Brandon and Mallory Nelson lead a team of eight agents at Keller Williams Greenville Upstate in Greenville, South Carolina. Both grew up in Atlanta, so trips back to CINC headquarters feel a bit like coming home.
The Nelsons have been on CINC for close to three years. Before that, they tried other internet lead sources without much success. A mentor introduced them to CINC, and they've stuck with it since.
“You know, we've done a little bit of internet leads and stuff like that before that was not too successful. But CINC has been a breath of fresh air for us. We're not going anywhere.”
The numbers have grown steadily. In their first year on the platform, the Nelsons closed four transactions from CINC. Last year that jumped to seven or eight deals, including a $2.4 million sale, their biggest yet. So far this year, they've closed one deal, have another under contract, and have four to six more moving through the pipeline.
A turning point came earlier this year when Brandon and Mallory attended CINC University. Though Brandon admits he almost skipped it. Instead of a boring 3 day lecture, he admits it gave them the tools they needed to come home and rebuild their follow-up process from the ground up. They learned so much that they're headed back to an upcoming CINC U, this time bringing five members of their team with them.
We talked with Brandon and Mallory about managing a growing team on CINC, the features that changed how they work, and what they'd tell an agent on the fence about online leads.
Watch the full video here or read the Q&A below.
As our team grew, we moved our active leads over to CINC, and that transition was smooth. More recently we brought over a large batch of leads from a different database, and our client manager, Andres, walked us through it step by step. We sent him the files, he asked us a series of questions, and everything was uploaded seamlessly. Clients even get a welcome email with their login information automatically, which makes onboarding easy on our end too.
Not really. Leads are leads, and none of them are promised to you. The ones who sign up on multiple sites are going to sign up on multiple sites no matter what, and if they're not answering for us, they're probably not answering for anyone else either. We've never really run into a situation where we're competing over the same lead.
It also comes down to personality. If someone doesn't respond well to one of us, we'll hand them off to a teammate. We've had leads hang up on one person and then book an appointment with someone else on our team a few minutes later. It's about matching the right personality to the right client.
There are a lot, but a few stand out:
We're also excited to dig further into the text responder feature, which we learned about at CINC University but haven't fully rolled out yet.
Follow-up. In this industry, leads fall through the cracks if you're not organized, and CINC does the organizing for you. It shows you which leads are actively browsing right now, so instead of calling random numbers all day, you're calling the people the platform is telling you are most engaged. Between the auto tracks, the AI, and the launchpad, our follow-up process is far more consistent than it used to be.
Leads are not immediate business, and that's okay. They're a tool to build a database, and then you work that database over time. Follow-up is everything. It took us roughly six months on the platform before things really started rolling, and the more seriously we took following up, the better our return became.
People don't always answer on the first call, or the second, or the third. It might take six calls, sometimes more, before someone picks up. But they signed up on our site because they were interested, so we keep calling and keep moving forward. Eventually, they turn.
Brandon and Mallory Nelson lead a team at Keller Williams Greenville Upstate in Greenville, South Carolina. They can be reached at info@carolinawayteam.com. Their podcast, the Carolina Away Podcast, launches in the coming weeks.