Maximize your GCI with Online Real Estate Lead Generation

Learn how you can target more qualified buyer & seller traffic online and how leveraging successful Google & Facebook campaigns will help to generate leads that close faster.

Start the right conversations in your database - instantly.  Learn how to find the right leads already in your database that are ready to buy or sell before your competition does.

Create authentic connections with AI-Powered Automations and explore the best ways to build stronger connections with more leads, leading to more listings and more sales. See the full video and transcript below. 

Transcript

Jonathan Brown: Hi, everybody, I'm Jonathan Brown. I am a Director of Sales here at CINC. Thank you for joining today's product webinar. Today's webinar really is titled - it's about maximizing your GCI in 2023, as it relates to online lead generation. That's what we're all about here at CINC, is helping you scale your business giving you the best website, giving you the best lead generation tactics, giving you the best conversion tools and mobility tools to help you better manage, nurture, and convert as many leads as you can to generate as much GCI as you can.

So having said that, again, I'm Jonathan Brown, the director of sales. I also have Shawn Craig with us. He's also a director of sales. He's also an agent. And then I have Suzanne McLean, who has been with CINC for about eight years now. She's also a real estate agent, and she's our national account executive. So Shawn will be walking you through the consumer experience, which is our website and our lead generation tactics. Then when once he is done, he'll kick it off to Suzanne, who will go over our conversion platform, and the mobility tools and really trying to hone in on the top tools that our agents utilize the most to generate and maximize their GCI.

So, I'll go ahead and just kick it off with a brief overview about who CINC is. I think it's really important to understand who you're potentially partnering with as it relates to growing your business. So we are CINC. We are owned by Fidelity National Financial. It's a Fortune 300 Company - the largest title insurance company in the US. All they care about is helping agents sell more homes and make more money for themselves. Right. So also, you're partnering with one of the best partners in the industry who demand excellence. You're going to get white glove service, support, and training. Everything that we're going to do - we're going to hold your hand the entire way to help make sure there’s success. We are the only Google Premier Partner & Facebook Premium Partner. And we're also a Meta that is known as Facebook, sorry, Bing, or Microsoft partner as well. So, we're the only ones in this industry that are Google, Facebook, and Microsoft partners. That's going to help you. What that means to you is your money is in good hands, right? There's nobody else out there that is going to have the best tactics, generating the best quality leads that will convert into more transactions, and about 4,900 active teams and platforms that rely on us. Altogether about 60,000 agents, they come to us, just like you here today. They have a challenge with growing and scaling their business. They want to leverage the Internet. They're having a hard time. If you think about what's wrong in their world and why they tend towards CINC - they have a branded site, but it's not conducive to internet lead generation. They don't know how to generate good leads. They don't have a CRM, or they have a CRM that's provided to them by their brokerage that's not tightly integrated with their website or with how they drive leads. They don't have mobility tools. So what CINC provides is that all-in-one system and tight integration that helps them be just highly more efficient and effective at generating leads and converting leads. We've got a 97.5% retention rate. All that means to you ss after that initial investment with us, only about 3% don't stick around. That means we're making people money. We're providing them great support, great training, great leads are converting, they're selling more, making more. Most of our initial clients, and I'm talking to you guys, as an initial, if you were to sign up with us today, the initial investment over the year that you provide to us, you're typically going to see about a 7 to 10 times ROI. That's about five to seven transactions that you might see, sometimes more, that you're going to see as a result of that initial investment with CINC. If I can say to you today, “Hey, if you give me $1, we're going to get you $7 to $10 back.” Most of you would raise your hand, hey, I'm in. Let's get started. Again, the whole entire goal is just to help you guys make more money.

So I do want to kind of give you a 30,000-foot overview, just to make sure everybody understands as a whole what CINC is. It is an all-in-one system. It has three major components. There is a consumer site that we will build. The value there? It's built for Internet lead generation; it's going to weed out less serious buyers, generate the best quality leads possible, and keep them active on your site. The hyper-local lead generation is what we do better than anybody else. And Shawn will talk to you about that. If you can ask us, “Why are you different?” It's because of our hyperlocal targeting and how we can capture more educated buyers in your market, and route them to your site and keep them engaged on your site every day. Then again, when Suzanne kicks in, it's the third part of our platform - our conversion platform, our CRM itself, and our mobile apps. Again, you need to be able to manage, nurture, and convert your leads while on the go, while in your office, which is your car. And we have the best mobility tools that allow you to do that. So, I'm going to stop there. I'm going to go ahead and stop sharing my screen. I'm going to kick it over to Shawn Craig. He will talk about the consumer experience and the lead generation that comes with it.

Shawn Craig: All right, all right. I've just started sharing my screen. So just a quick introduction on myself, as well as my family, because we're all in real estate. This is my website; we'll walk through it. But as JB said, what we're going to talk about, or at least what I'm going to handle today, is we're going to talk about the consumer experience, which is really the website.

We're going to talk about the website; we're going to talk about why it's different and really what purpose does it serve. And then second to that, we're going to jump into our targeting for our lead generation. We're going to make sure everyone here walks away with a good understanding of why we are different from what's currently out there today. We've got a very unique strategy in terms of the way in which we can attract something called an ‘educated homebuyer.’ And it's important for everyone to understand how we go about doing that. But before I get into that, let's jump into who am I.

