Guaranteeing Success from Lead-to- Close in Any Market

See the full video and transcript below. 

Transcript

Richard Kaiser: Welcome to our new webinar today. I see we got people coming in. We're going to give people another minute or so before we get started. This is where we talk about guaranteeing success from lead to close in any market. I'm Richard Kaiser Director of Demand Gen and Sales Ops here at CINC and we've got three of our top product experts here who will be taking you through what we're seeing work for some of our top-performing clients.

Jonathan Brown: We're excited for another product webinar. Our whole goal here. Our whole intent here is to we, we, expect that most of you on this webinar have called in, you raised your hand, you listened to, or you had a discussion or a demo, right? With one of our sales reps, one of our SDRs, one of our BDRs. So the whole goal here is to give you another look into the platform, if you were hesitant, if you had any hesitations for any [00:01:00] reason, the goal is to hopefully address those concerns on this demo by walking you through our lead generation conversion platform, helping you understand how our clients are having success with it, show you what that success looks like.

And at the end of this webinar, ultimately, you can just reach back out to us and we'll share the information how to get back in touch with us. We will also, of course, have our team reach back out to you to see if we can reschedule any calls or demos to take any little deep dives or answer any more questions that you might have.

We do have a question and answer section on the site here on the zoom. So if you do have any questions, feel free to put it in the Q and a section and I'm sure 1 of us will see it and we'll try to respond to those questions in real time. 

Richard Kaiser: So before going through introductions, and letting JB kick it off here. Just some of the background. Our product experts here on the call. We've been talking to a lot of agents throughout the country. And just [00:02:00] some of in addition to taking you through how we're seeing teams and agents on our platforms having a lot of success, we also want to share with you what are some of the biggest challenges that realtors are coming to us experiencing. And we just wanted to show you how we're seeing other realtors kind of address that. 

The four buckets that we wanted to talk about on the call today is one inadequate and inconsistent flow of homebuyers and sellers. In the pipelines of the realtors we're talking to. The second area in there is around transitioning online pipeline into real offline relationships. It's one thing to get those leads. It's another to build those meaningful relationships that lead into closings. The third thing we're hearing out there is teams and agents just don't have enough time in the day, right? To be able to meaningfully engage with buyers and sellers and longer sales cycles. Talk with talk about some of the tools teams are [00:03:00] using to get around that. And then finally growth pains as teams are going for maybe being a single agent to it to a team or a team bringing on new agents and market shocks that a lot of people are seeing in marks markets how people are managing the risk associated with that. And so we'll be peppering that in as we're going through some of the best practices that we're seeing work out there. And with that JB, maybe we can go around the room doing intros and kicking things off. 

Jonathan Brown: Yeah, I'll go ahead and start and I'll just let everybody introduce themselves. I'm Jonathan Brown. I'm the Senior Director of Sales over here at CINC. I've been here since March of 2017. I think with me and the value that I provide for everyone here is. I spent the majority of my sales career selling online lead generation campaigns. I'm very passionate about it. I know it's hard. I know it can be done with the right team [00:04:00] behind you. And I know lead generation is just one piece of it, right? You've got to have the technology behind it as well to help you better manage, nurture, and convert your leads. I'm a big believer in CINC having the top technology to help you do just that. So again, Jonathan Brown, senior director of sales here at CINC. 

Shawn Craig: I'm Shawn Craig. I'm actually director of sales here at CINC, and I've been in real estate now for about 18 years? Do manage a team on the side. In addition to CINC I'm going to be sharing with you guys today a little bit around the consumer experience and how to capture those educated home buyers. So we'll spend some time talking about that. 

Suzanne McLean: Hi, I am Suzanne McLean, and I have been in real estate for 9 1 2 years. What led me to think 14.5 or 15.5 years ago, or excuse me, 9.5 years ago. It was 2014, getting my years of my experience mixed up. 2014, I got my license. On a whim, had no plans of ever getting [00:05:00] involved in real estate, but wanted to do something different that year. And somehow I fell into real estate for about a year and a half I worked the CINC platform. I was fortunate enough to get on a CINC platform, had 22 transactions. And then in the fall of 2015, when my oldest daughter left for college, they recruited me to come work in sales. It was the perfect time, the perfect dynamic for our family. Working nights and weekends didn't work for our dynamics. So it was a great transition for me to come in and still continue to practice real estate part time and then also share my experience with proven technology that will help you make a ton of money. So today I get to share with you all the things that the platform is doing on your behalf while you're out there selling houses and making sure that you have future sales down the road.

Jonathan Brown: Fantastic. My job is the easiest one of them all. I'm just gonna jump in and chime in from here and there, and I'm gonna go ahead and kick it off with this first slide though. I want to make sure you guys know if you [00:06:00] don't already who CINC is, how we came together, and why we're the absolute best partner that you can align yourself with.

We've been in the industry now since 2010. We were acquired by Fidelity National Financial. I'm sure most of you guys and gals know who FNF is Fidelity Title, Lawyers Title, Chicago Title. Ultimately, it's a 11 billion company. It's the largest title insurance company in the U. S. And, their whole goal is to help agents sell more homes, right? Make more money for their families. They sought out a lead generation conversion platform. Did a ton of due diligence. And ultimately... Acquired CINC back in 2016. Why that's good for you is they demand excellence, right? They want us to provide the best support the best training and overall the best in class lead generation tactics as well as technology. We can innovate faster than anybody else. And when we do things we do it [00:07:00] right. That's really what's great in a time like today. You need to align yourself with a partner that's not going anywhere that truly cares about you and your family. 

