use all that data that we're tracking to make sure that we're sending that property alert. At the right time of the day with the right information, it's gonna be at the top of their inbox. And more people are coming back to our client sites than any other system because of this strategy alone.

And the websites it's consumer friendly, it becomes an ultimate destination that they're gonna wanna come to, to continue surging. And then my favorite other than Alex, who's your best friend, but behavioral messaging is perhaps my favorite feature that we provide. Because if you think about the investment you're making in your business and your database, you really just need to view that as a data bank because there's gold in there.

We're gonna help [00:29:00] you mine that gold and you're gonna make a ton of money, so you wanna protect it. So behavioral messaging is like that security system that's around your database when leads are engaging and they're gonna be engaging all day long when they're, maybe they're submitting an inquiry for a property or sub, they wanna schedule a showing with you. Maybe they view the same property multiple times. They're frequent site visitors. They update their contact information. All these behaviors are important and you need to respond to 'em. But guess what? We're responding for you. So you don't have, it's gonna save you the time and effort and energy of digging through your database and knowing, oh, who viewed the same property three times?

Or who's favoring, or who opened up an email? After being inactive for 30 days and even somebody that's updated their contact information, darn it, they wanna be contacted. So behavioral messaging will make sure that the, these behaviors are recognized and we're protecting your database. Okay, so this is just a little peek at what your leads dashboard will look like.

I love this screen because what we've done is we've actually, [00:30:00] there's a lot going on here but we just, as JB said, the CRM is gonna give you those abilities to do things like keep your database organized, to send out mass emails and mass text messages, set reminders, just as a CRM should. But what, when we track the information, we're able to help you convert more of these leads to closings too.

So you can see we have labels that you can customize for your leads. We're tracking the pipeline status that this from new lead to sold. What's the lead source? This one says open house. And by the way, CINC provides an open house lead capture app. Two. So those of y'all that are running open houses, you can quickly have them sign in on your tablet.

They're a lead in your system. We know it's the open house. We know when the now buyers are there. We know the last time they were on your site. We know the last touches, email, texts and phone call. And like this. Our clients use our databases for their third party lead sources. This is love this a Zillow lead.

That registered on this client site 2,400 days ago, was on five hours ago and has been back 160 times. [00:31:00] That means 160 times. We've put this lead in front of you instead of every other agent in your market when they go to Zillow. So that's, this is a snapshot of your dashboard. Now when you log into your system.

What you're going to see is this Agent Launchpad. So this is your easy button, okay? You're gonna generate a lot of leads. So depending on your market I mean you can, you may generate 50 leads a month. In a year from now you have 600 leads. So the easy button on the Agent launchpad we have already. This is ready to go the day you go live.

So we build out everything for you, but we've already given you your prospecting tab. So these are your new leads that you haven't gotten a, an appointment set with. This is definitely you want to, you wanna make sure you check off these leads each day. 'cause they're new leads. They need a, an attempted contact.

And then the most recently logged in, these are your active leads. Super hot list to call if you have like your 15 minutes in between appointments, we do recommend setting aside some time each day. Maybe it's 30 minutes, maybe it's 40 minutes. To call to check in on this agent launchpad, [00:32:00] the trending leads, these are those leads that are showing interest.

These are ones you wanna check in with every day too. They're frequent site visitors. They might have shared a property with their spouse. They might have clicked on the mortgage calculator. You can see here, we're telling you who the lead is and what they did. They, this one right here, they claimed their home pulse.

That means they inquired about the value of their home. Okay. They last called this lead five years ago. They did this on June 9th, 2025. Holy cow, that lead's been in their system forever. They just now qui inquired about a home value call that lead. Amazing. Isn't that amazing? All right, so this is your easy button.

Now, you will have all of these launch pads. All of these, everything you do on your CRM web version. You're gonna be able to do from your agent app. This is a favorite tool of our clients. I had a CINC client just yesterday tell me that she was in the Dominican Republic and she loved that she had her CINC Agent app while she was on vacation.