So I've been in real estate for about 17 years. I've been at CINC for almost five years. I have the privilege of being able to generate leads for my wife, as well as her real estate team in North Atlanta. We're in a small town called Cumming, Georgia or Forsyth County. And I'll tell you, whether you're generating leads for yourself or you're generating leads for a team, I can tell you without a shadow of a doubt, there's no one harder to generate leads for than your spouse. No doubt. So, when it comes to what we provide, thankfully, CINC is really good at doing that. I also have five children, and as JB said, I am Director of Sales here at CINC.

So we'll jump into it now. Let's start off with my website. So again, this is my website that we're currently using today. It's called Search Forsyth County Homes. Feel free to check it out. What you're going to find is that when you come on board with CINC, we're going to build you a hyperlocal lead generation website. The website is going to be extremely clean, extremely crisp, and it's very sharp. Okay. Everything that we do here at CINC, we do with excellence. And what we've decided to do here is to make sure that the websites that we build for you are speaking to a very specific audience, and that audience is going to be your local market. So, as we kind of work our way through the website and then also into targeting, I want you to be thinking about an educated homebuyer and what that is, and I'll define that for you in just a second. But really, what we're doing is we're building this website to speak specifically to those people who are looking for specific homes within neighborhoods, within school districts, and various other points of interest within your market. That could be people who desire to be on a golf course, that could be people who desire to be in a gated community, someone who wants to be on a lake, various ways of doing that. So again, our website's very clean, very crisp, very sharp. They're very specific. We'll jump over to our search, we actually build our websites all based on a dotnet framework, which makes them very clean, makes them very functional and gives a great user experience to all the consumers.

So now let's talk about targeting because this is really the most important. And I went ahead and created a little bit of a slide for us to talk through a little bit today. So, let's first start off with how is it that most people are attracting people online. Well, very similar to CINC, they'll take various approaches, whether it be on Facebook or various other social media channels like Instagram or even Twitter. Probably the most popular is going to be Google. And what we're going to focus our efforts on today will be Google, to begin with. But let's talk about targeting. Right, so traditional targeting, especially when you're talking about search engines or various other online marketing, the majority of the time what people are doing is they're collecting your zip codes or your cities. Once they've collected your zip codes and cities, they're basically doing proximity-based targeting from there. Essentially, what they'll do is they'll put a pin in the map, and they will say, okay, within a five-mile radius, 10-mile radius, 20-mile radius, or even further, we're just going to generate any and every person for you. And that's really their approach. And not to say it's a bad approach. I just think it's somewhat of an outdated model. And I think that you can be a little bit more specific, a little bit more finite in terms of your targeting, and that's what CINC really does. In order for us to get you that educated homebuyer.

So, let's talk about it. On this slide here, what you're seeing here is that we're encapsulating things like your counties, and your cities, and your zip codes, which is more traditional. And then what we're doing is we're getting very specific into neighborhoods, into various country clubs, and school districts. And as all of you probably know, especially if you have children - I have five, as I mentioned before - we moved to our area just to make sure we can put our kids in the right school district. So, you can bet your bottom dollar that when we were searching for homes, we got frustrated, right? What we got frustrated with is the fact that we're going to Google, we're going to Zillow, we're going to realtor.com, we're going to various places, and what's happening is that we're finding our dream home that doesn't happen to be in the school district we want, right? So there's the challenge. So, what I want you guys to be thinking about is putting yourself in the shoes of a homebuyer, right? Put yourself in the shoes of them from the standpoint of if you were looking for a home, what's going to be most important? How would you go about attracting that person who is really looking for a specific school district, a neighborhood, or even various other points of interest, as I've already mentioned.

Let's talk about the process here if we could. Actually, let's talk about how I target because I think that's a great approach. If we go down to the bottom of my website, what you're going to see is you're going to see these quick searches down here. These quick searches are all landing pages, and I'll show you an example of one of them in just a second. But these landing pages represent a direct correlation to my lead generation strategy. So, when you think about giving you some insight into, you know, how a top agent is generating the right types of leads and those educated homebuyers, this is how it's done. So, let's walk through them just real quick. And I'll be very brief. But of course, I've got the zip codes that I cover here. And then also, I've got my city as well as I've got my county, which is Forsyth County, hence the name search Forsyth County homes. And then we get into a little bit more of that precise targeting that I was mentioning. We’ve got gated home communities, we've got golf course communities. I happen to target three different school districts in our market. There happens to be seven. Well, as you know, they're all not great. Some of them are better than others. And these happen to be the three that I'm focusing on. They tend to be the most affluent, and they tend to have the highest-priced homes around that area or in my area. And then various other things like we have a lake in our area, so we're targeting lake and then various other luxury homes, whether it be on the lake, or even in our city. Probably most important to us is really going to be neighborhood-specific targeting. All of these are neighborhoods. We can jump into one of them or even a couple of them. We jump into one of them, and you'll see it's very specific. What I would challenge you to do is to really, you know, think about your market, right? Really dive deep because I'll tell you, all of this knowledge exists in your head, you're getting asked these questions all the time by homebuyers. They want to know what are the top neighborhoods in the area. Where are the, if I had half a million dollars, or I’ve got $750,000, What are the neighborhoods you recommend? Right? These are also going to yield the highest commission rates for you. So that's what we're looking to target here.

