​Good afternoon, everybody. I'm Jennifer O'Connell, content brand manager here at CINC. I'm excited to bring you our next product demo webinar. We're talking today about getting leads to the closing table with CINC in 2024. so we've got a great panel for you as always. They're the pros. We're going to go over how to take advantage of new opportunities on Google and Facebook to generate leads that close faster, how to mine your database to reengage the right leads at the right time. Building and maintaining more relationships with AI powered automations and a couple new updates here at CINC.
So as more people are streaming in, maybe let's get the chat started. Tell us where you're coming from. And then maybe we're getting close to spring, even it doesn't feel like it everywhere. Tell us what you're most looking forward to. Maybe if you have any spring break trip plans.
We have a Vancouver 1 here.
Also, I'd love to know if anybody has been on a previous product webinar. This is your 2nd 1 or your 3rd 1. let us know. So I can shame you for not signing up sooner. I'm just joking.
My first one. Let's go, Cynthia. Your first and only one because you're going to be so excited. You're going to leave this. You're going to call your account executive. You're going to be like, what am I doing? I am no longer waiting. I'm going to pull the trigger and start building my business today.
Who is that? Jeff? Jeff from Texas. This is my fourth one this year. Yeah dig, into that one. What are you doing?
Yeah, we got a good number of people and people still streaming it. But, I will pass it off. JB, if you want to start.
Great. All right. Hello, everybody. I'm Jonathan Brown. I am the Senior Director of Sales over here at CINC. And with me, Jen's already introduced herself. Thank you, Jen. And then we have Shawn Craig.
Shawn Craig is another Senior Director of Sales here at CINC. And then we have Suzanne McLean, who's a national, account executive here at CINC. I'll let them each introduce themselves but what we're going to do today is we're going to go ahead and kick this webinar off. Today's webinar is all about helping you guys, A, not only generate leads, but show off the CINC platform.
How do we generate the leads? Why is it important to you? And as it relates to how we generate leads, how are we, how are our leads different than everybody else's. But also, what's equally important is not just the lead, it's the technology that you have in place that helps you better manage, nurture, and convert those leads to closings.
Shawn is going to dig deeper into our consumer site and the lead generation that we provide our clients. Suzanne will then kick off her part and talk about all the great technology tools that CINC provides our clients. That, again, helps you convert your people into closing. So what I want to do is kick it off with a quick intro slide here.
Just let you know who you're dealing with. It's important to me, if I'm ever buying a technology or buying something for my family, I want to know who I'm dealing with, whether it's home insurance or car insurance, right? I want to make sure I'm partnering with the right people. So CINC is. It is owned by Fidelity National Financial.
It's a 10 billion title company. It's the largest title company in North America. So if you can think about the right partner we're, not going anywhere. We're battle tested. We're, we've been in business since 2010. Some of the recent highlights is we generated about 5 million leads last year alone.
We have about 75, 000 transactions from those leads that we can actually trade. We have about 5, 000 active clients and over about 60, 000 agents that rely on us. When I like to call out really, truly, why do they rely on us? Generating leads, converting leads is not easy. Most of our clients come to us because they have a broken system.
They have a third-party website, their brokerage provides them, they have Third party lead generation driving to that site and they have a third party CRM that's typically bolted on to that. Those it's a fragmented approach. It's not truly deeply integrated. And you lose out on a lot of the real time behaviors and analytics and the conversation that a system like ours can provide to help you overcome some of the greatest challenges that we'll talk more about here in a minute.
We do have a really good client retention rate. We have about a 97%. If you know anything about the staff world, anything above 90 percent retention is really good. I would say 97 percent is an excellent retention rate. Our clients are continuing with month over month, and that just means we're making them money, right?
We're helping them build profitable businesses through our lead generation and our conversion platform. Most of our clients see about a 7 to 10 times ROI with their initial investment with us. It really ties into our guaranteed sale program. So the last time we did 1 of these was back in November of last year, and we introduced our guarantee sale program to, our clients.
And what you really got to understand is. Think is a top lead generation and conversion platform on which top agents and brokerages and teams grow a profitable business through lead generation and conversion. We're so confident in what we do. We guarantee it, right? So we still have our guaranteed sale program.
It's thriving. We have more clients than ever signing up for the guaranteed sale program. Just think about it right now. Now, more than ever, right? It's you want to make sure that you're partnering with the right client or vendor and that you're not putting your money in a black hole when it comes to lead generation, right?
90 percent of our clients and our guaranteed program are making an R. O. I. Right? We're guaranteeing essentially an R. O. I. And a small percentage or at least making their money back. So we're the only ones in the industry that has the confidence to say that we will back up. Mhm. Our programs with guarantee transactions.
I'd highly recommend if you haven't heard about our guarantee sale program to reach out to us. Here's a quick high level overview of what is all about again. It's a tightly integrated system. Designed to help agents overcome all the challenges with growing a profitable business. Through lead generation and conversion.
It starts off with the consumer search site, which Shawn will talk about more. We then drive hyper local traffic to that site, generating a much more educated, much more motivated buyer and seller lead that converts faster, typically generates bigger commission checks for our clients. Again, I don't want to steal Shawn's thunder.
And then we have our conversion platform with all the tools and technology. Our conversion platform is not just a CRM, right? We're not a CRM only. Our conversion platform has a best in class mark CRM component. It has mass communication tools. It has best in class nurturing tools. It has a full suite of mobility applications that every other vendor out there in our space just doesn't have.
If you think about all the challenges that comes with the CRM is only as good as the leads that you put in it. It's only [00:08:00] good if you use it, and 90 percent of our conversion platform is done for you. There's two things real quick before I kick it off to Shawn. There's a couple of things that I want to call out for this particular webinar, product webinar, that is different and new today that I want to make sure everyone knows about.
One, CINC recently launched a, an offering called Real Verified Leads. And what that means is when someone goes through our registration process, we actually send them a two factor authentication code to their cell phone, asking them to put that code so that we can verify that, yes, the number that they give you is actually their cell phone in the palm of their hand.
