Call 1 Maximizing the Dave Ramsey Website and 1st Call ...
Call 1 Maximizing the Dave Ramsey Website and 1st Call Conversion
Guidelines For This Course
1. Only paid participants may listen to the call. 2. Download any materials prior to the call to maximize the training. 3. Be PREPARED. 4. No distractions or interruptions. 5. No cell phones in the area. 6. No checking email while on the call. 7. Do not put the call ON HOLD/NO SPEAKERPHONE. 8. Come to the call to learn, to participate and have fun!
Call Leaders:
Introduction of Monica Reynolds contact information: monica@
Introduction of Aaron Simons contact information: aaron@
Goals
1. The importance of scripts for lead conversion. 2. To provide a great script for the first call that is a voice mail. 3. To provide emails that will show the potential client you are the "right" agent for them. 4. To learn why calling previous leads is important and the script to convert to an appointment.
Lead conversion is a process. It starts with your initial response to the lead and it continues through the follow up, the appointment, the presentation, and ultimately your customer service. Each one of these pieces is critical to the conversion process. For example, if you have great response time to the lead however you drop the ball on the follow up or give a lackluster presentation, then the great response time has no value. There are no magic pills in the business of real estate. The greatest agents are the ones who value ongoing education and who are constantly working on the basics making sure all aspects of their business are systematized and operating at the highest possible level.
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Lets Get Started!
Purpose of the program a. To provide a training program with the emphasis on "SKILLS" to successfully increase ELP real estate agent conversion which ultimately results in more closed transactions. b. To provide a training program that provides training on " CUSTOMER SERVICE " that promotes and appropriately represents Dave Ramsey. c. To provide a training program that gives the Dave Ramsey ELP the" SYSTEMS" to ensure success with Dave Ramsey leads.
Overview of the 6 month training program
a. Buyer Lead Conversion b. Seller Lead Conversion c. Customer Service
Speak Dave's Language
a. If you don't know Dave's language then you should start reading his books...like yesterday!
b. Go online and research his products: i. Total Money Makeover ii. Financial Peace University iii. Entreleadership iv. Financial Peace Planner v. Financial Peace Revisited vi. The Money Answer Book vii. Dumping Debt viii. More Than Enough: The Ten Keys to Changing Your Financial Destiny ix. The Money Answer Book x. How to Have More Than Enough: A Step by Step Guide to Creating Abundance xi. Sign up for his monthly newsletter
c. Listen & Watch his show online
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d. Know the quote of the day e. Where's Dave? Know where he's speaking and check him out!
Think About This!
Think about these questions prior to our call. 1. Are your response systems clearly defined for calling a Dave Ramsey lead? 2. Are you familiar with the Dave Ramsey website and all it has to offer? 3. How could reading and listening to Dave Ramsey be beneficial to your connection with the client? 4. Are you prepared and using scripts to close for the appointment? 5. When was the last time you went back in your Dave Ramsey leads and called all the "dead leads"?
Importance of Scripts
1. ______________________________________________________ 2. ______________________________________________________ 3. ______________________________________________________ 4. ______________________________________________________
Tips on Using Script
1. _______________________________________________________ 2. _______________________________________________________ 3. _______________________________________________________ 4. _______________________________________________________
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Best Practices for Maximum Conversion
a. Instant lead follow up. i. It is _____ their job to call you back. If they don't answer keep calling. Be relentless until you speak to them ___________.
ii. Keep calling/emailing _____________ until you get a response. They expect to be contacted...why is that?
iii. Not only be the first to call but the first to _____________ or email them properties...why is this important?
iv. The ________________expects all the ELP's to be equally great so often times whoever is the first to service them will get their business.
Minimum Lead Follow Up Standards
a. ___calls, ____ emails per day until you reach them. b. Call at different times of the day.
i. Always make sure to call ______ business hours as this is usually the best time to reach them.
c. Mention "Dave Ramsey ELP" in each email and phone message. d. Be courteous at all times always looking for how you can best help them. e. Ask for their permission _________________.
i. "is now a good time to talk?" ii. "did I catch you at a good time?" f. Have your qualification script and be ready to write. g. Always close for the appointment. i. never end a call or email without setting the next time you will connect
with them
Prospect the old leads Make money TODAY!
a. Your _____ leads are a goldmine of deals. i. This is the low hanging fruit ready for picking.
b. Start with the most recent and work your way back calling and emailing each
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one. i. If you have a large group of old leads break it up...for example call and email _____ leads each day. ii. Reference you were referred to them by the Dave Ramsey show and are just checking in to see if they have any real estate needs you can help them with today.
c. Studies show the average buyer will go online ____ months before they are actually ready to buy. i. The majority of agents will give up after the ____call or email. ii. Even more will give up after the ______call or email. iii. Almost all will give up after the ______ call of email.
d. Don't assume they have already been contacted or are already working with someone. i. Most agents will give up after ___ days if they do not have a lead under contract.
e. Even if you've spoken to them and they were a "no" call them anyway to see if there is anything they need help with. i. People's circumstances are always changing ii. Divorce, Death, Financial hardship, Job relocation
f. Ask them for referrals and put them in your database
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