We're also a Google premiere partner we're a Facebook premium partner. We're the only ones in the industry that you could that can actually say that. And again, why is that important to you, you can go to sleep every single night knowing that your marketing dollars are in the best hands possible. If you can call these partners of ours, they will tell you our tactics for generating leads and converting these leads into opportunities and ultimately transactions are the best in the industry.

And we're so confident in that, that we actually put our own skin in the game, right? We put our money where our mouth is and invest in your business through our lead generation programs. We have about 5,000 active teams, active platforms that use our, our, technology about 70,000 agents rely on us. And like Richard said earlier, right? They rely on us because of some of these [00:08:00] four items that he talked about, right? Inadequate lead flow. They don't understand how to generate leads. They're, experts at helping clients buy and sell homes or not experts on, capturing online home shoppers and converting them, right? They have a third party website. Third party lead gen. They have a third party CRM. None of it is integrated, so they have a broken process. They have no structure. They have no support system. CINC gives you all of that. That's what we do great. As a result, we got about a 98% client retention rate, right?

So we put our clients, most of them come through on a 12 month commitment. We are investing in you. So we ask for you to invest and commit to us for 12 months. And after that, they renew on a month to month basis. It wouldn't renew if they weren't making money on the CINC platform. As a result, our clients typically see about 7-10 times ROI with their initial investment with us. And that typically carries year [00:09:00] over year. And our goal again, it's simple is to make you more money. It's, we want to help feed your families, right? We, if you're a team, we want you to help feed your agents, families. If you're a brokerage, we want to help you be able to retain top agents. We want to help you be able to recruit top agents in your market. We want you to be able to feed the success of your new agents. There's from a brokerage perspective or a team leaders. There's nothing more frustrating than investing time, resources, and energy into an agent and losing them because you're not providing the right tools or leads to support their success.

And as a solo agent, we are also a great fit for you. It's the same thing, right? So no matter where you are in your market, inadequate lead flow, sometimes you don't have an online presence. We're going to help you with that. Sometimes you're competing with the top teams in your market. We're going to help you with that.

We're going to put you on an even playing field on Google, on Facebook, when people are looking for homes, they're going to see your ad alongside of your top competitors in your market. So we're going to increase your [00:10:00] market share and give you that adequate lead flow and give you the tools to be able to convert those into clients.

So one of the things that we'll mention, last thing I'll mention here, and I'll kick it off, to Shawn is in this market today It's a little shaky. It's a little uncertain, right? CINC has a guaranteed sale program. We are the only ones in the industry that's providing leads to clients. It has a technology platform to help you convert these leads.

It has a support system that helps hold your hand the entire way that will actually guarantee success. The name of this webinar was Guaranteeing Success in Today's Market from Lead to Close. We want to guarantee your success. And we'll explain more about what that means at the end of the webinar as well.

If you can't make this entire webinar, please check in with us and understand, ask your AE, ask your SDR, what did JB and Shawn and Suzanne and Richard mean when they [00:11:00] said Guaranteed Sale Program? With that, I'm going to go ahead and, stop sharing my screen. And I'm going to go ahead and pass it over to Shawn, who's going to walk you through what essentially is our all in one system, he's going to walk you through the consumer website and how we generate leads, then again, he'll pass you off to Suzanne thereafter.

Richard Kaiser: And JB real quick, just to set context is Shawn's coming here. I think one of the key things Shawn's been talking to me a lot about is in this kind of. Why what Shawn's about to talk about is so important is in some of the recent NAR research that we've seen is the number 75 to 80 percent of home buyers and sellers talk to the first agent, end up moving forward to the first agent they speak to. So if, you're not first, you're last, we're seeing that more and more in the home sale cycle. The other thing that we're seeing here is oftentimes, hey, your network's great, but. What the other data in AR is [00:12:00] showing is Two to three months is typically the home, right? When somebody turns into active buying, right?

That's typically the life cycle. The first two to four weeks of that happens all online without anybody ever reaching out to an agent. So the opportunity we want to talk about with. For agents out here is how do you cut in front of the line to get to those leads online before any other agents do and so you haven't lost the lead and so that's Shawn's got some, great tactics on how agents are doing that.

Shawn Craig: Yeah, so that's great. So thank you, Richard. I'm going to start sharing my screen. As I said earlier, I'm a licensed real estate agent of 18 years. I managed a team on the side for my wife. We're in the North Atlanta area in a town called Cumming, Georgia and in a county called Forsyth County. We're going to talk a little bit about my website to begin with everything that Richard and JB have talked about up to this point. I think the key is part is being able to have a good steady flow of the right types of homebuyers.

Now, what is the right type of homebuyer and how do you [00:13:00] attract them? And that's where it's going to tie completely into what CINC does because the foundation of our offering is, let's build a website and then let's attract what we call an educated homebuyer. Now, I'll define both of those as we walk through this.

First and foremost, you're looking at a website here. It's very clean. It's very crisp. It's very sharp. But what this website's intended for is conversion, but most importantly, it's about speaking to your local audience. So whether you're building a website on your own, you're working with CINC, what it comes down to is being able to tailor that experience specifically to those people that you want to service in your market. Now, that may sound obvious. It may sound obvious, but I think there's a lot of approaches that you can take when it comes to attracting the right audience to the site. And we'll get to those. Let's look a little bit more about the website so that you can see what you're going to see is that we're going to build out landing pages. Very specific. To your market very specific to points of interest within [00:14:00] your market. We're going to tie in directly with your MLS is to do so. it's a completely IDX based website. It's built on a dot net framework, which means it's speed. And at the end of the day, what it comes down to is that it allows us to roll out innovation faster than anyone else.