What we're seeing is about 60 percent of our leads Are going to that two factor authentication process, which is an absolute game changer, right? So the goal for that. And these 2 new product features. It's all about giving you a more of an easy button, right? We want you to we want you to work smarter. We still want you to do all the work.
We want to help you identify your top priority leads. And this real verified lead. Is a way for you to quickly identify who in your system has an actual verified cell phone number. 60 percent is an absolute game changer. And we actually see that number going up the other product feature that we have that we just rolled out about a couple months ago is our new agent dashboard.
And it's about, surfacing your top trending leads. There's a lot of activities, a lot of user engagement on our sites. And we had in the past, we'll admit it. We had two, three, four, five clicks, too many. And some of our clients were having a hard time trying to identify the top trending, highest quality leads with our new agent dashboard that Suzanne will show you we've now are surfacing those hot opportunities to you on a daily basis.
So I'm going to stop there. Please let me know if I forgot anything, Shawn or Suzanne, I'm going to kick it off to Shawn first. And let him, I will stop sharing my screen so he can share his. I'm done showing you're good to go and I can see your screen, Shawn. Excellent. All right. As JB said, I'm senior director of sales here at think, but I'm also a licensed real estate agent of about 17 years and manage a small team in Forsyth County, Georgia.
Foresight County, Georgia is about 30 minutes north of Atlanta. I have the pleasure of working closely with my wife and our small team. So just know that I'm I not only sell the solution, but I also use it. So what we're going to talk about today is a couple different things. First off is going to be the consumer experience.
We're going to walk through my website. I'm going to show you the website that we build and the ones specifically that we use, or at least my team uses. We're also going to talk about why do we build this website? Why is it different? And really what purpose does it serve? And then secondly, we're going to jump into the lead generation side of our business.
So why are the CINC leads different? And really, where do they come from? And then probably most importantly, what can you expect from a quality standpoint? I'll walk you through the full process. And then Suzanne will take over for the rest. So what you're looking at is my website. It's very clean.
It's very crisp. It's very sharp. You can go out to it and visit it. It's it's live. It's search Forsyth County homes. But what you'll notice again is that this is a lead generation website. It's really built specifically to attract educated homebuyers within your local community and then help convert them over time.
The website is built on a dot net framework, so it's all gonna be very clean again, very crisp, and it's gonna be very fast. We're gonna focus in on very specific points of interest within your market. So let's talk a little bit about those real quick. When it comes to targeting that's going to be key.
Most of the companies that you're going to talk to in the lead generation space for real estate, they're all going to be proximity based and focused around let's put a pin in the map, so to speak in your zip code or within your city, and then let's do marketing all around them. So essentially, let's do a 30 mile radius, a 60 mile radius and 90 mile radius.
All of this is probably very clear to all of you because it seems to be the standard nowadays. With CINC, we're a little bit different. We're actually going to focus in on points of interest within your market. So what you're looking at here is our goal is to really help you attract that educated home buyer.
Who is that educated homebuyer? That educated homebuyer is that person who's familiar with your market. They've driven around your market. They've identified specific neighborhoods of their choice. They've also identified various school districts and there's a number of things that are attracting them to each and every one of your markets.
We'll walk through mine in just a second, but just to get your juices flowing a little bit. Just think about it. That educated home buyer, how can we get them right? We can definitely focus on neighborhoods within your market. We can definitely focus it on those school districts. You've got golf course communities in your area.
You've got gated home communities. And again, Every market's going to be different. There are definitely going to be those points of interest that we can draw on to be to capture again that educated homebuyer. So let's look at mine real quick. So if we go back to mine and we'll scroll down to the bottom, these are called quick searches, but put yourself in this in the shoes of a consumer.
They don't know what they don't know what a landing page is. So we call them quick searches. But really what these are is that these are a direct correlation to my lead generation strategy. So when you start working with think what we're gonna do is we're gonna get an understanding from you. Are there those points of interest within your market that we can work with from a marketing perspective?
Typically, we're gonna get about 15 to 20 of them from you. And let's quickly walk through mine real fast just so you can start thinking about some that might resonate for you. Of course, we're going to cover the zip code. We're also going to get into my city, which is called coming. And then, of course, Forsyth County, you'll see that I am targeting gated home communities.
I'm also targeting those golf course communities in my market. There happens to be 7 total school districts within my county. However, I'm only targeting three of them. I only target three of them because these are the highest rated schools in my market. And it's also these, school districts are surrounded by the most, expensive homes in my area.
So if I'm going to market, I'm going to market to get the highest. DCI possibly can and to feed my team. Things that are or opportunities that are gonna actually move the needle, so to speak, on their bank account. So you'll also see Lake Lanier. We have a lake in our area. If you have a body of water within yours, that's definitely a target.
And then you can always focus towards the higher end homes like I'm doing here as well on the luxury home side for both the city and the lake. And then probably most important is going to be neighborhood. So you'll see Vickery here. I'm going to click on that. This is a good example of what we're going to build, right?
We're going to build out very specific landing pages that are going to speak to the needs of those educated homebuyers that are looking for homes within these communities. Now, you'll notice that this neighborhood here is in the million. right? The average home sale price in my market is around 400, 000.
So if you're trying to figure out how can I take my average home sale price up? It's very easy to do. Start looking around at the neighborhoods and school districts that are going to yield the highest commission. And then work with us on it. So you'll see we're going to work. We're going to integrate directly with your MLF here.
We're going to populate home here every couple minutes. Make sure everything's current and accurate. Okay, so from a targeting perspective, just in recap we're different, right? Most companies are just going to put a pin in the map and they're going to do proximity-based targeting around your market.
That fails all too often in terms of being able to capture that educated homebuyer. With CINC, it's all about getting very specific in your local market. Truly doing that hyper local approach and putting yourself in the shoes of that homebuyer and saying, hey, what are those neighborhoods that are sought after?
