In today's episode of Live UNREAL, we're joined by JGA's original buyer's agent, Coach Nick Bellmore, to talk about the latest strategies that will increase your lead generation ROI in 2022. These strategies are working in the current market to go from just having a conversation to setting an appointment, and they are designed to improve the interactions you're having with buyers. Nick and Jeff will share how to tailor your marketing and follow-up efforts to where the buyer is, and they discuss strategies to help you better find their motivation from the beginning. You'll also learn:

How to tell the difference between a lead and an opportunity

Ways to make sure the buyer maintains confidence in our abilities

The lead source with the most concrete and immediate timeline 

 

Quotes 

Controlling your time is the key to efficiency and being profitable when you’re working buyers at a high level. -Nick Bellmore 

Today’s consumer is expecting a different experience, and if we’re not delivering the experience they are expecting, we are missing the boat. -Nick Bellmore 

The longer we go without finding them a house, the less confidence they are going to have in us and our abilities. -Nick Bellmore 

When listings are scarce, buyers are exhausting all options. -Jeff Glover  

 

Key Points 

An opportunity only becomes a lead when we make the contact and establish their motivation and timeline. 

While speed to lead is important, the deeper we understand someone’s motivation once we have made contact, the easier it is to understand the kind of follow-up that they need and are expecting.  

Different lead sources have different time frames, and the more we understand which platforms are top and bottom of the funnel, the higher we can convert leads. On average, Facebook lead ads and Google PPC will be 6-18 months out, open houses are 3-6 months out, referral sites are 1-3 months out, agent-to-agent referrals are a few weeks out, and sellers that need to buy now have the shortest timeline.