Good afternoon, ladies and gentlemen, my name is [Insert name] and I am a real estate lead generation expert, but not in the way that you might think. I don’t have anything to sell for you today, so I want you to go ahead and put your wallets away. I’m going to help you understand the importance of leads and show you some simple ways that you can generate leads.

So who here in this room would agree that leads are crucial to your success? Raise your hand.

Alright you, you, you thank you.

That’s pretty much everybody would agree. Now, what do you think separates the average real estate agent, which does six transactions a year from an extraordinary real estate agent, which might do up to 60 transactions a month? Well, I can tell you it’s one simple thing. It’s leads and let me give you an example. How many of you in this room got into real estate, started off with a bang. You talked to your parents, your neighbors, your friends, people that are members of your community, your church. You sold a couple of houses and before you know it, you’re about a year into the game and you have exhausted your entire network. 

So what do you do?

Well, traditionally they teach you to do things like go to the Chamber of Commerce and join. Go join a BNI program, cold call expired listings. And man, if you want to get cussed out, if you want to get yelled at, if you want to find out just how big of a piece of scum you are, by all means, go ahead and cold call expired listings. Those people are so mad because they’re bombarded with cold calls. It’s very unpleasant. Who in here agrees with that? Well, here’s what I know. We live in a modern time to where it’s not required that we do those old-school things.

We don’t have to make cold calls. We don’t have to go to BNI programs, we don’t have to do luncheons. We don’t have to do any of that stuff. We live in a time where we can spend a few bucks, click a mouse a few times and generate leads at will on autopilot. How many people in this room would love to do that? Stick your hand way up in the air and say, “Me,” of course, we all would, so that’s what I’m going to help you with today.

First of all, there’s a company out there called PhoneSites. You can go to phonesites.com, and as far as I’m concerned and I have searched them all, this is the easiest, fastest way to create a sales funnel known to man. You can do it from your mobile device and even if you have zero tech skills, this is still an awesome program that requires no training. It’s very intuitive. It’s almost like the iPhone of building a website.

So no matter how you are in technology, you have to admit that there’re three things you must have in order to generate leads. You have to have an offer, right? You have to make an offer and on top of that, you have to have an audience. And the wrong offer to the right audience won’t get your results. The right offer to the wrong audience won’t get you results. The wrong offer to the right audience won’t get you results, but once you nail your offer and you have your offer in front of the right audience, which I’ll give you an example of in a minute. The third thing is you need the technology to collect their information. You need some sort of website that collects name, email, address and mobile phone number so that you can text and leave voicemails to your potential clients, and so what that is, is that’s a sales funnel that you create with phonesites.com.

Now, what I want you to understand is the offer and the audience part of this equation. First of all, you have to think in neighborhoods, just like the traditional agent forms neighborhoods with postcards, open houses, signs everywhere, even billboards. You can do the same digitally. And according to Proctor and Gamble, 73% of Proctor and Gamble, which owns a slew of companies, 73% of their marketing budget is online. What does that tell us? Procter and Gamble being a huge company that tells us that the traditional way of doing things isn’t getting as good of an ROI, or they wouldn’t put 73% of their ad budget into digital marketing. Yet, most agents continue to fall for gimmicks like real estate magazines, and they continue to fall for old-school marketing methods and sales pitches like postcard. While I’m not saying those things don’t work, what I am saying is that they’re not the most efficient and best use of your time or marketing dollars.

Instead, what if you’re targeting the Chapel Creek neighborhood here in Phoenix and you were to go onto Facebook and you were to drop a pin dead center in that neighborhood and target an ad to everybody that had been within two miles of that pin in the last two weeks and you were to say, “If you’re looking for houses in Chapel Creek, you’re not alone. Many people search for homes in this neighborhood every single day and if you’re going to get the best deal on houses in this neighborhood, you have to be on a list to be one of the first to know when a new home hits the market. We’re talking foreclosures, real estate owned bank owned properties, short sales, hit pocket listings and everything in between. Opt-in here to grab up-to-date, current information in real time on available homes that are coming soon on the market and ready for sale in Chapel Creek before the competition finds out and before you get into a bidding war.”