So now let's talk about how we actually generate a lead. And we're going to focus mainly in on Google today, but understand that we also do various Facebook campaigns and we do various other retargeting campaigns. And there's a lot that we can do for you here. But let's focus in on a buyer coming from Google. So first off, I believe people go to three places to look for homes. I do.

1. I think they go to Zillow
2. I think they go to realtor.com.
3. And I think the lion's share of them all go to Google.

That's what I believe, so I believe that people are going to Google because they're intentional. And because it's a habit. We all search for things on Google today. It's just a habit. So, if we take an example here, I just typed in homes for sale in Lake Norman, North Carolina. And what we're looking to do is our goal is to intercept that active searcher, right to intercept that person who's out on Google right now looking for homes, and we want to drive them to you specifically, directly to the site that we created for you. So, as you can see, if any of you are familiar with search marketing, there are typically three to four different ads that show up here at the top. And what CINC is going to do is we're going to place your ad here at the top because, again, we're getting very specific. We want to build out keyword strategies for neighborhoods, for school districts, for various other points of interest in addition to your cities, as well as your counties. And by doing so, we're going to come up with 1000s of keywords, various ad groupings are going to start driving those people to the site. That's really the first step, right? We’ve got to get them there, and then we'll worry about generating a lead.

So if I open this up in a new window, what we're going to find is that we're going to drive them to an example landing page or to a landing page. This is a good example of what CINC is going to build. We're going to build out various landing pages for each of those points of interest for you. As you can see,it's an IDX driven, which means we're going to connect directly with your MLS. We're going to be updating homes here every few minutes. Now from there, let's continue on with the process. Someone comes in; they find a home they're interested in. We'll take this one as an example. And what they're going to do is they're going to click on it. When they click on it, we're going to put a three-step registration process in front of them. This is where the quality control on CINC really begins. It’s a three-step process. It's intended to filter out some of those people that are just not, you know, let's just call them tire kickers at this point. So, this three-step process is actually going to filter out about 85% of all the traffic, meaning only about 15% of the traffic that we're driving over is actually going to make their way to the listing right here. Now, by the time they get to the listing, you're going to know a lot about them. You're going to know:

1. Are they a first-time homebuyer?
2. Are they pre-qualified for a loan?
3. What's their timeframe from making a purchase?
4. And then last but not least, do they have a home to sell?

So some very important information. Now let's talk about the home for sale really quickly because that's important. I think all of you guys have realized over the last few years that a lot of the time what you're seeing is that those homebuyers that you're working with, they also have a home to sell. We're seeing the same thing. As a matter of fact, we're seeing, about 66% of the time, a homebuyer is telling us they have a home to sell. That's roughly two out of every three leads that we're providing have a home to sell. So now what CINC is going to do because we've already thought out the process. Well, what we want to do is start teeing up the opportunity for you to be at approach them not only to help them buy their home but to also help them sell their home. So, what's going to happen is, once somebody tells us they have a home to sell, we're going to prompt them with a request for their address. Once we've captured their address, we're going to actually perform what we call our HomePulse, which is a home evaluation tool. So again, think about it this way, you've got a homebuyer that came in via Google. They've gone through a three-step process. They've told us they have a home to sell. And now what is CINC doing is we're helping you. Now what we've done here is actually performed a home estimate, just like you guys do with your CMAs. But what we're doing is we're giving you some room, right? So you'll see this is a home estimate for this home. It's coming out to $753,000. Now you all know it's all based on the condition of the home. So, you'll see a range that we placed in here for you as well. And then what you'll notice is, is that there are various calls to action throughout this HomePulse. And what you're seeing here is some additional details about the home. Here are some additional insights on the community. But what you'll notice is that there are various ways that people can interact with this. You'll see various, you know, opportunities, ‘Hey, is now a good time for you to sell your home?” Various other things around tracking your equity. In this case, this person owns their home. They have full equity in their house. Must be nice. Now, this will track the opportunity for folks. Give them an idea of what they have in their home. And then, as you can see, we've got access to sold data. So, what CINC is going to prepare that home seller for is what homes would have recently sold for in their area, and not only that but what are the active and pending homes that are currently available today that they're in competition with. So, as you can see, again, everything that CINC does is very clean, very crisp, and very sharp. And it's intended to help you as an agent just maximize the amount of commission that you're making. And why not work with those people, not only to help them buy a home, but also to sell a home. So, would love to share more with you guys about this offline, but just let us know. Now if we move back to the process, we're going to jump into a listing again because there's a lot that's going to happen here. And I'm gonna take a sip of water real quick.