So a couple other components of it obviously are going to be a really sharp search. And then various other things like about us pages are going to be built in here as well. So all of you are thinking right now, that's a great website. It is, it's clean, it's crisp, it's sharp. But now let's talk about targeting, right? So when you think about doing some online lead generation today, and more than likely, you probably work with some other providers out there. A lot of the times when people are doing search marketing, they're focusing more on what we call a proximity based approach. And a proximity based approach isn't a bad approach. It's just more of when you think about. Different approaches. You can take two different approaches. You can have this broad stroke approach, or you can have this very [00:15:00] finite, very specific stroke approach. And what CINC does is our goal is to capture what we call an educated homebuyer. So what is a educated homebuyer?

An educated homebuyer is someone who's familiar with your market. They've driven around your market. They've actually identified specific neighborhoods or even specific school districts that interest them. Think about it. You talk to real estate agents all the time. They come in with budgets and they come in with needs. And then they ask you as that real estate agent, what are your recommendations? And then help them find the homes. But as Richard said in the first couple weeks, what's happening? They're actually out online doing it themselves. So what you're looking at here and reason why I've got you down at this bottom page here is very specific to targeting.

So earlier I mentioned two approaches. I talked about the proximity approach and the proximity approach is straightforward, right? What people do or what search marketing teams or even other companies do is they'll put a pin in the map for your zip code or your city and then they will attract home buyers from a [00:16:00] radius. It's typically a 30 mile radius or even a 60 mile radius is what they do. At the end of the day there, what you're getting is any and every person that's looking for a home within that particular area sounds okay. But again, it's really not serving the needs of that educated home buyer that we want to attract for you.

So let's look at my targeting here real quick. So if we look at these, are called quick searches. These are actually landing pages. Very similar to the landing pages that I've shown you already, right? Very specific landing pages that we're pulling the homes from your MLS. So here's what we do. And here's my targeting. So first off, I start off with zip codes and cities. So I've got coming and I've got Forsyth County, hence the name search Forsyth County homes. And then we get into things that are very specific, as I was mentioning earlier. Gated home communities. Just another way of saying luxury homes. Golf course communities. Into specific school districts. There actually happens to be seven school districts in my market. However, I [00:17:00] only target three. These are the most affluent schools. If someone's moving to the area, they've definitely heard of these school districts and these are the ones that they want to put their kids in.

You start to go down a little bit further. There's a lake in north Georgia called Lake Lanier. You also get into very specific things around luxury homes in my market and then neighborhoods. And if we just take a look at one of the neighborhoods real quick, what you'll see is again very clean, very crisp. Landing page very specific to the needs of a homebuyer. So with that being said, think about what I've just mentioned to you, right? So the first step that CINCs going to do is we're going to build that website. Once we built that website, we're going to work closely with you because your market's unique. Nobody knows your market quite like you do. And what we're going to want from you is a few things. We're going to want to know what are the neighborhoods that you want to focus towards? I would challenge you to focus more towards us homes that are more on the higher end. So we talked to a lot of agents that have average home sale prices that are beneath 200,000 or [00:18:00] 300,000. I'll encourage you to target higher. With our approach we can definitely help you move your average sale price up. 

Now, what are we going to do then? So think about it. We've now identified specific points of interest within your market. We're now going to focus in on Google. Okay, so personally and I believe across our entire team here, we believe people go three places to look for homes. People go to Zillow, they go to Realtor. com, and I believe the lion's share of folks actually just go to Google to look for a home. So knowing that's the case, what we're going to do is we're going to start performing a keyword analysis around your market. We're going to take a look at all those neighborhoods, those school districts, those other points of interest, and we're going to start buying keywords on your behalf.

What's our goal? Our goal, knowing that homebuyers, educated homebuyers, are out very specifically looking for homes on Google, what we're going to do is we're going to intercept those searches. We want to drive those people to that highly targeted local specific site that we built for you. So I've got an example up here. [00:19:00] This would be waterfront homes for sale in Lake Norman. That's very specific. Someone doesn't just want to be in Lake Norman. They want to be on a waterfront home in Lake Norman. So I'm just going to open up a new open up one of our ads here and you're going to see it's going to drive you specifically to a landing page. It's not rocket science. What we do is we're very specific in terms of our searches and the ads that we're placing on your behalf on Google. The goal is to drive those people in. Now, what's going to happen at this point is pretty basic as well. Someone's going to come in, they're going to find a home they're interested in, and they're going to want to get all the details from the MLS.

Once they've done that and I'll go ahead and click through on it. Once they've done that, we're gonna put a three step registration process in front of them. I'd say a three step registration process. Now, what is this three step process for? It's intended to weed people out, and it does a good job of that because frankly, we filter out roughly 85 percent of all the traffic, which means only about 15 percent of that highly targeted traffic coming over from Google [00:20:00] is actually going to convert and become a lead for you, which is a good thing.

Now, once they've gone through the registration process, you're gonna have access to the listing, or they're gonna have access to the listing, and you'll see these are gorgeous. Talk about load times. Talk about how beautiful we're displaying the pictures. Again, think about it, right? It's about that user experience. They've got other options out there. They can go to Zillow, they can go to Realtor. com. They've now registered on your site. It needs to be of excellence. And that's what we do. You'll also notice various ways that people are going to be able to request information, request tours. We recently actually rehabbed all of this.

We revamped all of the product listings of recent, and we're now seeing a little bit more than a 200 percent higher engagement rate, people that are actually requesting that they want to go toward this house, that they want to specifically speak with an agent, even after the registration process. Now, what are you going to know?

