Just as Dave Elhke does, Donna Swanzy has her own unique systems that are working for her and her business growth.
In fact, Donna has a unique approach, that goes against the grain with what is standard in the Real Estate world. She doesn’t call leads.
Donna closed 6 deals in one month through StreetText, and 12 deals that month in total. Donna did all of this without making a single call to a lead.
If you’re like Donna and prefer not to call people, and to door knock as little a possible…maybe her strategy can help bring your business to the next level. Read below, and see if any of her strategies and systems that you might want to implement into your business practices!
Donna initially gets the majority of her leads through StreetText’s custom-made Facebook advertisements. She doesn’t have to monitor these and focuses on what she does best…listing and closing deals.
Once people click on her Facebook advertisement, the leads will filter through her StreetText dashboard for her to address. Donna has a few different systems she uses, including her CRM, and an organized system for her address only leads. Once these are filtered through, Donna begins nurturing each lead.
Once a lead comes in, they will automatically get an email from Donna. This email is automatically sent through her StreetText account and is sent once someone requests a home evaluation. From here, the email provides them with all of the information they would need to initially get in touch with Donna.
To download a version of Donna’s initial lead email, click on the downloadable link provided below.
Stage three: Address Submissions
From here, Donna will handle any and every address submission, because no lead goes unturned. She mentioned in our latest Webinar session that she always contacts her address submissions by letter.
Donna highlighted the importance of making this a handwritten, and very personable letter, as well as providing the lead with all the information they’ll require to keep them intrigued to get their valuation.
Just like Dave, Donna doesn’t provide them with all of the information. She provides them with just enough to stay curious and to contact her back. For an example of the letter Donna sends her address submissions, click on the downloadable link provided below!
Stage four: Phone Numbers
When Donna receives a phone number, believe it or not…she doesn’t use it. Donna has made it very clear through several conversations her and I have had, that she doesn’t like calling leads, and doesn’t enjoy door knocking.
Donna has continued to be successful, regardless of using phone calls or not. Her personal mantra is that she doesn’t enjoy being called, or talking on the phone, so why should she do that to others?
This system has clearly been working wonders for Donna. Now, it’s important to remember that Donna does eventually call her clients if need be, and only steers clear of calling when the lead is new, and not a client yet.
Stage five: Email Follow up
Donna explained to that her email systems have changed during her time as a realtor. She initially started by sending emails individually to all of her leads, and is now using a 5-week email campaign to contact all of her prospective clients.
Now, Donna uses Peak Producers, build by Brian Buffini as her primary CRM and will filter all of her leads with an email address through this. Once they are put in her CRM, Donna can place each of these on her pre-scheduled email campaign.
All of her emails are built – each lead will receive an email a week for a specific duration. These will vary, depending on content, and what Donna wants to send out that week. Much like Matthew Nicolas, and Dave Ehlke…Donna focuses on changing these emails and systems every few months. That way she keeps content fresh and enticing for her leads.
For examples of content, Donna sends to her leads, download the documents below.
Donna is a hard-working real estate agent who has tested systems and seen what’s worked best for her business over time. We always recommend that when you venture into building different systems, that you try out a series of different ones before settling on one system. We also recommend constantly changing your approach and systems so your leads stay intrigued, and educated with the content.
Remember, try something – and if you don’t see results…change it! Systems will always need tweaking and changing, even if they’re successful systems. Take the time to know what works, and build similar systems around those strategies. This will make all your future plans foolproof.
Elysse Bujold has a background in digital marketing. Having started her career at Disney Interactive Studios, where she grew on a project team advancing initiatives for the company, today she has been driving marketing strategies and initiatives to help grow businesses.