All right, so now we're on the listing at this point, we've actually captured their information through registration; we've identified do they have a home to sell, and if they have a home to sell, we go the HomePulse process. But at this point, right now, we've got a lead that we've generated. We've got to notify you of that lead. So, what's going to happen is you got multiple options here. But the first option that most everyone runs with will be Switchboard Sara. That means we're going to notify you by giving you a call. It is a robo-call, but everybody loves her. Again, her name is Switchboard Sara. She'll call you up, give you details about the lead, and ask if you're available. If you're available, you simply say “yes,” and she'll go ahead and dial the number for you, which is great. I think all of you understand at this point how important it is for speed to lead. Understand that these people are knocking on your door. They’re on the site. They're actively looking for a home. They've gone through that process. You need to make some time available. Now let's say you're not available. That's okay, too. It's not a big deal, right? CINC is intended to generate a lead that not only comes to the site once but that stays engaged over the course of time. So, what's going to happen is welcome emails are going to go out to these folks as well, and then what's going to happen from there is these property alerts are going to be started to be generated. Now, when you think about property alerts, the majority of you at this point are probably setting up property alerts through your MLS, which is fine. But with CINC - It's a very smart system here - And what's happening is that our system is collecting data and information about this home buyer as they're searching on your website. It's going to allow us to tailor those property alerts automatically for you. So, what's going to happen is CINC is going to generate these property alerts that are going to be sent out on your behalf on a daily basis. They're going to hone in on specific neighborhoods. They're going to hone in on specific cities and various other aspects of what they're searching for, which is all-important. Now, what's great is that CINC does this a little bit differently than anyone else. Because not only are we doing this based on relevance, right, so what is this person looking for? But we're doing it based on timing as well. And this is where most everyone misses the boat. And I hope you guys will get this. What matters nowadays is the inbox, right? Everybody looks at their inbox; everybody's constantly checking their inbox, but the bottom line is we're getting more spam than we've ever gotten. And I'll tell you that what CINC does is we're going to optimize by timing. We're going to understand when is somebody actually looking in their inbox? When are they checking their emails? Because what we want you to do is to serve these property alerts not only based on relevance but also based upon the most opportune time to where we're going to get the highest click-through rates we can. I think the industry average at this point is about a 40% Click Through Rate On Property alerts. CINC is seeing a 60 to 65% click-through rate. So does the timing matter? Absolutely. So, a quick example, let's say Jonathan Brown, maybe you get up early, you check your email, maybe you're a 6 am guy. You check your email immediately when you get up. Let's say, Suzanne, maybe you sleep into 11. And then you check your email normally, right? Two totally different behaviors. Right?

Jonathan Brown: I would reverse that, Shawn.

Shawn Craig: I would. I would. I was not going to go that route. I do know that you get up early. But here's the deal, right? Two totally different behaviors. And that's important, right? And what we would do for Jonathan Brown, in this case, is we’d deliver his property alerts to him at five minutes till six. And for Suzanne, we’d deliver hers at five minutes till 11. It matters. It matters, and everything that CINC does, we've thought through, and we're trying to get you the highest engagement.

Okay, so now moving on, right? Suzanne is going to talk about the AI here before too long. But go ahead, JB.

Jonathan Brown: Real quick. We're going to try something and do something completely new for everybody here. I've got the approval to do this. Shawn, don't change your screen. Shawn, if you can go up in that URL, where it says homes. Search Lake Norman houses.com, forward slash homes. In the URL itself, just the homes part. If you can take out the 'homes' and put in ‘home details.’ No, you need everything. Just hit refresh or go back to the… I need the entire URL to be there. Just change homes to home detail. Okay, now, do  'home details.' Don't worry, people we’ll get you there. This is not a fluke or anything. Home details. Hit Enter.

All right. So this is something I just wanted to call out. Right. So, we have 42 people. This is a sneak peek, a sneak preview of the property details page that Shawn just showed you that here in the near future, probably the next week or so, it's going to look even better. Right? We've been working on this behind the scenes. It's ready to go. We're testing it out. Don't worry about that Admin Details bar right there, but we have an even better consumer experience coming out here in the near future that you can get excited about because your clients are going to love it.

Shawn Craig: I love this. Like, I'm a huge fan of this.

Jonathan Brown: But this is pretty exciting. It makes for a much cleaner experience. We've already seen some really nice conversion rates. People are interacting with more listings or staying on the site even longer. We’re seeing more showing requests, which is awesome for our clients. We're seeing more people raise their hand saying, “Yes, I have additional questions about this listing.” All that is great information. The more we can generate higher quality leads, that show even more intent. “hey, I want to tour this home. Hey, I have questions about this property.” those leads convert even higher. So, I wanted to give you guys a quick sneak peek into the future, and it's pretty exciting. Even the gallery of the images was a little bit easier for the consumers to navigate. They’re bigger, bolder, they load fast, and it's more of a modern experience. So, it's only going to get better, and we're pretty excited about that. Just let you know again, we believe here next week, by the end of April, we'll have all these new property detail pages rolled out live for everybody across all of our partner sites or client sites. So wanted to share that real fast. I'll stop there. Sorry for doing that impromptu, Thought it was cool myself, and if you want to go ahead and kick it over from Shawn…

Suzanne McLean: Hey, leave that there for a second. What I love about this is that even if they didn't provide their address when they registered, we're still asking them at various other points to provide their address. The ‘find out now.’ They may not have provided their address with registration, so we're asking again because the more data we have about your leads, the better we can nurture them for you.

Jonathan Brown: Yeah, go ahead and click on the ‘Request Tour’ button there, Shawn. So what that will do is it would pull up another thing, and it also just asks for, maybe a different phone number that you might want us to call you at, so we're trying to collect even more information for our agents to have and leverage. Cool and exciting things coming up for our clients

Shawn Craig: It’s impressive. Alright, Suze, do you want to take over at this point?

Suzanne McLean: Yep. All righty. Y'all can see my screen now. Here we go. Y’all can see my Broker Launchpad?

Jonathan Brown: Yep. We got it.