She didn't have to log her computer, she didn't have to be in a [00:33:00] wifi environment. She was able to look at her sy, look at her leads, and hopefully she was having vacation too, but. She felt like that was a valuable tool to be able to look at it when she was on vacation. Alright other things that you're gonna see here, this is the leads dashboard.

One of my favorite things to do with the leads dashboard is actually sort by last login. And you can see like this guy here, he's been in their system 300 days. He was on their site six hours ago. He's viewed 155 properties. The next lead 300, 3000 days on their site, eight hours ago has been in there 2300 times.

You'll see a variety of different lead sources. Did you want me to click on something? Yeah.

Jonathan Brown: You know what? Just in case you're probably getting there, I'm so sorry If you scroll up, some of these leads are super old. Some of 'em are fairly new, but as you look on the left hand side, you'll see those little old Twitter check marks.

Those are all real verified leads. The blue check mark, even the old leads that are coming back to your site. Are authenticating their cell phone numbers with you guys. Nobody [00:34:00] in the industry is even remotely confident to try to implement a system like this. Hands down, when you partner, RealVerified leads with our AI technology.

You're not gonna fail with CINC. Simply put. Yeah, I mean it just keeps going.

Suzanne McLean: And I was gonna point out those blue check mark. I'm sorry. It's like the Instagram or the Twitter account, like you said, that blue check mark means that it's really that person and all of these leads, like you said and I'm glad you did point out that even the leads that have been in their system for 3000 days, that was before we had real verified, they still verified their phone number when we sent them the code.

So we were like, it gave that agent the confidence to know that they, they could still call and reach out and the AI's gonna work and the behavioral messaging. All right. The other thing I wanna point out that I talked about with you guys on the the property alerts we already touched on this too, but because they're getting property alerts every single day, we can look into what the lead's behavior is and we can see, for example, this lead opens up email at 7:00 PM on their [00:35:00] desktop.

They have a 68.7% open rate on their property alert. So this is the kind of data we use to make sure that we're getting that property alert. In their inbox at the right time of the day, and we can see the, which properties that they viewed. We know, like for example here, 1303, whatever, Wendy Lee Law, they view that property eight times.

When they do that, we're using behavioral messaging on your behalf. To go ahead and text that lead. Okay. So they viewed, they favorited three properties. They viewed any property 10 times within seven days. These are the behaviors that we follow when we auto text the lead. And here, if somebody submits a property inquiry and you don't respond to them, what are they gonna do?

They're gonna go find another agent to show him that house. So the submitting the property inquiry automatically that lead. Is getting a text message from you. So if you left your phone in the car you're at, soccer practice, whatever, you're with your clients, you have acknowledged them that you wanna talk to them and schedule an appointment to go see that property.

All

Jonathan Brown: right? Yeah. I [00:36:00] like this. I call it phishing and I stole that from somebody else. What's happening is we're tracking their behaviors, right? The real time behaviors on your site and what our behavioral messaging does. It's like phishing. We're gonna throw out a line on behalf of the agent to see if we can get that online shop shopper to bite.

And so we're initiating the conversation on behalf of you guys, every other vendor out there that you've used in the past, which you're currently using, or you might be thinking about using. We'll do this stuff. They don't send the text message out on your behalf. They'll just notify you and say, Hey, one of your leads updated their phone number.

What ends up happening? More often than not, it just get lost and all of your text alerts and you, or your email or to whatever, you never see it and you never take action. And if you, that happens to you with CINC. Our ai, like Suzanne talked about, kicks in and carries on that conversation for you. Do you wanna say one more thing, Suzanne?

The open rates [00:37:00] because of what we do, they're behavioral based and we track their time of day. Our average open rates for those property alerts is about 65%. The industry average is about 38%, and it continues to decline over time. While ours maintains that 65% or increases over time. So there's a lot of things that we do.

I'm a benchmark guy. You don't know if we throw out 68%. Is that good? Is it bad? It's absolutely phenomenal.

