Lead Cultivation Video Tutorial
Today I thought it would be fun to kind of show you how I am cultivating leads inside of the KW command system.
They are all going to be different based on what kind of leads I have, but I thought it would be fun to kind of show you what it looks like.
In the dashboard, we have tasks and I want to let you know that these tasks are actually appearing because there’s an invalid email or an invalid text number.
I’m hoping this changes in the future.
Checking The Task List
Right now what happens with your smart plans is if you have a touch that involves a text message, but Twilio is not yet connected, or the phone number is not “textable” or there’s a missing phone number, it’ will show up in your task list here as “send a text message”.
I would automatically open that contact and take a look at his phone number. It’s a good idea to have smart plans for those with a number and without one until KW Command has a better way of managing missing or invalid numbers and emails.
I’m just going to get rid of those tasks for now and not worry about them until I can move them to a “no phone number Smartplan”.
I use Smart Views, which are saved searches in the dashboard to quickly pull up leads that have certain filters, such as ‘newly’ created.
KW Command has a few preset Smart views including:
- Who Should I Call,
- Contacts without neighborhoods assigned
- Contacts that are on Campaigns.
I look at recent contacts and explore what communication is happening. Looking at contact Brian, for example, I can see that I sent him a text through my smart plan.
“Hi Brian, are you getting the properties we’re sending you?”
I’m looking for responses I may have missed, or invalid info (Tasks), or any notes I may have made. I’m also considering if there should be a different SmartPlan in action.
I’ve got Greg Taylor here. I’m going to go click on the three dots and I’m going to do view smart plans. I can see if Greg is on any smart plans or not. He’s not. So I would question myself, okay, what, what have I not done with that lead?
I open the contact and I see that it’s an IDX lead. It’s been entered into the system, but nothing has happened with it yet.
Now, I want to put them on a smart plan. I want to start getting text messages and emails to him.
Now all of these smart plans are smart plans that send particular types of messages based on that smart plan. I have market reports, I have buyer plans, I have seller plans, I have just-listed homes plans.
I’ve created all of these based on whatever my offer is.
For example, I have three specific buyer Smart Plans:
- Buyer Arrival
- Buyer Survival
- Buyer Revival
Then, I have the same thing with the seller smart plans:
- Seller Arrival
- Seller Survival
- Seller Revival
Arrival campaigns are designed for a brand new lead who never talked to. These are most often web leads. The goal of the arrival campaign is just to get them responding. Once they do, they will move into the survival campaign.
The survival campaign cultivates a longterm nurture type of lead.
The revival campaign is a “Hail, Mary.” It’s the “last-ditch-effort”. This contact has never responded or hasn’t responded in ages, and nothing’s happening.
We need a revival campaign that’s super, super aggressive.
We want them to either tell us to go away or answer us in some sort of way and then they’re probably going to get archived in some sort of a, a bucket after that.
Now I do want to let you know these smart plans you can build from scratch.
I’ve got videos on how to create a KW Command SmartPlans from scratch.
You can make a smart plan that’s already in KW command and edit it. You can also purchase my SmartPlans from my brothers, Jeff, and Paul at Ballen Brands“>Ballen Brands (CommandLeads.com). They can be reached at 702-917-0755.
So you can buy the suite, have them load them into your KW Command SmartPlans, and off you go.
I’m constantly building new SmartPlans. It just depends on what the need is.
For example, I have IDX leads.
These are contacts that were on my main Las Vegas real estate website that I have on WordPress and he registered to look at properties or to save a search.
So what would be of interest to him?
It sends this message:
I had to put that in there because there was a kind of a glitch with properties loading. And then I have our name and our signature and everything like that.
That’s an email that goes out every two weeks.
So that’s kind of a nonthreatening ‘no brainer’. Once I select that SmartPlan, KW Command asks me if I want to start now, or do I want to start on the following date?
It’s updated continuously on that same page.
So it’ll look like new listings all the time because the way I set it up and they will be new listings. They are sorted by days on market, lowest first using the filters.
You can also have smart plans that are sequential, so when they finish this one, the system automatically moves them to the next one.
I also want this lead to be entered into the Buyer Arrival Plan.
The Lead Pool
Because I have a team, I have a lead pool. With the Lead Pool, any one of my agents can log in, they can look through these leads and they have the ability to claim the lead, play with it, call them, do whatever, and then if they don’t reach them, they can release it so that they’re not changed to it.
I absolutely love that so much.
It first appears in the Lead Pool as “unassigned”. The agent can click claim to access the lead and work on it. They now have access to do everything with that contact. He can call him, he can put them on his own smart plan, he can do whatever.
And then it would tell me Jeff (agent on my team) has claimed it. Jeff makes notes all throughout so that then when they release it and I get it back, I see all the notes.
Working with leads in KW Command is a breeze. There’s a process now, a system for converting leads in KW Command as a single agent and as a team.