Suzanne McLean: Okay, awesome. Okay, so here we go. I love sharing this part of the demo. Because this is evidence that everything Shawn tells you all the good fuel he's generated for you is now going to convert to transactions and money in your pocket. So our platform, it's an easy-to-use platform, and one thing that we haven't mentioned yet is the level of training and support that you're going to get as a client with CINC. It is world-class, second to none. Our clients will have one on one training calls. They have their own personal account manager, and then we also provide advanced training through in-person trainings called CINC University, that we hold once a month in a different state and different city. Lots of people come. There's a lot of great camaraderie around CINC University, and appointments set, and the money that you make going home after attending CINC University, so make sure that you ask your rep about that.

But I'm going to go ahead and show you all the CRM or our conversion engine, and like JB mentioned, our platform is designed for agents that are on the go. Y'all are already busy. You don't have to be landlocked to an office. You don't have to be attached to your computer to manage your book of business because everything that I'm going to show you today on the web version is available through your agent app. The agent app does everything that the web version does, and regarding your management of your leads, your team, your schedule, lead routing, even, you can manage that from the mobile app. The other two apps that we have are the consumer search app and the open house lead capture app. When leads register on your site, we prompt them to download your consumer search app. Anybody that's in your database can download this app. So even if they don't download it the first time, we're continuing to prompt them to download the app through property alerts and when they're opening up emails and they're on their phone. The majority of the traffic that you generate on your site is going to come from a mobile search. And consumers are more and more savvy. That changes all the time as well, so we've got to provide tools that keep y'all sticky and keep your leads and your database working with you versus your competition. So, this is another one of those strategies is providing this consumer search app. And they will be able to search homes just like if they're on your website, navigate the search, inquire about properties, and they can see information just like we were showing you on the property pages of the website. Everything they do here we track so that we can automate the responses and the behavioral messaging for you.

Two things I'll point out about the app are that when leads, when something hits the market, so we send out these daily property alerts to your database, which are going to be available listings based on their search criteria. But later in the day, we all know agents are out all day long, getting new listings, too. So, when somebody has a new listing, and it hits the market, we're going to notify you or your lead, excuse me, that there's a new property available. So, they're going to see this on the home screen of their phone when something hits the market. So, they might have opened up their property alert because they're like JB, and they open up email at 6 am every day. But now it's, you know, four o'clock in the afternoon, eight o'clock in the evening, and a listing agent puts something else on the market. That hits my search criteria or meets it too, and you don't have to worry about me missing it because it’s going to show up on my phone.

And then we also - the HomePulse data lives here as well. So again, if they didn't fill out that HomePulse estimate when they registered, there are other prompts for them to provide that address. I recommend every time you go to a closing, update your client's profile with the updated address because everybody always wants to know, especially in times like it's been the last few years when the home values have changed so drastically. Sometimes in just a few months, people want to know this information about what the competition looks like, and especially what the equity is in their home. So, this is a good tool, HomePulse, to nurture your leads beyond the sale, as well.

And then the third app, is an open house Lead Capture app. So y'all that are in markets that are doing open houses, if this is something that you like to do to generate more pipeline, this is just a professional tool. You can put it on your iPad. Buyers come in, they register through your app. We're asking all the same questions that we asked them with registration on your website, and then there's automated follow-up to catch those leads after they've come to your open house. Hopefully, somebody puts an offer in, but you've also built some new pipeline that we're going to help y'all nurture and follow up with a property alert and a specific drip campaign to that open house.

Alright, so back to the CRM. So as site owners, y'all are going to have your own broker launch pad. This is a launch pad where we pull in all the data in the report, so you can see how well the site is performing in regard to lead flow, where your leads are starting, what sources your leads are coming from, and then also the activity of the team, and how the team is moving leads from new lead to sold. So, you'll see the pipeline reports for the team collectively. The pipeline reports for individual agents. You'll also see activity reports as it pertains to the number of calls, notes, emails, and text messages that have gone out. And then there are other tools that you'll be able to access here if you want to manage your ad spend through here. You can add any extras that you want to add onto your site. You'll be able to add this through your broker launchpad.

Now the agent Launchpad is going to look a little different because this is specific to an agent Everybody on your team, or if you're a solo agent on your own site, you're going to have an agent Launchpad. And this is going to be a place if I was logged in as an agent, it would look like I had something to do, but I don't, I'm not logged in as an agent, so it looks like I have nothing to do here. On this Launchpad, it'll have your reminders or follow up, your best leads to call, and what your own personal GCI looks like. And then another report that you're going to see under Launchpad is the Call Summary report. This is where we're tracking what activity looks like for you as a solo agent, but also what your team is doing in regard to the number of calls that they're making and what the results of those calls are. So Sherry, or Kim Butler, actually here, this is April 12, as of 1:32, she had called over 103 leads today. And behind each one of the links, you're going to see the report of who she called and what the results of those calls were.