So now they've gone through this registration process, and now we've got a lead. But what do you know? You're going to know, are they a first time homebuyer? [00:21:00] Are they pre qualified for a loan? What's their time frame for making a purchase? And then last, but definitely not least, Do they also have a home to sell?

Do they have a home to sell? That's a fabulous question because I'll tell you right now what we see is we see 66 percent of our homebuyers that come through as leads, they actually have a home to sell. That's two out of every three leads. So now what we've got is we got a lead and a high likelihood they've actually got a home to sell. So now you have an opportunity to work with them, not only on buying their next home, but also helping them sell their home. So how does CINC handle those individuals? So let's talk about HomePulse real quick, and then we'll talk about how we get these leads in your hands quickly. What is HomePulse? HomePulse is an online CMA. You're all familiar with them. You've all done them. It's just what CINC's here to do is to help you as a real estate agent make more money and help you engage and build relationships with these particular leads, whether they're looking to buy a new home, or they're looking to sell their home.

And in this case, this [00:22:00] would be a lead who has gone through the process and told us they have a home to sell. And what we've now done is we've asked them, what is your address? Once we've captured their address, we're now going to run that online CMA for them. And as you can see, the way this is presented, not only does it look excellent, but we've teed you up for success. Meaning we've taken the approach of not giving a specific home estimate, but giving you a range based on the condition of the home. This allows you as an agent to be to reach out to that person who's come through as a lead, have a conversation with them about what they're looking for in terms of buying a new home, but also being able to have this So and hopefully will lead to an in home evaluation as well.

So you'll see this is very clean again. Very crisp and very sharp. It's very intuitive. It's going to pull down very specific local statistics around homes that have been sold, what's currently active in the market. It's also going to give them details around their equity and what they currently have in their home. And it's also going to give [00:23:00] them details on what some of the competition they have out there currently, and so on Now let's jump back real quick. So I've said a lot. So quick recap, right? What do we do? We generate that website very specific, very clean, right? Very specific to those points of interest within your market.

And I'll tell you what we need you to do is when you approach us and we're talking with you help us understand where are those areas in your market you want to focus on versus the areas that you don't and then pull together some neighborhoods, some school districts and things like that are applicable as well. It'll really help us get those home buyers. So now that we've actually got those leads flowing in for you and I'm going to jump back over to an actual listing here real quick. Now we've got to get this leads in your hands. We're going to get it to you, right? So what are we going to do, right? We have a system set up.

It's a speed to lead process, and it's going to start with emails, welcome emails going out on your behalf, but then it's going to lead directly to [00:24:00] our, system giving you a phone call. Her name is switchboard Sarah. She has a robo call. She'll actually call you up, give you details about the lead and ask if you're available. You can't beat that, right? Phone notifications are great, but getting a quick phone call is going to be something that's going to be a game changer. So you'll get those phone calls from our system. And then what we ask from you is to pick up the phone, make the dial, right? And knowing that's the case, that's what we do.

So when you think about all these other companies that you've talked to when it comes to lead generation and their approach, most of them don't have this laser focus on helping real estate agents make more money. That's what CINC does. Think about what we've talked about, right? The website speaks to an educated homebuyer. It's about a consistent flow of leads to you on a daily basis throughout the month that's going to allow you to be able to reach out, build relationships, and fill your pipeline. Majority of real estate agents that we talk to, especially those that are new getting into the business, or even those that have just [00:25:00] barely managed to creep on by, It's the flow of leads that really makes the difference because at this point they're, sitting in a situation where they may close a deal here and there, but then they're skipping months after months in between those deals. So it really comes down to how can we help that real estate agent become consistent and help them be able to drive sales on an ongoing basis. 

Jonathan Brown: You want to, make sure the ultimate goal is, you want to put a steady stream of leads right into your database. What we're hearing right is sphere of influence is a little bit dried up. Everybody's making 20 percent less because the market across the board is 20 percent down. People have asked me when I hop on demos with my sales reps. Hey. Are the leads any good? How's the market, right? Yeah, the market's uncertain, which is why we have the Guaranteed Sale Program. You have to now more than ever, you can't stop lead generating. Otherwise, you're going to be hurting even more than you might be hurting [00:26:00] today. And it's not cheap to generate leads to anybody, right? So you now more than ever, you have to find the right partner that will provide you with the least amount of risk investing in your business. 

I'm biased. It's CINC, right? Because we have a guaranteed sale program, but we have again, we didn't just say, Hey, magic wand, we have a guaranteed sale program. We actually did a deep dive analysis of over 10 million leads. We took our top 20 percent clients out of the equation. We took the the bottom 20 out of the equations. The ones that didn't make any phone calls. Our top 20 might be like mega teams. They have lots of ISAs. They have lots of agents and they have a well oiled machine. That's not a good representation of an average client. So we take the top 20 below the bottom 20 percent out, you're left with a nice average. We look at those that average how many leads were they getting on a month in month out basis? Between 50 and 70. So now [00:27:00] we know to have success. You need an adequate flow of 50 to 70 leads per month in, month out. They were using our CINC AI, which Suzanne's going to talk about our artificial intelligence, that's going to multiply your bandwidth and be that safety net. And if you're missing conversations, if you're sleeping, our AI is talking to your leads, nurturing your leads and setting up appointments. So you wake up to appointments that lead to transactions that's happened before, right? So you, we, they have the dialer in place, right? They're because they're making, they're just making our most successful clients that are, they're not the top dogs in the markets, right? They're making a hundred dials. A week and our system makes it so easy and so efficient for you to do that. It's 30 minutes of your time. Guys, if you don't not willing to make take 30 minutes of your week to make 100 dials. I'll be honest. You might as well leave the webinar, [00:28:00] right? You're not going to have success.

