As we said at the start of this article, today’s customer is incredibly educated about what they’re buying. They take control of the buying process way before you enter the picture, leveraging all of that online information we talked about earlier. Still, if you’ve identified them as a lead, that means they are at least someone interested in what you’re selling. Your job, then, is to help them learn more — about your product or service, about industry trends, and about successful customers they can relate to and be inspired by.
If you are fanatical about having the most comprehensive listing of companies available, then Hoover's may be for you. It consists of what is probably the largest datatabase of business in the world, a mind-boggling 65 million+ companies and 85 million+ individuals within those companies. Hoovers is a standard fixture at many professional sales organizations and the premium version lets you create lists and have access to more information that the free version. 

The problem is that information abundance equals attention scarcity. This is known as attention economics. Social scientist Herbert Simon was the first person to discuss this concept when he wrote “in an information-rich world, the wealth of information means a dearth of something else: a scarcity of whatever it is that information consumes. What information consumes is rather obvious: it consumes the attention of its recipients.”
Market Leader takes exclusivity to a new level with the promise to only sell each lead once. With one agent buying exclusive rights to one generated contact, Market Leader minimizes agent competition for the same lead. This type of exclusivity is unique in the real estate lead generation marketplace, differing from BoldLeads ZIP code exclusivity that may result in the same lead being sold to two agents over time.
BoomTown is a real estate lead generation company that leverages social and PPC ads to deliver leads with enhanced data gathered from social media profiles and other sources; pricing starts at $750 per month. BoomTown also includes a predictive CRM to suggest the best time to contact leads and a mobile app to streamline communication. BoomTown is best for social-savvy agents looking detailed lead profiles to give them an edge over the competition.
3. After you listen to them tell you what their wants and problems are, offer them a solution and then a pathway to follow if they want to solve their problem. For example, you mentioned you really needed to do something about _______, if I could show you a way that would help with that, would you be open to it or are you not that serious about it right now? When they answer that they are serious, respond with, I have a video at ______, go through that to see if it is a fit or not and if it is or you have questions, call me back at _________. Note: You could also schedule how soon they plan on watching the video and follow back up with them if that is more your style.
Cost per thousand (e.g. CPM Group, Advertising.com), also known as cost per mille (CPM), uses pricing models that charge advertisers for impressions — i.e. the number of times people view an advertisement. Display advertising is commonly sold on a CPM pricing model. The problem with CPM advertising is that advertisers are charged even if the target audience does not click on (or even view) the advertisement.

The Mailbox Motivator Direct Mail and phone calls are working! I've done one mailing and 2 phone calls so far. I received an inbound call from an attorney with about 400 Acres included in a Trust and she had remembered my letter and calls. Based on the location, this will be valued in excess of $6M and after we chatted, the attorney mentioned that she had another estate that would need my assistance. If you bet that I am NOT juiced and you would LOSE the bet!Rodger


ZPA lets agents pay to have their profiles appear as the only contact on listings when buyers search for available properties on Zillow, Trulia, or StreetEasy. When a prospect wants to contact an agent for more information, they can do so directly from the listing by filling out the on-screen form; there is no need for a user to navigate to a separate landing page. ZPA guarantees exclusive inclusion for members, though this has not been confirmed.
BoomTown handles real estate lead generation with a mixture of managed digital and social marketing. Utilizing Facebook ads, Google AdWords, and mobile-optimized ads, BoomTown creates a lead funnel for you by managing ad campaigns, capturing the information of interested prospects, and adding those prospects to a CRM for lead nurturing. Additionally, they provide enhanced lead data like user behavior and social profile handles that make nurturing easy. 

As an ATL subscriber, probate is now a pillar of your Real Estate business. Therefore, you should definitely consider taking this comprehensive, yet easily completed training that will allow you to add the Certified Probate Specialist (CPE) designation to your credentials.  Delivered in three 1-1/2 hour sessions over one week, this is a quick and easy way to learn pretty much everything you'll ever need to know to be the #1 probate real estate specialist in your market. You'll also receive a professional certificate indicating your new credentials.
The quality of leads from a large site like Zillow or Trulia can be an issue because property pages appear at the top of search results on Google, and the people viewing these listings might only be window-shoppers. If wasting time or money verifying leads is a problem for you, then you might want to try Market Leader because there is a 48-hour lead return guarantee.
Hi Ray I so appreciate what you have shared. Im in New Zealand and I find a lot of leads are basically out of reach with time zone. I call them they asleep & the ones that do answer they scream hehehe and i loose them. I call them at appropriate time they got no cash or their english is not the best. or they got a virus or … so many excuses I know…ill just keep calling them Ray…hehehe
Because search engines equate high-quality content with a high-quality website, creating content with value is very important. Conduct a content audit to see how many of your assets fall into the thought leadership vs. promotional category. That means making sure that your thought leadership content has substance to it. Lots of companies are jumping on the content bandwagon, so do it right: focus on quality over quantity, and on providing useful – not promotional – information.
Preparation is the key to managing any productive meeting, but thorough preparation is vital to the success of any conference call. Preparation begins with the meeting agenda. In addition to ensuring the very quality and structure of agenda itself, the conference call leader must also have the agenda ready in sufficient time for advance distribution.  And, to ensure full participation and attendance, your agenda should include all vital statistics about the call, including dial-in numbers, passcodes and related information. You can almost guarantee that your call will get off on the wrong foot if participants lack the correct information to join in on the meeting.
As you prepare to plan and lead your conference call, be mindful of the impact that physical location can have upon call dynamics. For example, if all participants in the call are remote, then as the leader, you are just another link in the call chain. In this configuration, all participants are on equal footing, and you can employ one set of call management techniques. However, project and logistical circumstances may dictate a different call configuration. As a call leader, you may find yourself in the challenging position of having some participants in the same location as you, while other participants are in various remote locations, tied in via phone. The leader is the cog in the meeting wheel. The remote participants are the spokes.
Lead scoring is a shared sales and marketing methodology for ranking leads in order to determine their sales-readiness. You score leads based on the interest they show in your business, their current in the buying cycle, and their fit in regards to your business. Lead scoring helps companies know whether prospects need to be fast-tracked to sales or developed with lead nurturing. Lead scoring is essential to strengthening your revenue cycle, effectively drive more ROI, and align sales and marketing.
Facebook has been a method for lead generation since its inception. Originally, companies could use outbound links in their posts and information in their bios to attract strangers to their websites. However, when Facebook Ads was launched in 2007, and its algorithm began to favor accounts that used paid advertising, there was a major shift in how businesses used the platform to capture leads. Facebook created Lead Ads for this purpose. Facebook also has a feature that lets you put a simple call-to-action button at the top of your Facebook Page, helping you send Facebook followers directly to your website.
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