Alright, so now I'm going to tell you about the four things. These are the four things that top producers are doing and the evidence that the platform works. So this is the Leads Dashboard. If you have a team, your team when they log in as agents, they only see leads that are assigned to them. You as a site owner, you see everything in the platform. So, the first thing I'm going to do, I'm going to sort this by last login, and you're going to see here, this is a lead, Vanessa, she just registered three hours ago. The next lead, Leslie Wayne, she registered two days ago. Leslie's already been back to their site four times in two days, and she was most recently on 14 minutes. Tiara, this is a Zillow lead, so you can use your same CRM to streamline everything under one roof. We want to give you more time back in your day. If you're using third-party lead sources, put them into CINC, and let CINC help y'all with automating the follow-up. And this lead that they got through Zillow has been back to their site twice, was on 23 minutes ago, and has viewed 12 properties. And let's scroll down a little further. You've got a lead that's been here for 45 days, 350 days, 182, 970 days ago, and this lead registered on their site two hours ago. So the reason I showed this is because this is the evidence the platform is doing what it's intended to do, it's keeping you top of mind for the lifetime of your leads while they're in your database. We're building database for you, and you're going to have leads that come in. Some are going to come in ready to buy, some might be three to six months out, some might be six to 12 months out, and some might be two years out. The majority of the leads that you convert to a transaction when they hit your site the first time, they're either going to be three to six months out or six to 12 months out. The most important thing you can do if you're going to invest in lead generation is to make sure you have a follow-up system in place. If you don't, that's the reason agents fail in our industry at converting internet leads is they don't have any follow-up, so this is what we're doing. We're providing that follow-up system that will make sure that we're keeping the leads coming back to you, keeping them off the competition site, coming back, you're over and over until they are transaction reading. Okay, so property alerts - super important getting them into their inbox. This is where it's like four o'clock in the afternoon at an 83.3% open rate. You can see all the detail of all your leads, but this is where we collect that information. We know when they're going to open up email, we know when to put that property alert in their inbox. Okay, so property alerts. Super important.

The second thing is automations for…Now one thing also, if you've done any exploring other real estate technology, CINC’s platform is built out for you. When you go live, you are not creating anything. We already have it ready to go. This is a done-for-you platform. This is very unusual. There's a lot of tech out there, and it seems pretty, but you turn it on, and guess what? You're building the whole thing yourself. We have gone before y'all when you hit go, it's already assembled. You're going to have a campaign library. I think there are about 40 campaigns in here. We're always adding and updating this content. This content can be used to nurture your sphere of influence, your past clients, your future buyers, your future sellers, your short-term, your long-term, all professionally written. When information is going out to your leads in your database, it's all about you keeping your brand in front of them, your beautiful agent headshots are going to be on here, and your custom signature. So you do not have to go out and create content. Y'all go out and sell houses. We're going to provide all the tools. Now, let's say you do want to customize your own campaigns. You can also customize your own campaigns with CINC, but we're going to provide you all with good content to make sure that you're staying engaged with any type of lead, whether it's a past client or a future buyer or seller.

Third thing - these two kind of go together. So behavioral messaging, this is one of those features that are important to make sure that you make sure that nothing slips through the cracks. So as y'all can see when I was on the leads dashboard, there's a lot of activity happening on the site every day, all day long, because property alerts are going out all day long. Drip campaigns are going out all day long. People are coming back to your site all day long. They're getting instant property alerts on their app. It's bringing them back to your site. So y'all are out there selling houses to your now business. And when somebody does something that shows interest, we've identified several behaviors that you don't want to miss out on. So when they do something like they submit a property inquiry, we're going to automatically text the lead for you. Let's say they come back to your site after being active for 30 days. They're re-engaging. They're showing interest. They're favoriting properties. The CINC platform will automatically see that behavior, send a text message on your behalf. It's personalized to them, so it'd be like, ‘Hey Shawn, this is Suzanne with searchforesythhomesforsale.com. Thanks for favoring some homes. Would you be interested in checking a few out?’ Every one of the behavioral text messages is a question, and that is also by design because they're going to be on their phone. Everybody takes their phone everywhere. We use text messaging for that purpose because we know they're going to read it and be most responsive. And when we ask them a question, that's going to trigger them to reach out to you. And you could be like Mike Glass.

One of my favorite testimonies ever is when Mike Glass was doing absolutely nothing at 10:30 pm. Now he's from Atlanta, so he might have been sitting in his recliner watching a Braves game. I don't know what he was doing, but he was not working his leads at this moment. And he got a text message from a lead that he had never spoken to before, and would you know the next day, he sold them a house, so he loves behavioral text messaging. So even if behavioral messaging recognized one behavior and triggered one response in one year, and you made an extra $15,000, this platform would make sense every single day in your life. So behavioral messaging, it can be a game changer to make sure you don't miss certain behaviors that show interest.

And then CINC AI. CINC AI - This is Alex. Alex is your new best friend. Alex is your artificial intelligence text assistant that will go beyond measure to make sure that no stone is left unturned. So when leads register, Shawn talked about when the lead registers on the site, speed to lead, Switchboard Sara is going to call you, you’re going to get a text, you're going to get a notification through your app that you have a new lead. We train on speed to lead. You're the only agent that's getting the notification that the leads registered on your site. So, we want you to try to call the lead because they're online. They may be jumping around from site to site, and nine times out of 10 they're going to work with the first person they talked to, so if you can call them, call them. But if you can't call them, it is not the end of the world because they're getting that welcome email, and Alex is going to have your back. Alex is going to text the lead, so I'm going to show you an example of what this would look like for you. So, this is a client that registered, or lead I should say, that registered on the site, and the agent did not text the lead. Alex - where you see these little bubbles that say AI, this is actually tech script that we have customized into our platform for artificial intelligence. Now the way that we customize these scripts we're using the scripts that top producers are already using to convert online leads. This is proven stuff, y’all. And here's the good thing is Alex is going to continue to have a conversation with your lead and get that lead agent ready and in a lot of cases, set up an appointment for you, so in this case she set up an appointment for Danny, and Danny sold them a house two months later. But what's beautiful is that Alex will a lot of times get more personal information about your leads that even you or your agent can get like the school district information, their children, the grandma that's moving in, they want a pool. So Alex is doing all this to build a relationship. Okay, now, there's going to be times when the lead doesn't respond, and that happens all the time too, Because Alex works 24 hours a day, seven days a week. Alex is not a human, so Alex doesn't get its feelings hurt if a lead doesn't reply the first time. Instead, Alex is tenacious, and Alex has texted this lead every day for about nine days until they finally replied and said, ‘I'm so sorry. I've been working. But I am interested.’ I love this example because a lot of agents, and maybe some of y'all here today would even admit this, that you make text a lead once, you may try to call the lead once, and if they don't respond, what are you doing? You're prioritizing your time on who is engaging. So Alex goes beyond that. Alex will work 24 hours a day, Alex will work while you're sleeping. Alex will work while you're eating. Alex will work while you're on vacation. While you're working with your now business, Alex is converting more of these leads to agent-ready status. Okay, now with your leads that you import into CINC, Alex doesn't stop with new leads when they register. So, leads can be in your system and reengage, and Alex is going to help you all convert them as well. All right, so that is Alex.

