To celebrate our, nearly 10 years in business, anniversary we are running a Realtor Special!

From June 17th to July 30th anyone who signs up with our program will receive a FREE MONTH OF SERVICE! That is an extra 12 – 18 leads on your contract. We want to make sure our Realtors are getting as many leads as they can, as we know other means of getting leads will start to slow down. What are you going to do in the fall and especially in winter, when less people are buying homes? You truly need our service to guide you through the snowy months!

Exclusive, Fresh, Matched and Scrubed Home Buyer Leads!

We’ve talked directly with hundreds of agents who have used our program for 1 or 7 years or so (since our inception in June, 2002), and we can tell you, indisputably, that we have Real Estate agents — our clients (individual agents or teams) — who have made many sales with this program. One we spoke to recently told me she sold 53 homes with our program last year. She admittedly is atypical, and she is a superb sales professional, blending technical expertise with strong communication skills and considerable charm. She nonetheless shows what a committed professional can do within the context of our program.

We charge a “flat fee” up front, for a six-month “licensing agreement” where we guarantee a specified number of leads. If we exceed that number of leads, as we often do, we don’t charge a penny more. Perhaps the strongest testament to the fact that our program works is the simple fact that many, many agents renew their contracts with us. Typically one sale readily pays for our entire program, sometimes for years.

Perhaps 20% of our leads are junk. Perhaps 20% are “golden”. And perhaps 60% are of varying quality. Our leads stem from people who have searched the web for terms such as “moving to Phoenix” or “relocation Reno”. Our site gets clicked on, and they are taken to one of our 600 or so community/city sites, or our national site, where they can choose to receive a relocation package. Then they fill our complete contact information, which passes through our software and is distributed to the inbox of the sponsoring or anchoring Realtor (our client). S/he replies to the prospect. The most successful ALWAYS call the prospect within a few days of getting the lead.

One of the reasons ERP charges a six-month licensing fee up front is that the very nature of relocation leads from this method of acquiring them is that the person/family is relocating, often, 2 or 3 or 5 or more months away. So it takes patience to put the leads in your drip system and follow-up. Yet, once, let’s say, 5 months into the program, you’re getting not only the new leads to contact, but you’re now following up on leads that came in 2 to 5 months ago. The pipeline gets full. But if the agent “tried” the program for 2 or 3 months, the low or nonexistent conversion rate at that time likely would cause many agents to drop out. Those who actually work the leads and do so for the 6 months invariably want to renew, at a very high renewal rate.

If we took a percentage of the total sales made (and how to assuredly know what sales have been made without going into a logistical nightmare?) we would indeed make more money. But that’s not our business. We provide, not sell, the leads. It’s up to the agent to convert the lead into a prospect and then into a sale. We make a fair, not exorbitant profit with our program. And, when the agent does his/her follow-up, everybody wins. I don’t doubt at all that other programs — our competitors — are working. From what I’ve heard, some of them are superb. And, of course, all this depends upon to whom you speak!

This post is NOT a sales pitch: it is an attempt to partially explain a program some real estate pros misunderstand. And, no doubt, there are a few people out there unhappy with us. And who, regardless of his/her level of skill and integrity, has not somewhere encountered some client or prospect not happy with what s/he’s doing?

Since our inception, we have maintained the highest rating with the Better Business Bureau, and currently have approximately 800 Real Estate Broker/Agent licensees reflecting all 50 states.

• Setup a Follow-up Phone Call. This inclues a reminder phone call to everyone that you first got in contact with. Situations change, and just because a person cannot go through with a relocation now, they might be in a better situation a few months down the road. Call these people back… you might be surprised!
• Create a drip campaign to market to potential and existing clients. Creating a drip campaign is a great way to weed out non-buyers, and to focus your attention on the leads that are wanting to move. This coudl be a newsletter that includes marketing articles, inspirational real estate stories, anything that would be use for for them. The more you contact these leads in a positive manner, the better it paints you as a relocation specialist. And the more likely they will purchase from you.

  We understand that some Realtors are a bit tentative about giving out their phone number, and we do have a solution for that. Simply click on the button below and [without giving us your phone number] the system will call you and us. In this way we will give you a call but not know your phone number unless you tell us.

  It’s the perfect way to learn about our program without being tied down.