We guarantee it, right? We have this success roadmap or playbook. So what, happened is we wanted to see what our clients were doing that were having success. We wanted to build out a CINC success playbook, and we did. Took us a year to pull our resources together and define this roadmap. What we figured out is yes, we can teach our current clients that we're having trouble how to have success, but we also realized we have a whole go to market strategy. We can now have a guaranteed sale program because we know what it takes. We can sign a client up, guarantee transactions in writing, or we will pay for your platform if you don't have success. We'll talk more about that later. But I think Shawn hit the nail on the head. And first part is got to have you got to generate good leads when you're working with a company. In a CRM conversion platform, the CRM is only as good as the leads you put in it, right? It's only as good as the leads you put in [00:29:00] it. You can talk to a CRM. Hey, we got AI. Hey, we got behavioral messaging. Hey, we got automation. None of that technology works unless you have a motivated educated buyer, and that's what CINC does for you. So now that you've got good leads, you need good technology to convert those leads into transactions. And that's what Suzanne is going to walk you through and show you right now.

Suzanne McLean: Okay, y'all can see my slide automated conversion engine. You can hear me. Okay. I love my part of the webinar because I get to tell you about all the things you don't have to worry about. So you can do what this says right here. You handle now business while CINC the CINC system manages your future prospects and alerts you when leads are agent ready.

So our goal is to help what JB said, what Shawn said, drive in the good leads. Give you good gas and now put them into your conversion engine. And I just got off the phone with a lady earlier and she said, I feel so unorganized. [00:30:00] I don't know what to do. I need more time to sell houses and work with my clients. I don't have time for the, for trying to figure out the technology. You don't have to, because CINC's already done it. We've been doing this for going on 14 years now. 

Like I said earlier, I was a new brand new green agent in 2014. I didn't have a sphere of influence. I didn't have, I didn't know what a lead was at the time, but I signed up for CINC. And I went to a training session and the trainer said, call your leads and I called my leads. And then what I found out later is that the system was also touching the leads. The system was doing all these things like property alerts and putting me in front of them and keeping me top of mind until they were agent ready. And I would have people call me and tell me that I was their agent and I had never talked to them before. So I'm excited to show y'all why it works or how it works, or just really, honestly, the evidence that it works. 

This is [00:31:00] what I don't think anybody's mentioned this, but it only takes us about 7 to 10 days to get your site built out for y'all. And when your site goes live, it is fully assembled. This is a done for you platform. And you'll do training. We do weekly training calls. We teach agents best practices. We teach them the fundamentals. This is not rocket science and they do not have to reinvent the wheel. We're going to just walk them through those best practice steps so that they quickly adopt it and they know how they're going to make money out of the platform.

Another question that I get almost every time I'm on a call with a prospect is what's the difference between CINC and X. And there are a lot of differences. There's a lot of things. Of course, I'm biased to CINC too. It works. But it comes down to the quality of the leads, the automation that works, because there's a lot of ankle biters out there that say their platform works and they're going to, they're going to throw out these big conversion percentages. We don't talk about conversion percentages. We talk about making you money at the end of the day. 

And then[00:32:00] to me, the most important differentiator between if you take out the technology and the leads, which you're going to have those in order to sell houses, it's that CINC has the human resources and the people that are going to teach you how to use the platform. And guess what? We already have all the best practices like JB said in a success playbook. You'll gain access to the success playbook. We've got a training road map. We've got it already figured out. 

Okay, so let me do what I'm supposed to do is show you the CRM or the conversion engine that we can't kindly or fondly refer to it. This dashboard right here, this is going to be a dashboard for any agent Or any team leader or any broker that owns a platform, it pulls in all the data and shows you where your leads are coming from the top cities. They're searching in. If you're using multiple lead sources, even outside of what CINCs providing through our channels that we provide to our clients.

We manage over 30Million dollars worth of clients, marketing funds on a variety of channels, [00:33:00] but we do still have clients that also. Like they have third party lead sources, they may have imported leads from another database. So this dashboard is going to help y'all see the data and how it's moving through the pipeline and what the success looks like for the team. You can change the ranges of time. If you want to look at those different views on this as well. The agent launch pad, this is going to be for the individual. When I'm online and I'm looking at my dashboards, I'm going to see what are my, what's my priority. Again, done for you. You don't have to go in here and hunt for who you need to follow up with. It's going to be right here on your agent launch pad. And by the way this is all available on a mobile app too. This is your agent launch pad on a mobile app. All of the things I'm going to share with y'all on the CRM are available on the mobile app. So that's another game changer for busy agents. Because they're out and about, they're not in the office. They're not pulling up their laptops. They're not pulling into Starbucks, hoping they can tie into some Wi Fi and see their database. They have it on their phone. And it makes sense that [00:34:00] we also provide a consumer search app too, because the consumer search app is another tool in your toolbox to help keep you relevant, keep leads coming back to you. They can look on your website. They can look on your mobile app. They're going to have access to the Home Pulse information. They're going to see you when they download it. They can search properties. The majority of online traffic comes to you through a mobile search anyway. All of our ads are optimized for mobile. It makes sense that you have a mobile app for them to search on your site to. So that's something else that you guys will get in the mobile app suite. And you have an an open house lead capture app. So agents that are running open houses, they actually have their clients or their buyers check in, and when they finish the registration process there, they are going to be, they're going to be in their leads dashboard. Okay, it's gonna be on their app. It's gonna be on their, web version of the dashboard. 