Those are the four things that I make sure that we cover on webinars and when I do a demo with you one on one because this is the evidence that the platform is working to help y'all convert and make more money. And then the system, you may be interested in doing things like building out custom landing pages, capturing lead traffic when they're driving by your listings, we have that technology called text responder. We have just recently rolled out a Deals dashboard to help you all manage the transaction because we know a lead is a contact, but a transaction has multiple contacts and multiple steps, and this is helping our clients manage the transaction and all the contacts that are involved with the transaction, all those important dates, and what the commission looks like.

Okay, all right, JB, what do you need me to cover next? Oh, I want to cover the social proof. All right. So, I've got this pulled up here. So a lot of y'all, I don't know - There's several of y'all on this call today - how much you know about CINC, but you can hear it from me. You can hear it from JB; you can hear it from Shawn. I've been with CINC for eight years. The year before I was with CINC, I was an agent, in a year and a half had 22 transactions from the platform. I know it works. But here's where it's coming from our clients. This is a gal Danielle Pena, she's north of Atlanta. She's been with CINC for going on four years now, and her first year with CINC, she made 9.6 times return on investment. She shared this with us on our CINC owners Facebook page. The following year, she was at a 16.8 return on investment, times return on investment. And then this past year, she averaged about 14 times return on investment with the platform, and she shared this with us on things on our CINC owners Facebook page. What I love about her post here is that her average sales price and 2022, she tells us is $565,000. In her market, the average home price is just a little bit over $400,000. So, with the quality of leads, how we hyper-locally targeted buyers, and her community, she was able not only to make a substantial return on investment, but she increased the average home sale, so, of course, she's making more money on those deals.

This guy here - love what he says. He says that CINC is spitting out dividends. So, he's been with us for a few years, and every year has gotten better and better. So, in his first year, he explains it really well. He says that basically, the platform is a dividend stock at this point. Everything invested over the years just keeps spitting out returns. And then a gal asked about how long it took for him to start to see an ROI, and he explains here that over the first six to 12 months, he's building database, we're building database for him, and he's converting; he's getting some sales out of this. But it was when they went into year two, they had 40 transactions and then in multiple years, they've had over 100 closings on the platform. So, this is a system. We're building y’all a database. This isn't a quick fix to help you get a few quick sales. This is building an asset that y'all can take and build and grow forever, and if you ever want to sell it or retire, it's an asset that you can pass on. And then there are some other comments on here about how think is just an asset for this person. It's their book of business. Three years now, it's a goldmine. So these are real comments from clients on our CINC Owners Facebook page.

This is another thing I like to share about our community. Shane Kilby - He's been with CINC for many years, but when you come to be part of the CINC community, not only are we providing you guys the highest level of training and support, but we are also giving you a community of top producers all over the United States and Canada, and they are willing to share. So that CINC Owners mastermind Facebook group is for y'all. It's for y'all to collaborate. We even do quarterly mastermind events for site owners that Shane here, he's actually offering up like, I'll talk to you, let me know, I can help you. So, this is just to kind of give you a little flavor of the community.

Now, I did mention that leads come in at all different stages. Mike Glass again, he captured a lead just a couple of weeks ago that came onto the site on Thursday. By Monday afternoon, he had been pre-qualified and under contract, so you just invest.

This gal, she's been with CINC - four years later, she can't imagine our business without it. I can go on, I've got all these tabs open, but everybody's loving it. Alrighty.