What are the top school districts? Know that people are out on Google searching for homes like that. So let's talk through that process. If we go out to Google, right? Because what CINC's going to do is we're going to implement this process or this approach to capturing an educated homebuyer. It's going to consist of Google, Facebook retargeting, and some various other approaches we're going to put into play, but Google's, in my opinion, the most important.
So what we're going to do is we're going to take a look at those points of interest that you've shared with us. We're going to run a detailed keyword analysis. We're going to go out to Google, whom we actually happen to be their number one partner for real estate marketing. And what we're going to do is we're going to run a keyword analysis to understand what are people currently typing into Google to find home within those neighborhoods, those school districts, those other points of interest.
Now, given this is not rocket science, we all use Google. We use Google for just about everything. So why not for home searches? Now let's get very specific because what we're going to do is we're going to go out here and we're going to implement thousands of keywords. You're going to show up at the top of the search.
And what our goal is to intercept that educated homebuyer and drive them to a very specific landing page on your website. So here's a good example of typed in homes for sale in Lake Norman, North Carolina on the waterfront. If I open it up in a new window, we're going to be presented with a landing page.
Very similar to what you just saw, right? The landing page is gonna be very specific to homes that are on the lake within Lake Norman. Again, very clean, very crisp, very sharp, a good experience. Specifically giving [00:18:00] that home buyer what they're looking for. Now, in order to generate a lead, what we're gonna do is we're gonna we're actually gonna present these homes to them.
And if they're interested, they're gonna find a home they're interested in, and they're gonna click on it. When they click on it, we're actually going to put a three step registration process in front of them which isn't popping up at this moment. But that's okay. The three step process is a sign is something scientific that we came up with over the years, right?
We realized that a one step process. We're still going to get a good bit of garbage through a three step process allows us to essentially filter out folks that aren't necessarily interested. A bunch of those tire kickers, which I'm sure a lot of you are aware of. So with that being said, what are you going to know?
By the time someone gets to a listing, when someone gets to a listing, 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? Think about it. Do they have a home to sell?
That's very important. What we found and JB alluded to this earlier, we generated more than 5 million leads last year, right? Out of those 5 million leads, over 3 million of those leads actually told us they had a home to sell. That is roughly 66 percent of the leads that we're generating are not only homebuyers, but they're also sellers as well.
So the key part is that we're going to tell you. Do they have a home to sell? Once we've done that, we're essentially going to perform what we call a home pulse analysis, which essentially is an online CMA that we're going to conduct for them right away. And we're going to key this opportunity up for you.
Because think about it, right? A home lead home buyer just came through, they've gone through a three step process. They've now told us they have a home to sell. We're now want to put you in a position where you can have a conversation around that. Now, one thing that I failed to mention is that three step process actually filters out 85 percent of all the traffic.
That means only 15 percent of that great [00:20:00] traffic we're driving from Google is good enough for our clients. So now to the home pulse analysis, you guys are, there's probably a few things popping out at you as you start to look at this, because think really takes a good approach at this. And I think this was really perfected by Kelly Blue Book back in the day for cars because they always gave an estimate on what your car is worth.
But they always made it very specific to the condition of the car. So what we've done on our end is we're giving this range. And what we're doing is we're saying, Hey, based on the condition of the home, it could be anywhere from 700, 000 all the way on up to a little over 800, 000. This provides a great opportunity for you as you get this person on the phone to be to say, Hey, we ran this analysis.
But most importantly, I'd love to make some time to where I can get out to your home so that I can give you a more precise an accurate estimate on your home based on the condition. Now, as you look at this, it's very insightful. We're providing some good insights into what the market looks like, what's happening with homes.
Currently, somebody can track their overall equity that they have in their home. And then bottom line is they're also going to be able to see some additional homes that are selling in their market and what's current on what their competition is still very engaging. Now let's jump back to the listing real quick.
If we go back to the listing, hold on, we jump back to the listing. Our listings are gorgeous, right? So think about this, right? You've got a home buyer that came from Google. In my opinion, they go three places, right? Let's think about it. Where do home buyers go when they're searching for homes, right?
They go to Zillow, they go to realtor. com and they go to Google. When they land on your home page, it has to be a great experience. So if you look at the way we're presenting this, it's gorgeous. Absolutely gorgeous. Now, earlier, J. B. Mentioned our two step authentication process. So I'm gonna jump over to that real quick.
Just give you a screenshot of what that looks like because it's important. Think about it. We're now putting someone through a three step process, which is filtering out a good number of folks. We then if you take advantage of our authentication, so our real verified leads, it's then going to authenticate this.
Now, all of you are familiar with this because I get hit with this anytime I'm registering for sites online. Why not do it in real estate lead generation? So what you're going to get is you're going to get the same great leads that are coming through, think today, but you're actually going to be able to phone in on those that have actually verified their phone numbers, right?
The one they're holding right in their hand, which is extremely important. So I just wanted to jump over to that now. Let's go back to the listing again and think about this. A lead's been generated. We now need to notify you of that lead. So what we're going to do is we're going to actually call you. We have a robocall system.
Her name is Switchboard Sarah. Everybody loves her. She's going to call you up. She's going to give you some details about the lead, and she's going to ask if you're available. If you're available, you just simply say yes or hit one, and she's going to go ahead and dial that lead for you. We know that speed to lead matter.
So what we're trying to do is make it as easy as possible for you. All you'll be driving down the road. You'll get a call from CINC, letting know you got a good lead here, and then you can choose to call that lead or not. Now, from there, a little bit of automation is going to start to kick in. At this point, this is where a good system that has good quality leads in it and really start to help you identify the now buyers, but also nurture those future buyers for you.
So on the nurturing side, property alerts are going to be set up automatically. These property alerts are all going to be ran by the same system, and it's going to take and take into account. What is this person been searching on? And how can we supply them on a daily basis with some very relevant homes for them to be able to look at?
So our system will set those things up. It will also send them out on a day to day basis based on timing of when they're in their inbox. And this is the really cool part, right? Most people miss out on this part, which is when you think about marketing is all about delivering the right message to the right person precisely at the right time.