Suzanne McLean: Yep. Yep. 68. Look, the one that one I clicked on was 68.7. Yeah. All right. Other things you're gonna have, and I'm gonna quickly just click through there. These are auto tracks. This is something that has been around for a long time as far as like drip campaigns, but Saint does provide you a great library that you can start with.

And then if you wanna customize your own, you can certainly do that. And that's great tools to nurture your clients beyond the sale. You wanna make sure you're staying in touch with them because. They'll work with somebody else if you don't stay in touch with 'em on the sales prob, I'm sure that y'all [00:38:00] can understand that and relate to that as well.

Now, if you are building a team, we do provide an opportunity for y'all to do lead routing. So when leads come in, we'll make sure the right agent gets the lead. If you're partnering with a lender, we can actually include your lender on lead routing too. So these are some other tools that we're providing.

Another favorite one is the property match button. You simply click the property match button. This is actually pulling all the listings from your MLS, but from the CRM, but from the backend. And you hit the buyer match button. It pulls up a list of all the LI agents or all, excuse me, all the leads that are in your system that their search criteria is similar to that listing.

A great tool, and our clients do this all the time, is they'll create a pocket listing on the platform. You can create a pocket listing. We already have the form, and you can do that exact same exercise where you click the buyer match button and it pulls a list. And if you're on a listing appointment and you do this with their property, you're gonna be able to show them why they need to sign that listing agreement with you because you already have.

Fire in your system that are ready to take [00:39:00] action. So another, a lot of great extras that come with the system, but we like to spend the time talking about all the things you don't have to do. And that really boils down to the automation that's provided with these property alerts, behavioral messaging, and then your CINC ai.

So I'm gonna I'm gonna, I need to talk a little bit more about ai ai. Another reason AI is important is because when y'all are busy and just the human nature of us as human beings and y'all I know we're not having a conversation right now, but if I was to ask you, how many times would you make an attempted contact with a lead that was unresponsive, you would probably say one or two Most agents, when we ask that question.

I think the highest answer we get is two. And so with having an AI text assistant, the truth is even those people that didn't respond, they're gonna go on they're actively searching online. They're gonna go on to work with another agent. The fortune's in the follow-up, and this example is an A where Alex, the AI.

Actually text the lead from April 7th to April [00:40:00] 13th. This is something we, as people probably get salty, we get mad, they didn't respond. We redirect our focus and our energy on the ones that are responding. But because of the AI text assistant that was diligent with the follow up and still, trying to reach out and engage with the lead, this client was able to get a transaction.

And it, it took a few days before she responded, but then she apologized. She apologized that she wasn't responding. That means she thought this was a human texting her. 'cause I certainly would not apologize to a chat bot if I thought it was a chat bot. I would only apologize if it was a human.

I hurt her feelings. So that, anyway, this prompted them to continue a conversation which led to an appointment set for the client to go out and sell them a home. But had this AI not been this diligent with Alex, had not been diligent, they would've lost that opportunity. Alex also. I, it's smart. This is generative ai.

The generative AI is important because that means it is not scripted, it is not bam. It doesn't come across robotic. It [00:41:00] also helps avoid things like giving you guys flagging you for spam. 'cause every text message is different. Every conversation is different. So what I, what this one, the lead registered, obviously, they immediately engaged.

They have a paragraph of what's important to them in their home search. But what really stuck out to me on this conversation was how smart Alex was because. The lead said we're not super picky right now. We're not really wanting a condo or a townhouse. Where I thought was impressed with Alex's conversation.

She says, I'll make sure to focus on single family homes. So Alex, this lady did not refer to single family homes. Alex knows the lingo. Alex knows the real estate lingo and responded that this is what I'm gonna focus on. It wasn't like she repeated what the lead said verbatim. Yeah. She actually said, I'm gonna focus on single family homes.

'cause that's what you're telling me you want.

