12 May Learn Google PPC and Why You Really Have 20-40 “Leads” When Your CRM shows 100. Not What You Think.

Almost all of us have probably had Google Pay-per-Click (PPC) as one of our first online advertising channels. Now, google PPC tells us that we have more than a hundred leads when, the truth is, only 20 – 40 of those are actual leads.

So why does Google PPC tell us that we have way more than just 20 – 40?

In this episode, we’re sitting down with Bryan Short, founder, and owner of RealEstateTrainingLabs, a real estate website where you can get the best tips and tricks to improve your real estate business. Bryan has been in the real estate business since he was in third grade, and he grew up with parents who were deep into real estate.

Bryan’s business is primarily focused on Google PPC as a traffic source. This lets him recognize that people who see your ads at any given time are not expecting to see a real estate ad at that exact moment.

For most of his career, Bryan has been helping agents increase their listings by taking over their marketing. Agents who once had 5 – 7 listings a month would suddenly see 20 – 40 listings.

Now, according to Bryan, the planning stage of campaigning their real estate business. In fact, when talking about luxury markets vs. what he calls “plain jane” markets, real estate agents in these luxury markets have it way easier.

For most agents, their customer relationship management (CRM) system usually tells them that they have hundreds of leads. But when you actually call these leads, just how much respond to you?

Perhaps, for every 100 leads, only 8 – 12 actually respond. New agents who say they have 20 – 30% answer rates exist, but they are exceptional.

When we look at just how many leads we think are actually going to respond to us, we end up with a number much lower than what our CRM gives us,

To illustrate, CRMs usually list a married couple as two potential leads. However, this makes us think that we just need to call one of them, and we can already count that one call as two answered leads.

Unfortunately, leads don’t always communicate with each other, no matter what their relationship might be.

The solution? Call all of them. Pitch to that husband-and-wife pairing, individually.

This is why just looking at lead volume is inaccurate; CRMs tend to give us an inflated picture of how successful our business could be, but only by tapping into their contact details and actually talking to them do we figure out just how valuable each lead is.

Chime allows you to add multiple people or users into one lead profile. By inserting secondary contacts or significant others into individual leads that our CRM gives us, we’re basically giving ourselves more ways to contact leads that drip unto our CRMs.

This episode runs for almost an hour, and in this episode, Brian brings up a topic that most of us are painfully aware of: we think that we are building a good rapport with a lead, only to have them totally stop contacting us after a few days.

If you want to see how Chime can help you paint a more accurate picture of just how many leads you have, you can get your free demo here!

Brett Baker has been ranked as on of the Top Agents 250 agents in the Country by Real Trends and the Wall Street Journal. He has since retired from real estate and now volunteers his time and energy on helping agents just like you close more deals and do more business through public speaking and a whole host of webinars. He is a lead generation and conversion expert and has helped tons of agents refine their lead generation and conversion using human factors and his “runway out” conversion process. Brett has used literally every CRM in existence, and is a huge proponent of Chime due to their use of Artificial Intelligence.

Tristan Ahumada teaches and speaks throughout the year at different events, to small groups and larger groups of up to 20,000 people. Tristan teaches how to have a higher lead conversion through long-term follow-up and building deep relationships with clients. He is the creator and co-founder of the largest closed facebook Real Estate group in the United States, Labcoat Agents.

Randy Carroll is a Strategic Partner and Channel Manager at Chime Technologies. Randy has been in the real estate SAAS space since he graduated from Lenoir-Rhyne University with a Broadcast and Electronic degree and a Business minor. Randy loves food, so usually there will be a food related topic in any webinar he’s a part of. He knows how to ask the tough questions, dive in deep to help unpack complicated topics, and find the answers that his viewers are looking for.