Timing is everything, especially when you're starting to talk about an inbox, right? People are in their inboxes at all different times. And not only that, Spam has gotten to a level that it's just very hard to stay. They keep, let's call it inbox hygiene, right? It's very hard to maintain that.
Well, what CINC does is we'll look and see when are they opening up their email. And we'll settle in on a specific time for each person, and we'll actually deliver those property alerts five minutes before the most opportune time, which is great, right? Think about it. Now, those property alerts are going to be right at the top of the inbox when they're there.
Most of you probably know you're sending out property alerts today through your MLS. If you look at the most recent click through rates for those. You're about 40 to 45 percent on the traditional one. With CINC, you're about 60 to 65 percent click through rate on all of our property alerts. So does the timing matter?
Absolutely. Probably about 20%, right? So it's very important. Now I think that pretty much covers what I was going to cover. Is that right? Is there something else that I didn't get into? If I can piggyback off what you just said, as far as the timing, like the right message at the right time.
Not only do we pick the time frame based on their behaviors, but I just want to make sure everybody understood that our, property alerts are behavioral based property alerts, right? Think about the consumer. I, for whatever reason, I just wanted to go look for a home, right? I'm driving by the same neighborhood.
My kids go to that. My kids friends live in that neighborhood. I drive by it every day to go to work. I finally want to make the move. Like I want that now, right? Things might change in six months. They might change in 12 months. They might change in 24 months. What CINC does really is we're sending out the most relevant listings every day based on the recent behaviors.
So that doesn't get stale. Other systems out there are saying that it's a set it and forget it. It's the same old stale listings. And as a consumer, if my needs change over the time, and you're sending me something I looked at a year ago, guess what's not going to happen. I'm not going to click on that.
I'm not going to open it up. I'm not going to go back to your site. Those are the little things that CINC does very well. And just real fast, yeah, we only talked about Google today. We also do the Facebook marketing. If you think about more, we do Facebook buyers. We do Facebook sellers. We can do more custom things like new construction.
We can do. Rentals. If we needed to, we can do, even recruitment ads. If you're a brokerage, if you're a team, you want help recruiting for agents. We do those things for our clients. And when, if you, we have some questions on here about other types of ads, I just want to make sure when it comes to those more if it's not capturing someone's looking for a four bedroom home in the last of the high school district, it's more customized.
We'll use Facebook for that. But Facebook is a great producers stigma out there. It's social media. Yeah. And I'm want to attempt to clear it up a little bit based on data, right? Data doesn't really lie for most, most, most of it doesn't lie. So we did a recent analysis of 10 million leads of those 10 million leads.
We took out like 20 percent of our top performers. 20 percent of the bottom performers, like it's focused on a really nice, good subset of the average client that we have, and look at all their leads to closings and all that. And what we saw is yes, right? Google, performs at a higher rate because of intent, right?
They close faster because the intent behind it. But what we saw is the Google leads and the Facebook leads actually convert at the same level. As an agent, if you're investing in lead gen, I don't understand why you wouldn't want to invest in Facebook, especially if the Facebook leads are at a 30 percent less premium, right?
You can get more leads. By investing in social media, knowing that they're going to convert at the same rate, just takes a little bit longer for them to convert that is a really high effective way of growing your database. So we also have the retargeting that Shawn mentioned. There's a lot of things out there.
So let me touch on the retargeting real quick, JB. So one second. So I think I'm sharing my screen. Can you see? Okay, great. So, think about Facebook, right? So Facebook's a valuable resource from a marketing perspective, but it's even better if you have a good understanding of is someone in the market or are they not?
So when you think about our retargeting, what the approach that we're taking for our retargeting is a little bit different. What we're doing is we're really focusing on that 85 percent that did not convert. So earlier I mentioned to you that when we're driving people over from Google. That only about 15 percent of that traffic converts into a lead, 85 percent of it did not most of the time.
The reason why it didn't convert into a lead has to do with inventory. We all know that there's challenges with inventory in your market everywhere. So what CINC does is we're reach target that 85%. Why? Because we know they were out on Google. Looking for something very specific in your market.
So now what we know about them is one, they're in the market and two, we have an understanding of what they were looking for. So what we're going to now do is we're actually going to marry up with your MLS. I almost like to look at these a little bit. It's like property alerts via social media feed, because what we're doing is, we're actually pulling relevant new homes that hit the market and those that they haven't seen before.
We're pulling them into these Facebook ads where we're actually targeting those people in their timeline. Once we've done that, think about this over the course of time, right? You've got people that are actively looking for a home right now that honestly, they've been looking for months now, right? When something good hits the market, you've got property alerts coming coming from CINC to those people via email and also through your, the social feed.
And they're very relevant when somebody actually clicks here. They're going to have to go back to the same site. We never cut corners, which means they have to go back through that three step process and become a lead, which is great. So I like to look at these and any of you guys old school, these are like the Glenn Gary, Glenn Roth leads, right?
These are the best of the best leads. Why? Because we know what they're looking for. If we can find what they're looking for and they click through and they come through, if they have list paths listed on those, these are the ones you want to call right away. I took us some time to get them. But we got them, right?
Yeah. Bringing them back to you. And with the Facebook leads, one of the things that I like a lot that most people don't realize we do is, when we run our Facebook ads. And people click on and become a lead, we notify you, right? It's a lead source, Facebook, and we also, and we add a note to that lead's record, letting you, the agent, know what that buyer's journey was.
What ad did they click on? Hey, they clicked on this ad for homes that had basements, finished basements, in East Cobb, Marietta. That way you as an agent can help when you contact that lead and say, Hey, you clicked on one of my ads. It was for basements finished basements and East Cobb. You're going to have a higher conversion ratio to think about that.
And I'm sorry, Suzanne, you're negative. I see you're ready to go when you get there's a, lot of little things that Saint does better than everybody else. And when you combine all that, it's one big impact. And I just got goosebumps, for real, like thinking of all these things. Sending property alerts at four o'clock because I like to, consume at four o'clock.
