Follow Up: Nobody’s Doing It, What About You?
Send a message to your competitor and tell them, “I’m going to follow up with your leads.”
Thanks to the super expensive ($199) video equipment and a steady hand, I have a few clips to share from the International Builders’ Show. Might be a bit raw but the sound is good. Here we are behind the scenes at the International Builders’ Show talking to a crowd about follow up.
In today’s market it’s very important to find out what happens to your leads. In the following clip you’ll get a graphic view of what really goes on with lead management.
Don’t pull a Tommy Boy. There are many ways to nurture and grow that relationship. We do this by implementing a specific process.
Nicky Joy says it best, “Follow up is your first customer service test.” This is how people see what it’s like to do business with your company. Most people can’t make it past this first test. When we talk about follow up we need to be fast.
Check out the video and tell me what you think. What is one thing you’ve learned about follow up?
This is the first of a 4 part series of from IBS if you’d like to see the whole play list, here’s the link.
Or keep an eye out for my next post!
(video) Epcon Communites Goes Tech at National Sales Conference
I’ve recently discovered, after presenting at Epcon Communities’ national sales summit, that Epcon agents are people who take action!
During the summit, I had the pleasure of sharing concepts with their sales team and builder partners on how to create digital communities. We talked about integrating new technology into the sales process.
After my discussion on incorporating video into the sales presentation about 12 sales executives didn’t just take notes, they took action. They went to Target and bought Flip Mino cameras (rumor has it security almost kicked them out for trying to negotiate a group discount)
You know me, I never go anywhere without my own Flip. While I was there I shot a few clips myself with some amazing individuals!
In the first interview, I talk with Phil Fankhauser the CEO of Epcon and the best-dressed man in the industry. He shared some great concepts the night before. Here is my favorite quote, “If the market is 17% off, doesn’t that mean we are 83% on?”
Next up is Nanette Overly, the VP of Sales and a dynamic individual discussing action steps for 2010.
And finally, Ed Barber, Sales Executive of the year for Epcon talks about how he is going to use video email to blow up his business in 2010. (plus he talks about his dog, Teddy Bear)
The 2010 International Builders’ Show
I am looking forward to another great International Builders’ Show in Vegas this year.
I am honored to be presenting in two "guaranteed to blow your mind" sessions. Are you attending? Be sure to drop a note in the comments section below.
90-Plus Ways To Capture Homebuyers Online and Then Close the Deal >>
Date: Thursday, January 21
Time: 1:30 pm – 3:00 pm
Location: South 221
Description: There’s no question that most buyers turn to the Internet to search for a new home. Increasingly, consumers eliminate builders from consideration based on little more than the builder’s ranking in an initial Google search, the look of their website or the builder’s follow-up on Web-based leads. In short, many consumers are choosing their home builder based as much on the builders’ Internet savvy and presence as on their product. This session will give builders proven strategies for maximizing their online presence – and tools for winning online.
Learning Outcomes:
- Learn how radically the home buying process has changed
- Capitalize on new home buyer expectations and extend your online reach to capture more buyers
- Maximize your Internet follow-up and manage your leads for more sales
- Engage prospects with social media
- Write Web copy that makes a difference
- Unlock the secrets of being found online, including keywords
- Differentiate your online presence and follow-up from the competition
Speakers: Brian Flook, Mike Lyon, Andy Brown
Extreme eMarketing – Take Your Internet Program from Good to Great >>
Date: Thursday, January 21
Time: 3:30 pm – 5:00 pm
Location: South 221
Description: So you have a Web site … now what? Join us for a high-energy, content-rich Internet marketing and sales master’s class. Fill in the missing pieces of your Web program with a comprehensive strategy. Learn how to use your Web site to drive traffic, manage social media to generate awareness and use eLead follow-up to close the sale. Warning: For serious remarketers only! Get your pens ready to write as we give away powerful secrets sure to sell more homes and add revenue to your bottom line!
Learning Outcomes:
- Learn the elements of a complete Web marketing strategy – and why you need one to remain competitive
- Pick up proven techniques for planning, budgeting and implementing your strategy
- Get insights into the role of social media in your Web strategy, as well as tips and techniques in eLead follow-up and conversion
- Acquire better ways to evaluate your strategy and make modifications on the fly
- Learn which elements you can do in-house and which you should outsource
Speakers: Carol Flammer, Mike Lyon, Meredith Oliver
Getting Social at the Building Industry Show
For all my California friends, be sure to mark your calendars for BIS 09′ Nov 19th & 20th. I’ll be participating in two events and look forward to some great conversations. Also, be sure to check out Mike Ferry at the Center Stage event and Jeff Shore, both on the 19th. See you in Long Beach.
BIS 2nd Annual Round Table Session
Friday, Nov 20th 9:30am -11:00 am Room 102C
Last year’s first annual BIS Roundtable Session was a raging success. Join the fun this year and sit around the table with industry leaders for interactive and intimate discussions on the issues that are top of mind for home building professionals. No power point presentations, no talking heads. Instead, engage in lively conversations that are relevant to your business, share ideas and brainstorm solutions to today’s most pressing issues, and take advantage of one of the best networking opportunities at BIS.
Social Media – New Fad or New Frontier?
Friday, Nov 20th 1:30-3:00pm Room 103B
At a time when 80 percent of all home purchase searches start online, social media sites have become business critical and it is essential to understand the full implications of Web 2.0 for the sales and marketing of real estate. A group of real estate and Internet executives will discuss the fundamentals of these new virtual gathering places as a vital marketing tool for builders and developers. Starting with the basics—who are using these sites, what makes them an attractive audience for real estate marketing? The panelists will provide their own tips and tricks for maximizing a project’s online presence on these social media sites to sell homes.
Join Me at Sunbelt Builders Show
I am off to Grapevine Texas at the end of the month where I’ll be presenting at the Sunbelt Builders Show on October 30th. Join me for this live presentation covering all the new technology, statistics and information about your online consumers and how to create a powerful program to maximize your reach on the internet. Check out all the details below.
October 30th 10:15-11:45
Browsers to Buyers: Proven Strategies for Selling New Homes Online
Are you looking for a competitive edge in a challenging market? Whether you have a commanding internet presence or you are stuck in the digital dark ages, learn proven methods that are necessary to develop or improve your online new home sales. This powerful seminar will provide an easy-to-follow roadmap leading to a successful online sales program that will help you attract and capture more qualified buyers. Learn the trade secrets that promise to explode your online sales and convert more of your browsers into buyers!
About the Sunbelt Builders Show
The largest and most successful trade show and education conference for the residential and light construction industries offers you the opportunity to:
-Exhibit the latest building products and services
-Learn from the nation’s construction industry experts
-Network with thousands of building professionals
-Enjoy the many networking and entertainment events
Whether you’re marketing products, building or remodeling, Sunbelt offers a positive business climate in which to learn and network in a friendly, relaxed environment.
On the trade show floor, in the education conference rooms and at the many special events, you’ll have the opportunity to network with building industry pros from across the United States and North America.
The Texas Association of Builders and the Sunbelt Builders Show™ will also continue their tradition of providing the very latest in green building and cutting-edge expertise.