Jonathan Brown: That's pretty cool, right? Yep,

Suzanne McLean: yep. Alex speaks different languages. This is something we just recently uncovered. The lead asked if the, if Alex could [00:42:00] speak vn. I guess that's short for Vietnamese because sure enough, that's where the conversation went. He knew Alex could speak Spanish, but Alex is multilingual.

Alright. Alex will even talk to you about what you want to will respond, go off script. As far as talking about real estate, this is a lead that had a rough day and they were tired and they asked Alex for a recommendation for a movie. All right. Alex is gonna be, have a sense of humor. Alex did make a recommendation for a movie.

The conversation seemed very human-like. Even put the little emoji with the, with the movie I guess action clapper on there. And Alex also, I, and I will say this, Alex is going to be empathetic too. So if there are situations, we see it all the time where people are moving because they did take custody of their grandchildren.

There's a death in the family. Alex is not gonna breeze over that. He's gonna acknowledge it. Okay. Before we wrap up, I know we're, this is going long, but I have to tell y'all this story because this story is the epitome. Of what CINC is and what CINC does better than anybody else. This is a true [00:43:00] story.

This is a client in Charleston. They've been with us since 2016. They have a variety of different communities and cities and towns and neighborhoods and school districts probably in their market that they wanna focus on. But one of the markets that they wanted to focus on was the Charleston Battery, which is the historical part of Charleston.

If you've never been to Charleston, it is a beautiful. Area that's right on the water. The home, their mansions, they're gorgeous. What CINC can do that no one else can do. So like everyone else would've generated leads in Charleston and that's it. That would be the word that they would use. But because CINC has about, I think this client has 170 different.

Ad campaigns that we're managing that represent the different areas and the different communities in Charleston. One of the ad campaigns that we manage is historical homes in Charleston. They did a search for homes for sale and the battery. It ended up on this client site. This happened in November. It was the weekend before Thanksgiving.

It was in the evening. About eight o'clock in the evening, [00:44:00] the lead went to the site, saw the home they wanted. It's actually this picture of this beautiful pink house that you can see here. Clicked on it and they got the window. They had to the registration wall. They had to fill out the form. They gave all the information, they answered all the required questions.

They even authenticated their phone number. That lead got a text. They entered the phone number, verified. We notified the agent. But guess who got in touch with the lead? Not Debbie, the agent. Alex, the text assistant. So that evening, Debbie was probably getting things ready for company and Thanksgiving, which was the week coming up.

And instead of Debbie actually having the conversation, Alex had a brief conversation, but it was a very impactful conversation that we found out that they wanted to see that house that they viewed on the battery, that they were coming in from out of town, that they would be there for the next day. That they wanted to see the home.

They gave her some time op options that they were able to wanted to see the home. As a result, Debbie was notified again that the lead was agent ready [00:45:00] and she showed them the house. Next day, 13 days later, they were under contract for $22 million. We don't share this story to say that we generate $22 million leads every single day because we don't, okay.

This is truly a unicorn. We are very excited that Debbie made, there, there was about a half a million dollars worth of, or five, yeah, about a half a million dollars worth of commissions that was generated from this transaction, and we're glad that Debbie benefited from it. But it just goes to show that even someone with $22 million to spend found their agent on a lead generation website.

And they authenticated their phone number and they talked to an AI text assistant and they took act, and then the agent took action and we were able to help them. So back to what Shawn was saying earlier, that neighborhood victory. That, that his wife dreams about being in, that's the capability that CINC has to generate leads.

So think about what are those neighborhoods that you wish you'd been in those school districts and Saint's gonna hyper locally target. And then we're gonna use all [00:46:00] these tools that we provide to if you think about CINC E, even CINC is like a luxury home. With all the convenience it says under one roof, you will not have to go out and get anything else.

We have it all. Love

Jonathan Brown: that.

Suzanne McLean: Okay. I'm gonna wrap this up to, to talk about training. We do not leave you hanging when you go through onboarding. It takes about seven days for us to get your site up and running. Once the site launches leads in begins right away, you're gonna have weekly training calls for the first four weeks that you're with us, and then you have an account manager that's assigned to you, and that account manager is somebody you meet with at least once a month.