Making sure that the most recent listings, based on my results, my search behaviors yesterday. Making sure I know as an agent that this ad, this buyer clicked on a Facebook ad that was looking for finished basement that all these things nobody else does like CINC does, and why we're Google's number one premier partner and we're a Facebook premium partner.
You, everybody here on this webinar should know when it comes to lead generation, we're absolutely hands down the best. In terms of real estate lead generation. And if you can call Google and you can call Facebook and say, hey, who's your best partners. They would actually say, and there's no doubt about that.
So I'm going to, I'm going to leave it there. There's 1 thing that actually Shawn did say a couple of times regarding our sites converting at about a 15%. Think of that great hyper local traffic that we drive to your site. We read out 85%, which means our websites have a conversion rate of 15%. The average website has a conversion rate of 5 percent or less guys like we're weeding out already super high quality leads that are still or traffic that are still tire kickers like we're giving you the best easy button that we can, that's our goal right so what we're gonna do now is kick it over to Suzanne.
He's going to talk about 3 or 4 or 5 things that our agents use to help now track and manage and nurture and convert to closing. And I'll let her introduce herself. Hello. Hello. Thank you very much. Can y'all hear me? Okay. Yes. All right. I've got a screen share because I'm going to y'all are passing the torch to the conversion engine part for me, but I am Suzanne McLean and I am actually proud to share with y'all.
I was thinking about this before the intro. That 10 years ago this month. I started taking real estate. Pre licensing classes, and that's where I got introduced to CINC. Um, I got my real estate license on a whim one year. Just fell into a great opportunity in June of 2014 to actually be a CINC client had no business had zero leads and even know what leads were was actually quite intimidated by lead generation.
But I jumped into it and June of 2014 by September of 2014 on my husband's birthday, I've closed my 1st transaction. That was a CINC lead. And then I went on for the next 15 months to to convert 22 transactions out of CINC. So that's where I was introduced to CINC in, uh, August I came to work for CINC and sales. It was a great opportunity for me to get back to a Monday through Friday schedule, keep my real estate license. I've continued to work leads, continue to follow up and close transactions, still have my license today, but it get nothing brings me more pleasure to be able to be passionate about something that I.
No works that can change the lives of thousands of agents across the United States and Canada. So that's the background for me. So I officially have really been in sales for eight and a half years years at CINC, but have associated with CINC for almost years now. So again, beyond a shadow of a doubt, I know the platform will work for you.
It worked for me. I came into the office for 1 training. They told me to call my leads. If you do nothing else, call your leads because. Speed to lead is a real thing. When a lead registers on your site, pick up the phone, call the lead. Good news is fast forward to 2024. We have even more things that help agents convert leads more than what I had just picking up the phone and calling a lead.
The company continues to advance their product. We're always improving. The way consumers find information is always changing the way consumers engage with information is always changing. So it's important that y'all do partner with a company like CINC. That's always going to be innovative and make sure that they're bringing their best.
I love to share my part of the webinar because these are the things y'all don't have to worry about because J.B. said, 90 percent of the work to convert an Internet lead is done through the automation. And so we've already talked about popular. So I won't go into a whole lot of that, but I am going to show y'all an example.
The 2nd thing is behavioral messaging here. Think about behavioral messaging as your safety net. Because there's going to be so much going on in your database with leads that are coming back and they're looking at those list, cast ads, and they're opening up the property alerts. Your agents are going to be busy or you yourself.
You might be a solo agent. 1 thing I do want to point out since I don't know the backgrounds of everybody that's on the webinar is that CINC is a platform. That is scalable. If you're a solo agent, we have a product for you. If you're a small team, maybe your husband, white team, maybe you are just starting to think about growing a team.
We have a product for you. And then it may be you're a larger team or a brokerage. We have a product for you. So everything that we're showing applies to whatever level or whatever stage of your career that you're in today. So behavioral messaging, think about how busy you are with life. Behavioral messaging is going to be that safety net to make sure that when leads are showing interest, that it does not slip through the cracks.
We're going to monitor when are they opening up email? How many times they view each property? Are they favoriting? Are they inquiring? So behavioral messaging will have your back to make sure that is acknowledged and that we're, sending out a text message for you. That's going to trigger a, to you.
To your response back from that lead, this is your new best friend. This is Alex. Alex is your text assistant. The majority of our clients have added to their site today because they're busy leads register at all times of the day. If you think about somebody that might early in the morning, they're online, they're looking at listing information, they end up on your site.
You might not be awake yet, or you might be taking your kids to school, or you might be in an airplane when a lead registers, or you may be busy with your clients. I'm going to go into this a little bit more. I just wanted to introduce Alex right here, but is that. Extra bandwidth to make sure that anybody that's an uncontact lead in your database, there's a continuous effort to work that lead and convert that lead to a client for you.
I'm going to talk 1st about mobile apps because what you will get with with the CINC platform a mobile app suite. It makes sense that you have mobile apps on a consumer's perspective. Having a consumer mobile app is going to be important because the majority of online traffic. What are they doing?
They're searching on their phones. Our ads are optimized for mobile. They're on their phones already. When they register on your site, we're going to prompt the download of your consumer search app. So this is something all of you will have. It's another tool in your toolbox to make sure that you're reaching your database.
You're reaching your clients. They're not using your competitor systems. So the consumer search app, that's where that HomePulse information lives that Shawn was talking about for home value information. But this just gives your clients and the people that you haven't even done business with, your leads, another place where they can search homes just if they were on your website.
A couple things, the HomePulse is important because that lives here. If they didn't provide their address when they registered, that's okay. We're going to prompt them at return visits to your site to provide their address. The more data we have about your lead, the better we can help you all with nurturing those leads.
And another thing that I love about the consumer search app is the instant property alerts. So as we talk about property alerts going out, I'm that morning person that's going to open up the email at 6 a. m., but let's say it's five o'clock in the afternoon, somebody in your market, a listing agent puts another listing on the market that also meets my search criteria.