When you run that ad in front of those people, that’s your offer. Get the information on homes before everybody else so you have a competitive edge. And you run that in front of an audience of people who’ve recently been in that neighborhood in the last two weeks. Let’s just think about this. If you were in that neighborhood in the last two weeks, one of two things. You’re interested in buying a home there or you live there, right? Because I know when I’m looking for homes, I like to drive through the neighborhood and get a sense and a feel for the neighborhood. 

Surely, you do as well, so don’t you think it’s a good audience to target people that are in that neighborhood currently? 

Of course, it is. 

So think about this. 

They see your offer, they’re in the right audience, they’re interested in a house. They go, they give you your name, email address, and phone number. Then what?

This is where most agents make the mistake. Most agents, they contact them once and then that’s it. The person says, “Well, I’m just looking,” or “We’re not ready to buy yet,” or. “We already have an agent,” and most agents just lay down and accept those answers. The truth is most people are going to tell you they already have an agent because almost everybody knows a real estate agent as is. The thing that you have to remember is asking them if they’ve signed papers yet if you haven’t already signed papers with an agent, don’t you think it’s odd that you would go out and look at houses and not even having an agreement? 

What if the homeowners Rolex is stolen and you don’t have any documentation of being represented by an agent and you were in that house? 

It can cause all sorts of problems for you.

They don’t even care enough about you to go through the right process to make sure that you’re protected as a person looking at other people’s homes. Are you sure that’s the agent that you want to work with? You see, most agents aren’t bold enough to say something like that, and the other thing is most agents are focused on right now leads. Only 5% of Internet leads are ready to buy right now. That means 95% of leads are willing to buy at some point in the future, but they’re not ready to go right now.

Well, most agents live paycheck to paycheck, deal to deal, so they need the right now people, so they’re searching high and low for right now buyers, but the real money and real estate is people that are buying within the next 120 days. When you can think of 120 days out and learn to build a pipeline and have an automated follow-up system such as agent legend emails, going out, text messages, going out, slide dial voicemails, going out constantly staying in front of the prospect, reminding them that you’re here to serve them and showing up with actionable information that they can implement immediately. When you get to that level, you start to realize that if you nurture these leads for 120 days, they start to stick their hand up.

And if you keep busting past that 120-day, that first 120-day cycle, that’s where the magic happens because then you start going into the next phase, which is pipeline building. Once you’ve been doing this for a couple of years, you have a list that you can market to at any given time and then people that you represented two years ago as buyers all of a sudden turn into sellers. This is what takes an agent from six transactions a year to 60 transactions a month. The ability to control lead flow, to automate the follow-up, to offer value, to constantly be in front of the prospect, offering them what they want.

Now, if you’d like to see this complete process put in from start to finish, you have your first funnel up and running, spending 10, $20 a day so you can get one to three leads a day in a specific neighborhood from a specific audience that’s looking for homes in that neighborhood and another thing. In other words, a sure thing lead. Then I’m going to be hosting a small get together, a workshop at my office this Saturday. I’m going to take five people from this room. I’m going to help them build their first funnel. I’m going to help them run their first Facebook ad. Then I’m going to show them the advertising method that Ryan Stewman, who’s my mentor, whose one of the best advertising for real estate on Facebook and on digital media right now. I’m going to use the exact strategy that he shows me in real time to help these five people be a funnel, build their first funnel. Raise your hand if you want to be a part of these first five.

All right, come on up here and sign your name first come first serve everybody make their way up here. For those of you that didn’t make it, I’ll be back next week with another offer for five more people to join me this weekend, so make sure that you’re back in this room next week ready to be one of those five. I’m Ricky Khamis, I appreciate you listening to me. I appreciate your time and to you five people that just signed up right here. I look forward to changing your life starting this weekend.