"Harnessing the Shift in the Market"
Steve de Laveaga was awarded one of the top 100 most influential individuals in the real estate space by Top 100 Magazine. Most recently, Steve is the CEO and founder of R.I.S.E. Coaching and Consulting Company.
R.I.S.E.’s model is simple: feed the strong, starve out the weak. Agents are not paying a referral fee, rather a success fee.
There are 5 pillars of success in R.I.S.E.’s Speed2Lead program:
- Speed
- The consumer does not work with the best, smartest or most experienced agent that they speak with. 72% of the time, they work with the first agent they speak with. Leads want speed above all else. Build rapport, demonstrate that you are the local market knowledge expert within the first three to five minutes of conversation. Your job is to convey that you are a local subject matter expert, as you find common ground. Ask them - why is this area important to you? Don’t tell the consumer that they are wrong in the first conversation (ie: “That home has already been sold.”) Meet with them even if you know the home has been sold, and come prepared (ie: “It looks like this home is already under contract, but I brought five more homes that suit your criteria. Do you want to go see those now?”)
- Notes
- Make a minimum of 2 updates and a maximum of 4 updates per week in your OJO dashboard.
- Communication Pathway
- If you communicate consistently, you will be awarded more “at-bats.” It is important to update your OJO dashboard in addition to your CRM. This will allow OJO to always be up to date with what’s happening with the lead.
- Optimized settings
- Conversion leads to opportunity. Do you use the Snooze setting? The system will reward you because it sees you paying attention. When you are taking leads,take them. When you are not, don’t.
- Patient conversion
- For the first 90 days, you should be taking leads that are small or 30 miles away. Your mindset has to be patient conversion.
Important to remember when first calling a lead - ALM:
- Appointment (ask them why this location, understand their situation, understand their time frame.) Don’t ask - “Are you prequalified/ do you have a job?” Most importantly, meet them in person to understand them.
- Location
- Motivation (understand their time frame). A future buyer or seller is not a bad lead. Sometimes people start to look 12-18 months in advance. This is recurring revenue.
Tips for teams:
- Team lead: Use your best agents in our program/ toggle people in and out. Agents often come in, and they are very hungry. People fluctuate their focus, so you can rotate agents in/out each week. Agents have to be accountable for what their team is doing. We look at the team as an aggregate. One agent on a team with poor performance will hurt the entire team. Being a team lead means that somebody has to own the accountability to say - “You’re in/you’re out (of the OSN network for their team).” Give an agent one week to correct poor behavior.
- If one agent on your team closes a transaction and doesn’t pay their referral fee, we block every agent on your team from receiving more leads. If one person on your team is out of compliance with referrals and status updates, we block everyone on your team. We suggest having a scorecard of every agent on your team.
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You can make team substitutions and swaps, but not team additions right now. Any agent working an OJO lead needs to be onboarded to your team.
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OJO leads are like open house leads. You want to act like you are an extension of OJO.
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You can’t transfer leads between agents if they are not on your team.
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Think this: You are building a databank, not a database. The best part of the referral
network is the referrals you will receive from your referrals.
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“Connect through OJO” - this is an important signal we are looking for. We are listening
to the signal that the agent is using the technology. This will help prioritize you in the algorithm.