You are paying for this. We're the only company that provides this level of human resources all based in the United States. Support, billing, sales, developers, trainers. Everybody's right here, and we're truly. Here to support. It's a win-win situation where we can have a high retention rate JB said about CINC because we have invested in you [00:47:00] and

Jonathan Brown: your success.

Yep.

Suzanne McLean: Okay.

Jonathan Brown: And one cool thing about that success story is, I just wanna make sure everyone knows November 24th with the Saturday night, right? Agents at eight o'clock at night aren't working, but Alex is, doesn't sick, get sick, doesn't go to sleep, doesn't have to go on vacations, doesn't take time off.

Multiplying your bandwidth, being your safety net and speaks every language out there. So anyway one more thing and I'll wrap it up 'cause we wanna paint the future. 'cause the future is today. Our biggest initiative for 2025 is syn ai. It's our ai. So Alex, right now is the best in the industry. It all starts with our hyper local targeting, generating a more educated, more motivated home shopper.

Shawn said 60% are coming with the house to sell. That's a byproduct of the current market where we're at. That's I think, like 76% of all online home shoppers are coming with the house to sell. It's because prices are through the roof and we've priced out the first time home [00:48:00] buyers. Unlucky for them, but lucky for everybody here because we're gonna generate a good database of buyers and sellers for you. So our ai, you saw where it's at today, what we're working on right now, AI transcription, right? So right now, if you make a phone call from your CINC platform, our AI will listen to the conversation, essentially record it.

It's not gonna provide you a recording, but it'll provide you a transcription of the entire conversation as well as a call summary. We're gonna be your personal assistant. You're gonna get a summary of action items of what you need to do based on that conversation. It doesn't get any better than that in the future.

We will schedule action items, appointments to dos, reminders. Our AI will do that for you. We're gonna have ai, SMS based smart drip campaigns. Think about our current drip campaigns and what they used to be in the past. What they are right now. They're static, they're not very dynamic. They're like best practices, tips and tricks to help you stay [00:49:00] top of mind.

Our AI smart SMS text-based drip campaigns, we'll leverage the conversations that you have, the notes that you put in the system, the behaviors that we track. That they're doing on your site. It's gonna leverage all that information and build out a drip campaign. If it says, I'm gonna move next November when my kids graduate, we will build that into the SMS based drip campaign and leverage that through time.

Personalizing this experience and making sure that you are a lifelong agent for that client. We're gonna have the AI outbound dialing. Some might like it, some might be like, Ooh, I don't know if I like that or not. I've heard some conversations. Trust me, you're gonna like it. If you can have an assistant make an outbound dial for you and that person on the other end can't even tell.

Why does it matter? It doesn't matter. Now, there's gonna be rules, there's gonna be regulations where AI might have to announce [00:50:00] themselves as ai. So what? It doesn't even matter. The majority of the people are still gonna respond and have a conversation with it anyway, CINC is gonna be that easy button. It already is.

It's just gonna get better. Guys, we are the most expensive solution out there. We're not gonna apologize for it because of everything that we just showed you. Where we are today, where we're going tomorrow, and we're gonna have the support, the team, the training. That's the extra cost, that's the value that you're not gonna get from anybody else.

And lastly, the most intangible thing that we got is our community. We have people like Eric Galvin, who's on this. On this webinar today, we got Greg Langham. We got Josh Rumble. We got Bill Hilton. We have so many clients that have been with us for a very long time that take time outta their day. Bruce Lama that take time outta their day to help any of you at no cost.

If you ever need 30 minutes or some extra time like that to want [00:51:00] to get better in the CINC platform, I'm gonna stop there. We're over time. Thank you so much for taking time outta your day. I hope you found it very valuable. Have a great day. Have a great week, and have a great real estate summer. All right, Shawn, Suzanne. Bye

Suzanne McLean: bye. Thank you.