My app or your app is going to notify me, your client, that there's a new listing. So if it's a hot listing, it's not going to last very long. Within a few minutes after that new listing hits the market, your clients are getting an instant property alert. The second, app I'm going to share with you is this an open house lead capture app.
I'm hearing more and more. I always ask the leads or the agents that I talk to on the phone. Are you doing open houses? It always varies from market to market but think about a professional app that you can put on an iPad and Android tablet. As buyers are coming into the open house, they're filling out the form.
They're creating a profile in your system. We already are going to automate the follow up to touch those people with property alerts and a drip campaign to get feedback on the open house. So this saves you time. Everything we're doing is helping you save time. No one's going back to the office and entering.
Information from a clipboard a lead already created the profile in your system by registering on your open house app. And then here we go with the most popular of the 3 apps. And this is your. Agent CINC agent mobile we had a mobile app when I was a client working the business to 10 years ago.
It didn't look anything like this. Let me tell you, y'all this is. If we've ever, JV said it earlier, easy button, this is your easy button. People are busy. You don't have to open up your computer. You don't have to be in a Wi Fi environment. You're going to have an app that you can manage your business from anywhere.
All of the features that we have on our web version are available on this mobile app. But here's our ask. On your agent launch pad, we've already done the hard work and teed up. Who are you going to call today? This is through this app. You're going to see people that have had requested a contact.
These are people that are you have something do back to them. They're right there on your agent launch pad. Clear this screen out every day, and you'll see how easy it is to manage a pipeline because everything is teed up for you. This is truly your easy button of who the best leads are for you to follow up with.
And through the mobile app, you'll see who's requested information. You'll see your lead profiles. You can do all the same things for mass emailing and mass text messaging, but it just makes it real simple for you to see where your appointments are and how you're converting your business all from a mobile app.
Now, here's what it's going to look like on your web version. Okay, so web version, you have an agent launchpad. You'll see here's all those contacted requests. Again, easy button. Go to your agent launchpad daily. Clear out the recommendations on who you should follow up with and then get on with your day.
This is truly a process that's structured to give you more time back in your day to do what matters most. Another fun thing about the agent launch pad is to get you real excited is what is your potential? You're going to be able to see how you're moving your, database, your contacts, your clients through the pipeline and look at all that money.
You have to make. This is like sold commission dollars here, but this is pipeline. This is what you're working and it gets to me. This gives me goosebumps knowing that I have, I can potentially make this much money just with the leads, the good gasoline that we've put into your database and we're following up and nurturing those leads on your behalf.
So from your leads dashboard we're going to go here now. You can do all kinds of things. We, one thing, this is a good time to point out training too, and this is a huge differentiator between CINC and other estate technology companies out there in the space, is that we are providing y'all the most robust platform.
It does so much for you. There's a million and one different ways you can sort your leads and have conversations and utilize the system, but we're going to teach y'all. Simple best practices and we provide y'all with one on one training calls. So this is going to be an easy to use platform. There's three things that clients tell us consistently when they use another platform, another company, and they've they've come to CINC, or maybe even over the years, we've had clients that actually leave CINC because they that the grass might be greener on the other side and they come back.
What they're telling us is. The 3 top things are the level of support and training they get get from CINC. They can nowhere else. We truly are available to train, teach, help you understand how you're going to make money using the system. There's a variety of different resources. I'll go over those before we wrap it up to the 2nd thing is easy to use.
Although it's complex, it is easy to use. The mobility piece is perfect for people on the go, but just knowing how to navigate your dashboards. It's an easy to use platform. And then the 3rd thing is the quality of lead. So getting it doesn't matter what CRM you have. It doesn't matter what conversion process you're going through.
If you don't have those good leads that are going into the system, they're not going to convert anywhere. So I love that we started this off with Shawn talking about leads because this is where we're going to help you convert those good leads to transactions and you're going to be able to track that.
So this dashboard is the leads dashboard. You can sort, filter, slice and dice these lists any way that you want to. I now have them sorted by last login. And the fact is with your database, you're going to have some people that are ready to buy. You're going to have some people that are three months out.
You're going to have some people that are 12 months out, and you're going to have people that come into your system from a Google search and register on your site. And I promise you, there's going to be some people you never talk to, but y'all, it is okay. We're generating more quality leads that are going to convert to transactions.
You're not going to have to worry about that. The cream is always going to rise to the top. And what we found through the data to through that research that JB referred to earlier of over 10, 000, 000 leads is that 40 percent of the leads our clients close a transaction with the 1st time they hit their site.
They were 3 to 6 months out from buying a home where most real estate agents fail. Is they don't have a way to follow up with those leads. They can only keep their eye on the ball. That's right in front of them. And so we're helping y'all with the technology to make sure that y'all stay top of mind until their transaction ready.
So you're going to see here like Bob Perry to he's been in their system for 2617 days. He was on their site 2 hours ago. Kristen Martin, 177 days. She registered on their site 2 hours ago. Kristen has been back 1048 times. I don't know how that's possible. She's coming back five times a day, but she's been back to their site that often.
Here's a list cast lead. Shawn talked about retargeting leads. This lead actually came to them because they clicked on one of those remarketing ads that showed up on social media. So we drove them back to their site, been back 200 times. So you can see here, the system is going to be keep your leads coming back to your site.
All day long, you're going to have activity going on all day long on your system. In the leads profile, you'll see all the history information. And again, we'll cover a lot of this during their training calls. But you'll have all the historical information on email and text message correspondence. And when they're opening up their property alerts.
And like this guy right here, she opens up email at 9 o'clock in the morning. She has a 55. 6 percent open rate. She's on her desktop. This is all data that we try to better serve you. And to keep your leads engaged and keep them coming back. When your site launches, another thing I'll point out is that this is already built out for you.
A lot of real estate technologies out there. They can take weeks, if not months to build out. You literally can hit the ground running running with CINC. It takes about 7 to 10 days to get up and running. Everything is built out on your site and we'll cover these these easy buttons. These simple best practices during your training calls.