Jonathan Brown: That's phenomenal. Here's the thing as we wrap up. My ask for you all is to do something. Right? If it's not CINC, fine. Whatever it is that meets your budget or meets your needs, just generate leads. I actually was working on a with a client, Suzanne and I. Suzanne brought me and said, “Hey, can you talk to this lady with me?” And she was a very successful team leader. She just acquired this small team - two part-time agents and another agent had just moved into the market, and that agent actually had success on CINC. And the team leader was still hesitant. She's never done internet lead generation before. She was still hesitant even though the other agent was like, “Hey, I've done it and I’ve had success on CINC.” And they were in a small market, and there was no listings and nothing to buy. And the thing is, the search activity is out there. People want to buy houses. It's Google, Bing - being their number one partner, we know it; we see it; we see all the search activity. So, I told her, “Bonnie, the thing is you have agents, two of them are part-time, what are they not full-time? Do they need help, and you have an agent in your market that can't go door to door and it doesn't feel comfortable knocking on doors and networking. She likes internet leads, so feed her success. Yeah, you're in a small market, but we have traffic. We have the data. We know exactly what the cost per lead is in your market. That means we have people out there searching and converting to leads. Oh, there are no listings. The thing is, they want to buy a home. So, we're telling you right now we can get you 25 to 100 of these people every month, net new leads, that want to buy a home, even if there are no homes to buy. Eventually, that will change. Right? It's either going to be you that has those clients in your database, or it's going to be your next biggest competitor in your market. Someone is going to get those leads. Why not let it be those three agents that are asking you, that are part of your team looking for your help, right?” So once he kind of figured that and realized, okay, because what we want to do is, give you those 50 leads a month, and if you could just go out, call them, text them, email them, let our platform work, turn them into clients. What does that mean? Hey, come to lunch. Go have a coffee. Get to meet these individuals. They will become their clients, and when that lifecycle, whether it's six months, a year, or two years, whenever things are ready. Right? Who are they going to buy from? They're going to buy from you. Right? And when she understood that, she moved forward and signed within the next hour.

We're here to help, right? I think we're going to go ahead, if we haven't already, we're going to put a link in the chat just to remind you how to reach out to us. Most of you are here because you've had a demo. You've already had a conversation. You have a sales rep. You have someone in your system that you've been talking to at CINC. If you don't, there it is good to go - https://www.cincpro.com/request-a-demo, and it'll put you back in touch with us. We will connect you with the right person. We're here to help.

We have a starter package. You might already have heard of our starter package. I won't go into details on this. But to wrap this up, I want to share a quick analysis. I won't go too deep. We recently did an ROI analysis of about 10 million leads. We took out the top 20% of our clients - our top 20 best practices or making a bunch of calls mega teams, whatever it might be - we took them out of the equation. We also took out below, the bottom 20% out of the equation, so we had a nice sample size of 10 million leads of our average client. What we saw are about three things in common, right? Yeah, of course, we had the same platform. We had CINC AI helping them nurture your leads while they're sleeping. They had a dialer in place to help them make phone calls, be more efficient in the platform, and had about a $500 marketing budget. So, the marketing budget, the CINC AI, and the Dialer were the three things they had in common. Our most successful clients that did the best job converting had those things. So, we have built this starter package around that, right? We want to invest in your success; we want to make sure that you have all the right tools and the right amount of marketing budget for you to get the right number of leads in your market to help you convert. So, we have this starter package. Definitely reach out to us. We can talk about what that entails and how many leads would come with that, and again, what that means for you.

So the bottom line with that analysis is what we saw. You know, the first three months, right, you're learning, you're adopting. Odds are, you're not going to see a transaction, guys. We're not here for a quick fix. We are a back-end heavy solution. Don't let that scare you. If it scares you away, then probably aren't a fit for this. But when I say the first three months, you're learning, and you're adopting. The second three months, the majority of our clients actually have two transactions, by the second, by the by six months. And if you think about your market, what that means for you, you might be sitting either broke even right, or you've made money already. Doesn't happen for everybody. So if you think about it, our ideal sweet spot for leads are people that are three to six months out. Don't get it wrong, we generate three to six months. We get new leads, we cash buyers. It happens all the time. So if someone says, “Hey, I'm looking for a home right now, I want to buy a home next month.” They typically already have an agent.

That's what I'm saying. We get it all the time, it happens all the time. But the reality is, three months to six months out, that's our sweet spot. That's what we do great. That's what our clients convert the most of. Of course, six months to 12 months, 12-24 months out, like Suzanne said, we're going to automate that for you. You can work your now business, and you can go to sleep every night knowing that CINC is going to work your future business and not let them slip to your fingertips. And that's how you make more money. Whatever tier it is that you're in right now, believe it or not, it's not the now business. It's stacking up your future business and not letting them slip to your fingertips. And if that's what you're looking for, understand that we're here to help. We're here, and we're looking for partners. We're going to invest a significant amount of money in your business. We're going to give you CINC AI for free. We're going to give you a year of our dialer for free. We're going to package it right, this starter package, so that right out of the box like Suzanne said, you buy it, you unpackage it, you plug it up, you turn the power button on , and it's done for you and leads are flowing within the first 24 hours. And then we teach you, we train you, we support you to help you understand how to use the platform.

So I'm going to stop there because we are four minutes to our hour being up. Thank you for your time. On behalf of Shawn and Suzanne, and the entire CINC family, I appreciate you guys taking an hour out of your time to learn more about our platform. Suzanne, you got anything you want to say? Shawn, you got anything you want to say? Feel free to do it. We love each and every one of you. Invest in your success. If it's not with CINC, I hope it's with somebody else that ends up working for you. I truly mean that. I wish you nothing but the best for 2023 and beyond.

How much is the starter package? That's the final question we got. It depends on you. Depends on your team. It depends on your market. What I would suggest doing is going back to that link that we provided. Request a demo, it will put you back in touch with your sales rep here at CINC. We will send out a recording. It'll typically come within 24 hours. So probably sometime tomorrow, you'll get the recording of this webinar. Again, thank you for your time. Appreciate each and every one of you. Bye.