So this is where our clients spend the majority of their time because this is where all the leads are. Are their contacts all their imported leads? When y'all go through the training, we, like I said, I'm going to say some [00:35:00] things over and over again, because these are the things that really hit home. For you, we already have your priority filter set up during training. We're going to teach you the best scripts how to handle objections. What are the best times of the day to call your leads? What are the best days of the week to get them on the phone? But the evidence is here as far as wire conversion engine works.

1st thing I'll go on to talk about our property alerts. When those leads hit your site, they're viewing properties. Your systems automatically setting up every lead on a daily property alert. The reason we do that is because. Leads take time to nurture. Remember, they're going to be 2 to 4 weeks out from when they are going to actually want to reach out to an agent. This is cutting y'all into the front of the line. We're going to tell you to call the lead, but we're going to also touch them with daily property alerts. Daily property alerts are going to is going to be a key factor into the activity that is happening every single day on your site all day long. Leads that have been in your system for 1300 days are coming back [00:36:00] as early as 24 minutes ago. This is a lead that's been in their system 2500 days ago, on their site 41 minutes ago. Here's a lead that registered two hours ago on their site two hours ago. So property alerts are going to your leads at the time of the day that they're most likely to open up email. It's going to be sent to them.

So if a lead is opening up email at six o'clock in the morning, we're sending out your property alert to them right before six o'clock in the morning. We're looking at that data. Like this one opens up email at nine o'clock. So we send their property alert out at 8:55. Somebody else might open up email at 2 p. m. We look at the data. This is the difference between CINC and the ankle biters, is the technology and how we use the data. We have so much data that helps make sure our clients are winning. They're selling houses. They're staying relevant through that process. 

So back to this example here, I'd just like to share. You're going to have leads that are in your system coming in ready to buy. You're going to have leads in your system that are three to six months out. Those are the ones you're probably most likely to sell a house to. But you're going to [00:37:00] have some that are two years out. You're going to have some that might be six years out. We had a client last month had a lead had been in their system. It was an imported lead - 12 years. Had they not had this type of automation to bring their leads back to their site and keep them coming back over and over again, they would have lost that business to probably hundreds of other agents in the market.

So again, anything else here on this dashboard we walk you through all of this during training, you're going to learn all about it. But what I like to show is how effective that number one thing is in the automation with daily property alerts and making sure that your leads are getting information at the right time of the day, that they're most likely to come back.

With your consumer search app, your leads are also going to get instant property alerts. You're, you might be like me and you open up email at six o'clock in the morning. Somebody else might open email at two o'clock in the afternoon, and then a listing agent put something on the market at 7pm tonight. I'm going to get that notification. You don't have to [00:38:00] worry about me missing it because it's going to come right here on the home screen of my phone instant notifications within minutes of when that lead or that listing hits the market meets your leads. Search criteria. We're going to make sure they know.

Okay, second thing is automations for behavioral messaging. Okay, this I would, if I could retitle this, I would just call this peace of mind because there is like I showed you earlier, you have leads that are a day old. You have a lead that are 4,000 days old. You have leads that are three months in there. Behavioral message gives you peace of mind to go back to doing what matters most today, work in your now business while seeing, make sure nothing slips through the cracks, behavioral messaging, think about things that. When a lead is showing interest, you don't want to miss it. They're viewing the same property multiple times. They're favoriting properties. They're opening up an old email. They're inquiring about property. They're even sometimes updating their contact information. Those are all indicators that we've identified show leads are interested. And so what we're doing, we're giving you the peace of mind [00:39:00] that behavior doesn't slip through the cracks.

And let's say, for example, they favorite three properties within 14 days, the technology picks up, sends that lead a personal text message from you. And it's going to trigger them to reach back out to you because it's going to, it's going to have their name in it. It's going to have your name in it. It's going to refer to your company. We're putting you in front of them and then we're asking them, would you be interested in checking a few of these out? It's always a question. Every 1 of the behavioral responses is different because it's according to what their behavior was that they displayed, but it's always going to be a question because we want to trigger them to reach back out to you. Okay, this works.

I want to share one of my favorite client testimonials. Mike Glass, he is a dynamo. He has two platforms with us. Mike Glass is based in Atlanta. He vacations in Panama City Beach, so he's bought a platform in Panama City. He does, he sells houses there. He does spend a lot of time in Michigan. This guy has figured out how to have a great life and let technology work in his favor. [00:40:00] This is a lead that he had never talked to before. The lead texted him at 1030 one night when he was probably sitting back watching the Braves in his recliner. And maybe they were in extra innings, who knows, but the bottom line is he sold them a house the next day and it's because the technology with behavioral messaging help make sure that when that lead showed interest. They heard from my class. Okay, get one deal a year because that you could have missed from behavioral messaging. That is a game changer.

If you're making $12,000 on average closing because a simple text message went out to lead at the right time of the day and you were sitting in your recliner watching the Braves or whatever your favorite thing is to do doing nothing. It's meaningful. 

Jonathan Brown: So, I'm gonna jump in a lot of technology out there, they'll say they have behavioral messaging again. I mentioned it earlier, but we're seeing what our [00:41:00] clients tell us when they come over to CINC from those technologies is that it's great to have it, but if the leads aren't the quality, they're never going to kick, they're never going to be coming back to your site. The reengagement is not there and behavioral messaging like this simply will not work. So that's, the part to keep in mind is, will their leads be of quality, be re engaged to kick off triggers like this? And you'll also hear one more thing is, A lot of technology will notify you like we used to, and we will still notify you of all these behaviors. If you want an email, if you want a text alert, if you want that information, we were like, why let's just work as help the agent work smarter. Let's take action. Let's initiate the conversation on behalf of the agent rather than just notify the agent that this has taken place. So phenomenal. 