  

First, we develop a web site for a specific city. These web sites are highly promotional of the area. They do not sell anything. Next, we prominently position each of these sites throughout the major Internet databases, e.g. Google, Yahoo!, Bing, etc. In addition to optimizing these sites for people researching a relocation to their respective cities, we use pay per click advertising to ensure the site gets found.

Once they are on the site, we do not scare them away with a sales approach. Approximately one in twelve to one in fifteen, depending on the site, will ask for a relocation package. These are the people who are serious about moving. In addition, they are open to getting help. Now that their contact information has been captured, we visually inspect each lead to make sure that it appears to be a legitimate inquiry.

Before we send the lead out, we compare their information with www.free411.com in an effort to correct transpositions and or add an additional number to the lead. Once completed, the lead is sent to one agent. Below is a list of some of our web sites:

Number of City Websites: 1,004

E Lead Marketing is a lead generation service provider for real estate agents. We are a team of competitive and talented professionals with a combined 3 decades of real estate Internet marketing experience. We are headquartered in beautiful Encinitas, CA.

The President of the firm is Michael A. Lewis. He received a Bachelor of Science Degree majoring in Business Administration from the Pennsylvania State University system. After a number years in corporate America, he was brought on as a consultant then later named President of a closely held corporation in San Diego, CA. This specific experience led to the formulation of the basic platform of what is known as The Relocation Professionals, Inc dba E Lead Marketing.

In June of 2002 the company opened its doors. We began by building a national web site, www.therelocationprofessionals.com. Over the next two we developed approximately 600 city lifestyle web sites. The concept was simple: Position the site using pay per click and search engine optimization (SEO). Give the web searcher lots of free information , a few pictures, links to local attractions,etc More importantly, for the serious individual who really is moving, they are offered an opportunity to receive a free relocation. We generate 10,000 to 15,000 each month nationwide.

Although we do not have empirical data on how much our gross annual sales resulting directly from our leads are, we estimate well into the tens of millions based on our renewing clientele.

We understand that some Realtors are a bit tentative about giving out their phone number, and we do have a solution for that. Simply click on the button below and [without giving us your phone number] the system will call you and us. In this way we will give you a call but not know your phone number unless you tell us.

It’s the perfect way to learn about our program without being tied down.

How to work the leads

After more than a decade of working on Internet marketing for real estate agents, we’ve learned what works best. We understand that you are the “home sales expert”, but when it comes to internet –generated relocation leads we’ve gained an in depth understanding of how to approach these leads and get the maximum results!

You should attempt to contact them by phone before emailing or mailing anything. In order for your email to be read and acted upon, it should be something they are looking for. If phone contact cannot be made, you may leave a message referring to the email or mail that you will be sending.

The initial phone call should focus on the prospective client’s needs. The first impression is everlasting; let it be a good one. Asking intelligent questions about their needs and concerns is a great place to start. You do not want to focus on the fact that you are a real estate agent. This is also a great way to qualify each prospect.

During the initial contact, you want to establish rapport and let them know that you are a “relocation expert” who is available to provide information for them. You should be able to determine in the first contact what their time frame for moving is, as well as whether or not they plan to buy or rent. This issue may not be set in stone, so please do not discard someone who indicates that they prefer to rent. Make a friend because friends refer business to friends.

If your prospect isn’t planning to move for more than 6 months, put them on a drip campaign. Keep them abreast of what is happening in the market place once a month or so (via email).

In addition, you’ll want to find out if they have a home to sell before they leave. If they do have a home to sell and have not hired an agent, you may offer assistance in getting them a great agent to represent them. A reverse listing referral fee is always a nice way to make some extra commission.

If you are in the business for the long-haul, relocation leads can be enormously profitable. Quite often, when one family relocates another one follows, e.g. Grandparents, siblings, friends, employees.

On a final note; stay organized. It is crucial that it be you who is meeting them the day they fly in to look at properties. You will want to track relocation dates, what information was sent to them and so on. It is essential to begin building the relationship as soon as you can no matter what their time frame.

Recap:

• 1. Use the phone to initiate contact.
• 2. Focus on their needs…..take notes.
• 3. If they cannot be reached, send email or U.S. mail.
• 4. Stay in touch via email or occasional phone call.
• 5. Stay organized.