Automations again, back to automations auto tracks. This is a fan favorite to think about your CRM as your data bank. You're going to have your past clients, your sphere of influence, your referrals, everybody has them. You're also going to have your leads leads that CINC's generating you, your buyers, your sellers, your short term, your long term.
You may even have third party leads. You might be getting leads from Dave Ramsey. You might be getting leads from homes. com, Zillow, realtor. com. The goal here is to keep you top of mind. We want them off of those other platforms. We want them coming back here where they can see you frequently. So we have provided a full drip campaign library.
We call them auto tracks, but essentially, these are preset cadences that are professionally written. They can they work in any market. They're going to keep you in front of them and they can be used for any type of situation, whether it's a referral, a repeat client, a short term or a long term. I would love to go into more detail about this, but hopefully we'll get you guys on another demo call.
And we can talk about different strategies on how we can engage with your current database and make sure that we're driving them back to you through the auto tracks. Think about setting them and forgetting them. Behavioral messaging. This is my favorite. This is that safety net. Think about your, one time a real estate coach shared with me your database is like your castle.
Your castle. CINC is your mode. CINC is the mode the castle that makes sure that nothing gets out. We want to keep putting people in your castle. So those are the lead generation. But we don't want anybody to get out. And so with that behavioral messaging is your safety net. So when they submit a property inquiry, they're getting a text message from you.
You might be in a conference with your child's teacher. You might be on a listing appointment. You might be in an inspection. You might be on an airplane. But your platform is always responding for you and acting on your behalf. So this would be like hey, Shawn, this is Suzanne. I got your request for more information.
Are you free for a quick chat to learn more? You will find when you use the behavioral messaging that you will get if you got 1 more deal this year. That was meaningful and made you thousands of dollars. It's worth having this behavioral messaging on. And this is something that clients like, I'll show you this guy right here.
We love Mike Glass. He loves automation because this man travels. The last time I talked to this client, he was actually on a ship and his system, he was working his business, but really his CINC platform working his business. He goes, he travels to Michigan. He has two sites. He has one in Panama city beach, because that's where he loves to vacation.
But he literally was doing nothing one night. And at 10 30, he had a lead that texted him because they were responding to the behavioral text messaging. As a result, Mike sold them a house the very next day. So love behavioral messaging. There's no reason why you wouldn't have want to have that turned on.
And then the 3rd and final thing with the automations, or the 4th thing I should say, because there's property alerts, there's behavioral messaging, there's auto tracks, and then there's a. And this is the CINC AI tax assistant, Alex. She is well worth the very minimal salary that you pay for her annually to help y'all make sure that no stone is left unturned.
Leads are going to come in at all different times of the day. Think about a lead that comes in. Maybe you're flying to Arizona. Maybe you're asleep. Maybe you're at a wedding, whatever it is. And the lead comes in. We all know through the research and the best practices that leads need to be touched right away.
So if your system recognizes that you didn't contact your lead, Alex is contacting your lead. She's going to reach out and she's going to introduce herself. And guess what? If the lead doesn't respond, she doesn't give up. She's going to keep going. I'll show you this example with this gal right here. This is my favorite example.
I show this if anybody's been on a demo with me before they've seen this, but this is where a text assistant that presents themselves and human like conversations and mannerisms and the style of texting never gives up on a lead, whether they respond or not. Think about. We get salty if somebody doesn't respond.
We refocus our energy to the people that are responding. But Alex, she keeps going. This lead registered on this client side on April 7th and Alex kept texting the lead until April 13th. Finally, April 16th. The lead responded and she thought she was talking to a human because she apologized. She wouldn't have apologized if she didn't think it wasn't a real person.
But what, at that point, Alex carried the conversation and she went back and forth with a conversation to find out why things were important and really teed up this lead for the agent to sell them a house. So again, behavioral messaging, let's say that gets you one extra deal. Alex, let's say she gets you one extra deal.
These are the things that CINC does that above and beyond what other systems are even capable of doing. And the good thing about AI too, I'll point out is that she does not limit herself to the leads that CINC's generating you. Your imported leads, as long as they're uncontacted, there's going to be a certain percentage of the leads in your database that you, real estate's a relationship business.
You get them on the phone, 75 percent of them work with the first person they talk to. Those are your leads. Those are your clients at that point. Alex's job is to help you convert the uncontacted leads so they could be in your system for quite a while and respond to a behavioral message. And Alex is going to pick up and make sure that you didn't miss that opportunity.
Okay, I'm looking at the clock. We're running out of time here, but I did want to share with y'all back to the next steps on what we're doing. We truly are part looking for partners. Think is not for everybody. And we know that, but for those of y'all that are eager, those of you that are hungry, those of you that are willing to call your leads, you're great.
You're a great partner. 90 percent of the work we're going to do for you with the automation. But as a partner, we're committed to also doing our part too. So that comes down to training. We provide y'all with a success playbook and we do weekly training calls, teaching you best practices. This is a foolproof plan.
No one has to reinvent the wheel. We're going to give you the script. We're going to help you with objection handling. We're going to even give you a schedule on when is the best time of the day and what are the best days of the week to call your leads. You go back to that agent launch pad, clear out those recommendations on who you should follow up with today, and you're done.
You move on with your day and you get on with your appointments. Training for CINC does come you in a variety of different resources. The 1 on 1 training is just incredible because it's personalized using your system. You're not limited to that. You will also have access to. Live webinars that we do weekly.
We do a power hour once a month. Our clients love this. It's a virtual power hour. We used to, we've always done this in person, but we, virtualized it as more people are more willing to get on zoom calls and do a virtual training, but through the power hours. You're applying the script, you're setting appointments, we're tracking your success, and what we find is that 17 percent of the people, they answer the phone from the 17%, 40 percent of those are setting up an appointment.
And this is consistent, these are consistent numbers through monthly power hours that our training team is is hosting for our clients. If you do the math on that, you take 100 leads. You do 17 of them are going to answer the phone 40 percent are going to set up an appointment with you. You've got 6 date appointments that 75 percent of them do business with the 1st person that they talk to.