Suzanne McLean: All right. I love that too, because it does. It's peace of mind [00:42:00] because back to that 1st slide is like. I can do what I need to do right now, and I don't have to worry about missing something that's going to make me money. Okay. All right. So this is going to be this is AI. This is the third thing that you saw on the slide.

This is Alex. Alex is your new best friend. Alex is a text assistant. It is AI. It, we built this into our platform. We customize the scripts based on what top producers were already using to, engage with leads. To with text messaging and Alex works 24 hours a day, 7 days a week. Here's the thing, you're going to get leads 24 hours a day, seven days a week. You're not working 24 hours, seven days a week, but Alex is. So the lead comes in, like Shawn described, we notify you immediately because speed to lead is critical. All the studies show that you should call your lead within five minutes to get the greatest likelihood of getting them on the phone, cutting to the front of the line, and winning their business.

With AI, [00:43:00] with Alex on your side, let's just talk about Alex, the text assistant. If you're right in the middle of the closing or you're having, you're at the soccer game or you're sleeping, Alex is going to do the work for you because Alex is still going to touch your lead immediately. And Alex is going to introduce themselves.

And what I like about Alex, and I'm going to show y'all an example is that Alex doesn't stop with one text message. So there's things that we're going to train y'all on. Call your leads. And then leads while they're in those first two to four weeks of their discovery and looking online, they're going to get daily property alerts from you.

We're going to automatically respond to their behaviors. They might not have answered the phone yet. Alex now is another touch that Alex is going to text your lead. And Alex works tirelessly. This example is a lead that registered on a client site in April. And the only one texting the lead is Alex. The technology and Alex can text every lead in every system and every CINC platform across the [00:44:00] country because Alex isn't human. But Alex is going to come across as a human because of the way that we've scripted the conversation. Alex says only objective only goal is to get uncontacted leads agent ready.

Alex is going to continue to work. And in this example, Alex texted the lead every day, just about up until April 16th, when the lead finally responded and said, I'm sorry, I've been working nights, but I am interested, which led to a conversation. With a text bot with human-like mannerisms with the not like throwing out all my credentials on why you need to work with me, but Hey, I'm very interested in what is most important to you. What is your why? And ultimately they sold them a house four months later because of the effort of Alex who texted that lead when the agent probably I wouldn't do it. Most people will text one time. And if the lead doesn't engage, y'all are going to get 50 to 70 leads on average a [00:45:00] month per agent in your system. This is helping y'all prime up more and keep y'all more competitive to getting you the right fuel that getting more leads primed up and agent ready. 

Jonathan Brown: Yeah. So I like to talk about this, like behavioral messaging, like the CINC AI, same thing. If they're not more motivated, educated, there's no engagement, then they won't respond. But if you look at other solutions out there, they're going to say, I have AI. What they've done is they've taken an AI solution and they have bolted it on to their CRM, right? That is never going to be as effective as an integrated all in 1 system where we have taken an AI solution and over the course of a year, and a half, we have taken custom a more custom approach.

We have consulted with top producing agents. And our CINC university live team who consists of real estate professionals, [00:46:00] practitioners of, our platform, as well as top real estate trainers, scripts, role playing and all that good stuff is incorporated into this. So it's always learning every conversation. It takes it, it gathers information and it learns and it gets better. We don't ask how many beds, how many baths, are you a first time homebuyer? We already have the information. That's the trick. We asked that information during that process of registration, like Shawn mentioned. So we'll ask, why do you need three beds? Oh I need three beds because I have two kids, right? And I have two dogs, so I need a fenced in backyard. The other AI technologies simply aren't scripted to generate those type of responses. That's why we win every single time when it compares when you compare our AI to everybody else on the market.

And I don't know if Suzanne mentioned it, on that Heidi Janish lead, the [00:47:00] agent never called that lead. Never, reached out. We waited. Our AI waits five minutes. And if there's no call within five minutes, we start texting. And it also speaks Spanish. I don't know if Suzanne mentioned that and the mobile apps, the consumer app that we have, you can convert it to Spanish.

We are leaps and bounds right ahead of anybody out there. Our mobile apps are just, they can't be compared to anybody else in the marketplace. And that's important because you can't manage, nurture and convert leads being stuck to a laptop. 

Suzanne McLean: One other thing I'll mention about AI and then we'll move on to next steps. But AI is not just for converting the leads that CINC generates. We have many clients that put their Zillow leads in here and even the whole system. It's better to nurture them with CINC because it's keeping you in the center is keeping you top of mind is keeping them coming back to your site versus your [00:48:00] competition's. And when they come in from a 3rd party, like a realtor or a homes.com or a Zillow, we want to bring them back to you and you're going to have leads that come from other sources. This client alone, you're going to see different sources with your database. And if there's Zillow leads, we'll help convert those Zillow leads for you too.

Okay. We'll do imports. This is a retargeting lead. So it's not just for the leads that CINC's generating for you. It's for everybody that you've done business with in the past, if it's other lead sources, it's just making your life easier. So you can handle your now business while CINC takes care of the rest.

I just another call I had earlier this week. You get at the mercy of your sphere influence, and you get stuck in these plateaus at 20 transactions a year, or whatever that number is for you. It could be 10 could be 25 could be 100 in order to get above that you've got to do what the whole purpose of how CINC was [00:49:00] started years ago was top producers that wanted to do more and scale their business. They had to turn to lead generation and technology. And fortunately for us. We've improved our system every single month since then, so that our clients stay with us. Ninety seven and a half percent retention rate. They are loving life. 

