How to Create 300%-500% More Quality Inbound Leads While Slashing Advertising Costs 40%-50%!
Dear Friend and REALTOR®,
I’m going to show you a way you can take any ad source you're currently using and get 300%-500% more quality inbound leads out of that source without your ad costing you a single penny more!
Have you ever wondered why more people don’t pick up the phone and call? Or why they call your competitor instead of you?
Well, it’s not because they aren’t good prospects. And it’s not because they aren’t ready to do something. The reason is you make it hard for them to call you!
Now I realize this may be hard to take but let me explain.
Think about it. Prospects are shy. They’re intimidated. Even the best prospects have a natural built-in sales resistance!
To illustrate let me ask you, what’s your perception of the word "salesperson"? Even though you and I are in the profession of "selling", if you’re like I am your sales resistance starts to well-up just thinking about the word "salesperson".
Think about the last time you were in a furniture store and the "salesperson" strode up and said, "Welcome to ABC Furniture. How can I be of service today?" What was your response?
If you’re like 98% of every person living, you said, "Oh, I’m just looking". When you and I know darned good and well you wanted a sofa, in a certain style, with a certain color fabric and so on. But you said, "I’m just looking". Why? It’s because everyone has been hounded, pressured and "sold" until they’re blue in the face!
So let me ask again, what’s your perception of a "salesperson"?
Well, guess what? The prospects you are trying to entice into calling feel the exact same way! They have sales resistance! When they get a telemarketer calling in the middle of their dinner they hang up the phone too!
To bring the point home, when those same prospects see your ad, that requires them to pick up the phone to talk with a "salesperson", here’s the painful truth - they put it off!
The Deadliest Sales
Sin of Them All!
The deadliest thing you can do to a good prospect is encourage them to put it off. If you encourage your prospects to put off the buying decision you’ll never bring them to the closing table!
You’re probably thinking, "I would never encourage a prospect to put the decision off!"
Well, that’s exactly what your ads are doing! Your ads are building barriers that encourage prospects to put it off, instead of making it easy and inviting for them to take the next step to get information!
Make It Easy and Inviting for Prospects
to Get Information from You!
Your prospects need to feel comfortable responding if you’re ever going to get the maximum response from your ads, mailers, postcards or whatever!
So how do you do that?
By offering "Free Recorded Information – 24 Hours A Day!" It works like magic!
Offer your prospects the opportunity to hear a "recorded verbal tour" of your most popular models along with all the features, amenities and attractions of your new community.
When they call, they hear a visually descriptive message that heightens their senses. It paints vivid mental pictures of them luxuriating in the benefits of your new community! The recording has them "seeing" the model home and "experiencing" the walk through. The more they listen, the more their excitement and anticipation builds! Now they’re positioned perfectly for one of your sales staff to follow-up.
It takes away your prospect’s sales resistance, makes it easy, inviting and comfortable to respond, and when they call – you have your lead!
Think about it! Let’s say you had a product you were interested in. Which would you rather do, call and get "Joe Salesman" on the phone or call and listen to a descriptive recorded message that gave you some of the benefits and then enabled you to have a brochure faxed or mailed to you?
According to the Direct Marketing Association, 83% of all consumers would prefer the second choice. 83% - over 4 out of 5 people would prefer to call for recorded information to begin the entire process getting a little information, before talking with a salesperson.
Here’s another point about those prospects who got information before talking to a salesperson. 91% said they would be more likely to do business with those companies that offered to provide information first.
What does it tell you? It says the prospects of your market want information, service and benefits – not a sales pitch!
So how do you give it to them?
By setting up your Response Hotline! We’ve been teaching this method of advertising and marketing with 24-hour recorded information for over eight years now.
We’ve worked with thousands of builders, lenders and Realtors from all across the country and our number one goal has been to help our clients increase their marketing effectiveness with recorded information, as a "2-step" marketing method.
We’ve been showing these professionals how to use a simple recorded message system to grow their businesses by quantum leaps! And it’s absolutely amazing to see the affect this simple strategy can have on a builder’s bottom line.
The approach of simply shifting from pushing a prospect to call a "salesperson" to enticing your prospect to call for "recorded information" has increased our clients lead generation effectiveness as much as 300%-500%! And…
When They Call, You
Have Your Lead!
The biggest benefit of this approach is integrating it with our high-tech, yet incredibly simple Response Hotline call-capture technology. It’s called Provantage. It’s a technology that utilizes a sophisticated Caller ID system called Automatic Number Identification or ANI for short.
ANI captures the phone number 100% of the time! All calls (even unlisted numbers) that come through our system are recorded and captured. No number can be blocked! And yes! It’s perfectly legal, moral, ethical -- even with the new Do Not Call Rules -- and your customers will love using it!
When a prospect calls for "recorded info" from one of your ads we can page you, "the consultant" with the phone number and a four-digit code identifying the exact property they are interested in – all within 20-30 seconds!
Or if you prefer, the system can automatically fax you an up-to-the-second update anytime 24-hours a day. Or you can even get your leads directly off our Internet web site. All the information is up-to-the-second.
Now You Get Names and Addresses Too!
As a FREE Added Benefit!
An advantage of our call reports (via fax or web) is about 65% of the phone numbers have an accurate name and address - our data source is updated daily from over 450 different sites around the country. Clients report less than 1% of their mail gets returned! That’s over 99% accuracy! This is amazingly powerful for building a database of prospects for a mailing list! I could go on for about an hour on this one benefit alone, but I won’t. Back to the pager! The biggest advantage of the pager is you can follow-up in a matter of minutes.
So you, "the consultant," get text messaged on your cell phone with the phone number of the prospect and a four-digit code. The phone number enables you to call your prospect back quickly! Then, the four-digit code enables you to know what information your prospect requested and the ad that caused them to call you.
With that information it’s easy for you to follow-up and begin a dialog with your prospect.Now this part is critical. Here’s where I’m always asked, "What does the prospect thinkwhen you call back? Are they upset you have their phone number?"
The answer is yes - if you "high-pressure" them! But if you approach it correctly they love it and you deeply position yourself as someone who wants to be of service.
An Unbelievably Simple, Yet
POWERFUL Follow-Up Script!
For example here’s how a Realtor of ours does it. He calls back and says, "Hello this is Jim Miller with XYZ Realty. A few minutes ago you called my recorded information line and got information about the home on Elm Street we’re advertising in the homes magazine. I know you weren’t expecting me to call you back, but I wanted to call for a couple reasons. First, I wanted to thank you for calling about the home on Elm Street, I appreciate your interest. But second, I wanted to tell you a little more about the home because in 45-60 seconds I couldn’t really tell you everything about it. Would it be OK if I told you a little bit more about it?"
He does four things with this approach that are universal and would work in just about any setting. First, he identifies with them. Second, he appreciates them. Third, he demonstrates he wants to serve. Fourth, he is respectful and asks permission to continue. If they don’t want him to, he ends the conversation. If they want him to continue, he starts building rapport!
How Well Does This Work?
Our agent tells us that out of a hundred calls he gets 99% of the callers to talk with him and begin the sales dialoging process!
Is it effective?
Well, last year he made over $250,000 using this technology! The year before he made about $75,000 without using our technology. You be the judge…is it effective? I’d say so! But then again, I’m biased.
My very best to you in your business-building. Until next time...
Warmest wishes for your success,
Gary Elwood
Founder and Chairman
