Identifying The Lead Source & Type

When a lead registers, they may register from all different sources, so for some of you, you may have multiple products or you could be adding leads yourself, or perhaps running marketing campaigns on your own in addition to anything that AgentLocator is offering as well. Some of you may have branded websites along with lead-gen sites, some of you may be running Google campaigns as well as Facebook campaigns, and again, some may be manually adding leads. One source of information is the actual source of that lead. Here is the link, essentially, where that lead registered from. Anything that comes from your lead-gen site, your automated lead gen site, these essentially are going to be buyer leads. You’re also going to notice that there’s a lead type of home buyer on these leads. These leads are automatically set up to receive listings from you based on that activity or information entered into the lead-gen site.

When you’re running Google campaigns, your leads will sometimes come from that source. Now, if you’re running multiple campaigns, we like to separate them in many cases, so that you can identify which campaign that lead came from. Often, you’ll see a source such as PPC Brampton or Google Buyers Brampton, things like that that indicate that this is a Google lead. These leads as well would also, unless you’re running a seller campaign, would be buyer leads. Now, for some, you may be running Facebook ads. Facebook ads, we will create the source. Coinciding with the type of ad you’re running, it might say Facebook Ads Mississauga Buyers’s example or Facebook Sellers. Something with Facebook in the source or an FB to identify that this is a Facebook lead. Now, we set up the lead type depending on what you’re running the campaign for, so if you were running a buyer campaign, we’d set the lead type as a home buyer. If you’re running a seller campaign, it would come in with a lead type of home seller. Now, for some of you, you may be adding leads into your system and they may come from different sources.

You do have the ability to create sources. The example and tutorial on that is in the CRM Training Guide. It’s pretty straight forward, but you can create sources to apply to your lead so you can identify as well where they come from. Now, for those of you that have the source of a branded website as well, you will essentially get other leads as well. Let’s just [inaudible 00:02:51] these apps. We’re going to have basic… I’m going to choose all… These are all the branded website sources, so I’m just going to add them to show you. In this case, this lead came in from the branded website of the HomeWorth page. This is a lead essentially that filled out the HomeWorth landing page, and so this lead came in as a home seller.

This one came in from the branded site, but the CondoWorth page, it too was aligned with a type of home seller. Now, you will sometimes get ones where they spell out [inaudible 00:03:26] to get listing alerts. They came in through not the StreetMatch and what it’s showing here, but they actually came in through the daily listing alert landing page. Those would come in as a home buyer, and the status would show that they’ve been assigned to a prospect match because that’s essentially one of the features of that landing pages is it will set them up as well to receive those listings. Some of you may get the training basic with nothing in addition to that. Often enough, these lead types come in as an other lead. These leads here are essentially people that came to your branded site, they were forced to register, but they didn’t sign up on a landing page. They didn’t sign up to receive listing alerts or a home evaluation, they signed up because of the forced registration on the listing.

In some cases, they may have filled out a contact form or a showing request. In those cases, with these leads, what I would do with any lead that comes in as another lead, in their profile, you will be able to see their activity and what listings they looked at when they registered on your website, so go ahead and… I would add a new lead-gen user and start creating a search right here based on that. Just the basics: the location, the type of home, and the price point based on what they’re looking at. Once you’ve done that, I would shoot them up a message right away where it’s the essential… The first message. It would be the lead qualification SMS message, which would be this one right here, the global first response.

You’re basically thanking them for registering and letting them know that you set them up to receive those listings. That’s what you can do with the leads that are the other lead type where they haven’t signed up for listings because you want them to get active. You want them to engage so that you can follow up with them regarding that. Now, you will also get StreetMatch leads. These leads come in from the StreetMatch page. These are potential sellers that are looking to see what homes are listing for and/or in some boards selling for in a specific area. Those are the StreetMatch leads. Those are considered also seller leads. Now, any lead that does register or attempt to register on a seller page, whether it’s StreetMatch or HomeWorth if they go to that page and they fill out their address, but they leave that page before giving you any contact information, you’re going to receive those leads as partial leads.

This partial leads tab will show you the addresses that were entered and the source or the site or the page on your website that that lead attempted or was going to sign up on. You will have a list of addresses in here, especially if you’re running any kind of seller campaign because a lot of people don’t feel confident in leaving their information online in many cases. There’s a few different courses of action that you can do with these addresses. You can door knock. I would say five houses each on either side of that and then five across the road. That’s one option you have. The other option would be to send a mail, a personalized mail. I know some agents that have a letter that they just tweak it and send some comparables with some business cards, so that’s an option that you can do.

I’ve also had other people do the do not call us, see if they can find that in a reverse lookup if there’s a landline that they can reach out to and follow up with the individual that way. Understanding the sources of your leads is going to allow you to know what communications you should be offering that individual or how you should approach that lead, as well as the sources will be used if you are building out campaigns and you wish to have those campaigns automatically assigned to your leads. Again, the campaigns, how to set that up, and how to automatically assign them can be found in the courses that are associated with the CRM training.