And we started at the end of a recession when the company came to be. We've been through another recession. Not every agent's going to make it. And we know that with the market changes. And it's going to be the agent that generates the leads three to four months in advance. So if you 2024 business yet, you're behind. Let's get started. And then having the technology so that 75 percent of people work with the 1st person they talk to, but they're not necessarily ready to buy a house. And that's what our all in 1 conversion engine is going to do. Okay, all righty. I can keep going, but I'll pause.

Richard Kaiser: That's really the critical part, right? You get the leads in the system, but you've got to have a way to turn that into [00:50:00] meaningful offline business. And I think the final thing, JB, I want to end this with you here is the thing we keep hearing in the uncertain market right now is teams are looking for a steady stream of transactions and they know risking money and time on new investments, new strategies, right? Without the certainty, those transactions happen can be a little bit scary right now. So you want to talk about background on our current program and promo we're offering. 

Jonathan Brown: Yeah. I mentioned it in between Shawn and Suzanne teed it up a little bit and at the very, beginning of our guaranteed sale program. Bottom line is. We know what it takes for you to be successful with a lead generation program like ours, especially ours. We know what it takes. So when you move forward with CINC, you can move forward as normal. We're going to invest in your business. We're going to give you all the tools that we talked about today to ensure your success for a small premium. And for all the pricing we're gonna ask that you [00:51:00] click on that link, and reach back out to us and we'll talk about it on a one-on-one scenario. But for an extra $100 a month on top of our normal pricing, we will guarantee transactions. And what we know is that with your initial investment into the CINC platform, our clients on the guaranteed sale program, we put them on a path that will generate them an extra $100,000 to $200,000 of GCI in addition to what they're currently doing today. the results, the data is there, and it's factual based on the data. I mentioned earlier, right now, the whole market's down, right? Sales are down 20%. Everyone's making 20 percent less money in their pocket, which means you have less resources to pull from. 

When you invest in a partner in a program in a lead generation system like this, you got to go with the partner [00:52:00] that makes it as risk free as possible and that you're not flushing your money down the drain, right? So when I say guaranteed sale, what does that mean? CINC is going to guarantee two transactions. Two transaction guarantee is better than zero transaction guarantee, right? So don't be close minded and say two transactions is not enough. Two transactions. Wow. That's more than anybody else will guarantee in this market today or has ever guaranteed. And if you think about that across North America, I would say about 90 percent of North America, two transactions, you are going to be in an ROI.

You are making money in addition to what you invested in CINC and let's do the devil's advocate. What if I'm in a market that's 250. Guess what? At least you're getting some of your money back and we have put you on a path to success. Don't think negative. [00:53:00] Have the proper mindset. Be positive about this.

I get it. If you can't afford it, you can't afford it. There's nothing that we can do for you there. But we can, if you can't afford it, we can guarantee. That you will be successful. And what is taking a step further? Basically you will get two transactions. Actually, if you look at the data and this big ROI analysis that we did, 60 percent of our clients closed two to four transactions in the first six months from the initial investment, two to four transactions within the first six months. And then from the initial investment close an additional 6 to 10 transactions the next year, you are looking at anywhere from 6 to 12 transactions from the initial investment. Think of that. It might not come in the first year, but we know based on the data, by month 24, with the initial investment, it will get you to those transactions. If [00:54:00] you follow our CINC success playbook, and here's the good news. We have it all spelled out. We have the implementation managers. We have the account managers. We have the process, the system, the technology to hold your hand and be your accountability partner throughout the entire process.

Let's say you get two transactions in the first month, that 100 premium goes away. We actually lower the cost to the normal pricing once you hit two transactions. Let's say come month 13, you have it, for whatever strange reason, you haven't hit that second transaction. CINC covers the cost of your technology fees on a month to month basis for the next, up to the next 12 months. All you got to do is buy your leads. That's enough I hope to help you understand what the guaranteed sale program means. 

The next question out of my mouth, if I were in [00:55:00] your shoes is okay, what do I have to do? What's the caveat? How many calls, how many trainings, how much support, right? We have it all outlined. What I would suggest is to again to reach out to us. So we're definitely going to reach out to you. I think that's going to happen and we'll talk you through, we'll show you what that looks like. You'll find it's very easy. And what's great about the guaranteed sale program is we're really asking for minimums. If you can just take the minimums, 100 dials a week. Let's say you did 200 dials a week, you will have more success because the data proves it. 

I'm going to, I'm going to stop there. I think we got, we're right on an hour. The market is healthy guys. We see the search activity. We get the data from Google, the markets, there's people out there, they want to buy homes. You know the issue. They're locked into these great rates. They're a little bit hesitant. It's just delaying the transaction. They're knocking [00:56:00] on the Google door and saying, I want to buy a home. We're capturing them. We're driving to your site. If we can give you 100 leads every month, you are going to take 20 of them and you're going to put them in your sphere of influence.

You're going to have 40 percent of them will become an appointment. That's eight, by the way, if we can get you eight appointments every month, guess what's going to happen month in month out. We're going to put you on a path to success where you're closing two to five transactions every month. If you stick to the process and you want to know the secret? it only takes one thing. make the phone calls.

I would rather you call one lead six times. Then six leads one time. It can't be any easier. I promise. I'm going to stop there. I think we had all of our bases covered. I love each and every one of you. Everyone pretty much stayed to the end. I thank you for your time and your attention. I hope it was educational.

I hope you [00:57:00] were excited about this. I love it. I can't keep my hands from moving because it's what I do. It takes me two things. Passion for what I do. I love online lead generation. It works. And confidence, right? Passion and confidence. I'm very confident in what CINC does and the technology. And that's all it takes for me.

Thank you for your time.