And I know as real estate professionals when you get them on the phone, you're going to sell them a house and theCINCnc University. point this out to this is our most attended live event. We do these almost once a month. And we've, done these for several years, but we actually take our trainers to a variety of different locations throughout the country.
Hundreds of clients doing these trainings every year. Pretty much. We have 100 percent retention rate for clients that come that come to CINC University why? Because they're serious about growing their business and they invest in getting better. And so these trainings are in person. There's food involved.
We have a nice facility for you. Our clients pay to attend this event. We do run some promotions for new clients where we can help make that easy for you to get there with a free pass. But just wanted to make sure that y'all saw that the resources for training are just they're unlimited.
We'll meet you where you are. If it's in the middle of the night, you want to search the help library. There's going to be a video. There's going to be a tutorial. There's going to be a document that explains everything that the platform has to offer. Hey, Suzanne, can you go up to the monthly conversion days?
Did you talk about that? Yes. On this is the monthly conversion day. Okay. We have one coming up March 7th. And this is, I think it's about three hours. So it's really like you're attending training, but you're doing it in your home office. You're attending a training event, but they do the same power hour at CINC University as they do on this online conversion event.
I hate to call it a webinar because I know we're on a webinar today, but this is an event that you're, attending. And you're getting better, right? And you're, amongst your peers, several hundred agents. They're just trying to figure out the best practices and getting more comfortable with being uncomfortable on the phone, right?
And converting leads into clients and then converting those clients into closing. We are a premium platform. There's some things on here. So I apologize. I was reading some of the question and answers and some of the chats and I'm trying to listen to Suzanne and Shawn and it's hard. I can't multitask like I used to, but, people are asking for information about solo platform. And look we, have a platform. The platform is very much the same for a solo all the way up through a brokerage that might be providing CINC to 50 agents the features, the functionality, we're not limiting the key features or functionality that would prevent a solo agent from being successful.
We will will admit CINC was built teams. But what happened over time is we evolved because Agents on teams were having success to the point where they wanted to control their own destiny and they wanted to have their their own CINC platform. They couldn't afford to go out there and buy a team platform at the solo rate.
Some can, but not all of them. So we etched out. A solo platform that's a little bit more affordable for a solo agent. We have that for you guys. The whole process is pretty much the same. There are some subtle differences involved. And if you have more questions about that, I would just. Recommend that you reach out to your sales rep or and by being on this webinar, we're going to reach out proactively to you.
We do have promotions. Obviously that we're running there's timing behind this. You want to help people that are on the fence. You want to help you get off that fence and join the same family. I would definitely recommend reaching out to your AE to see what you can take advantage before, before the end of day Thursday, we can do more for you now than we can on, Friday, March 1st so it is worth reaching out to us.
It's obviously Shawn's phenomenal. Suzanne's phenomenal. Shawn does a really good job with the consumer site and lead generation. Bottom line is you're in the best hands possible when it comes to converting. The highest quality lead at the lowest cost per lead in our industry. Now we have real verified two factor authentication, which is going to be an absolute game changer, right?
Like people now will say, yes, this is the phone in my hand. I'm putting that code is 60 percent are doing that. I would have thought 30%. The numbers are twice the expectation. What I thought I've been selling online lead generation for 25 years. I was like, I don't know how this is gonna go. But not only is it 60%, 59% to be exact, it's steadily increasing, right?
And people that are giving fake numbers, we see people that are giving fake numbers. We send 'em a two factor authentication code requirement, and they're like, dang it. And they come back and they give us their good phone number, right? Of that 59%, 10% are those people that tried to give a fake number?
And here's the thing about real verified leads. You're still going to get the other leads that didn't authenticate, right? You're still going to get those leads. Those leads have been proven to convert the transactions. That's what our clients got yesterday, right? If you didn't have real verified leads in place today, you've still got those leads, right?
They're still converting in the transactions. We're just giving you a better easy button. We want you to quickly identify who you can prioritize. Is that person that came through as a lead a week ago that's on your site today worth all worth the phone call, right? But are the 25 other people that raised their hands and hey, I have a question about this property, or can I go toward this property?
Or is it a good time to sell my home? What's my rate going to be? Those people are your hot trending leads that we're now going to surface to the top. So you can take action on better factor, right? Our clients come to us, they don't have a process, they have a broken system. If I ask a client, hey, what's your process when you get a lead?
I hear two seconds of crickets. I jump in and tell them it's okay. You don't have one, right? We're going to solve that problem for you. Website, lead generation, conversion platform, mobility tools, client marketing, support, training. We are your team. You're not just buying a platform. You're not just buying leads.
You are buying a foundation on which you're going to grow a profitable business for yourself for years to come, and you're never going to get away from CINC. Couple things and we're done 60 40 percent sorry 40 percent of our clients get to two transactions within the first six months that guys, if you were on the fence. fence.
Our CINC success playbook Suzanne flashed for a moment, that teaches you how to get to those two transactions within the first six months. Doesn't mean you won't get more. In fact, a lot of our clients get anywhere from six, about six transactions in the first six months. And the first 12 months from their initial investment and get about 6 to 8 more transactions in the second 6 months, which means with your initial 12 month investment, you can see up to 12 transactions from CINC 99 percent of the time, guys, you're making 7 to 10 times your return on your investment.
You can't afford CINC is nothing we can do about it. But if you're right there. But we're hands down the partner FNF Guaranteed Sales Program. We're investing in your business. We're giving you all the tools that you need to better convert leads into closings. Your next step, I believe in the chat, our marketing team is going to put a link where you can reach back out to us.
It's there. We will also proactively reach out to you. I can promise you that. I thank you for your time. There is a lot of questions here. We're a little bit over time, but I can't go through them all. You will get a recorded webinar. We'll share it out in about 24 to 48 hours. I would suggest you contact us 1st, if you have any questions that are unanswered.
Thank you for your time. Suzanne, you're a rock star. Shawn, you're a rock star. Thank you for marketing. I have the easiest job here. I don't provide much value, but maybe I do. I don't know. Thank you for your time. Have a great day and have a great 2024.