The goal is to have them understand WHAT they are going to experience (the joy, the feeling) not HOW they are going to experience it.

1. Tell them the "3 Things" (that relate back to the pain)
2. Get the commitment
3. If there is commitment hesitation

Better Lead Generation- I need more leads

• • THE PITCH - Leads with us are — exclusive, qualified and at a better cost.
    1. Leads are exclusive - Say: “So what I am hearing you say your biggest need is leads.  With us your leads will be exclusive to you. Leads are directed straight to the landing pages we design and build, with your branding. No more Zillow, realtor.com or other 3rd party leads that you contribute to their branding and their clicks. It is all about getting your leads that are exclusive to you while boosting your brand. I put it you like like this. When we run pay advertising for a client we are spending their dollar 3 ways. Let's say you have $2000 in paid advertising and you are doing that will Zillow.  You will probably get $2000 worth of lead BUT Zillow is getting $2000 worth of Brand impression and $2000 worth of clicks on their site (great for SEO). When you spend $2000 on paid advertising with us, you not only get $2000 worth of leads that are exclusive to you, you also get $2000 worth of impressions AND $2000 worth of clicks to YOUR Site, great for SEO! That is a $6000 value for only $2000”  
    2. Leads are more qualified - Say: “Also with us your leads will be more qualified. We capture leads lower down the funnel with our niche advertising approach where leads will be more qualified. No more leads that say “I am just looking.” or you get a Zillow call that never pans out. These leads are actually searching for a home in a neighborhood you are an expert in or wanting to find you as the local expert to sell their home ”
    3. Leads cost less - Say: “Plus not only are leads exclusive and more qualified, they also cost less. They cost less because you are not playing in someone else's sand box. Stop wasting money or better yet stop wasting your commission with 3rd party lead sources. An agent just last week signed on because zillow.com told him it would be another $2000 per month if he wanted the same number of leads and Zillow had over saturated his market and he was already spending over $200 PER LEAD!”
    4. Close Pitch with - Say: “We do it all for you so you can benefit and grow your business. It is a great feeling when we get calls from clients thanking us for the effort we put in to growing their business through better lead generation. I am happy to send you contact information for a few of our loyal clients so you can hear it from them as well!”

This part of the pitch will be determined by the number of agents the lead has, $300-$500 per month in lead generation, plus software cost.

• Leads - Initial Pitch with Top Tier -
• Big Team
• Small Team
• Individual 
• We are going to get you leads that are exclusive, they are qualified and at a better cost per lead. You are a team of 4 agents we are going to do $3000 in paid advertising and hit the ground running! That is a great budget to get things flowing quickly
• Leads - Middle Tier
• Oh ok, your do not want to have to spend that much, no problem we can lower the paid advertising budget to $1500, that is still a solid budget to get things rolling and after you close a few deals off the leads then we can increase that spend! 
• Leads - Down Sale 
• Lead is taking the bait so you finish with this - You know what my paid advertising team is going to kill me but I am confident in my team. For only $899 I guarantee to generate you 10 seller leads and if we don’t, I will fully refund your money. So for you it is a win win situation, you win when we generate 10 sellers and you win if we don’t as you get your money back. You will not be out anything at that point.

Better Website - I need a pretty site

• • THE PITCH - Site with us are — beautiful, easy to use and have brains.
    1. Our sites look amazing - Say: “So what I am hearing you say is you know the importance of branding and your site has to tell a story about who you are and the service you provide.  Our sites are beautiful, we take designing a site very serious because the site does reflects your brand. Your site with us will look amazing and it will show your sphere of influence you are the expert.”
    2. Our sites are easy to use and IDX is integrated - Say:  “Have you ever been on a site and gotten frustrated because you have no idea how to get to the page you were looking for? Our sites are so easy to use and navigate. Leads will be able to find more information about you, they will be able to sign up for listing alerts or be able to see get a home value with ease.  Your site will be the search tool your leads will use. Plus IDX is integrated with full screen photos. We see it time and time again when an agent has an idx plugin on their site and it is not working properly. Being focused on real estate solely we know the importance of IDX that other site providers do not care about. You do not need an idx plugin on your site, you need the integration of IDX we provide on our sites.”
    3. Our sites have the brains- Say: “Not only are our sites easy to use and beautiful, they also have the brains. A lot of custom designs sites give you a pretty site design but lack the functionality on the backend to make your life easier. Any time a call to action gets filled out, you get a push notification and email with lead information sent directly to you! Want to know when a lead is back on your site!? You will now be able to track leads coming back to your site and notify you in real time! Pairing the beauty of the site and brains is the powerful combination that our clients love as the site provides great opportunity to connect with their sphere and new leads! It's the best of both worlds!
    4. Close pitch with - Say: “The great thing about all this is we do it all for you so you benefit and grow your brand. It is a great feeling when we get calls from clients thanking us for the effort we put in to their site design and it helps them grow their business and brand recognition. I am happy to send you contact information for a few of our loyal clients so you can hear it from them as well!”

This part of the pitch will be determined by budget, always pitch the top tier site first, plus software cost.

• Website - Initial Pitch(Top Tier) - $5000
• We are going to create you a beautiful custom designed site, it is going to follow all your brand guidelines and it will be easy to navigate with the IDX automatically pulling in. Your clients and leads will go to the site and be impressed with the value you bring with your online presence. You will have that social confirmation as your web presence will elevate your brand.
• Website - Middle Tier - $3000
• Oh ok, you do not have that type of budget for the site no problem at all. Let me take a look. Yes, we will take out a few features and pages on the site and it will only cost you $3000 for the setup of your site. This site will still be beautiful and be easy to use and your referrals will land on it after googling you and be impressed with your site. Anyone coming to your site will know you take real estate serious and are the best agent/team to work with.
• Down Sale - $1500 - (Action item Elise design a beautiful W1)
• Hey, I get it you want to start small and grow the site down the road, that is not problem at all. We are actually are about to launch a theme site that looks beautiful and still has all the great features you are looking for with the IDX pulling in. It is only $1500 to set up and yes, this is a theme so other clients we bring on may pick this option but you would be the first as we are launching it next week to the public. Let’s move forward with this and we can grow the site and add new features to it later down the road.

Better Systems - I need better systems

• • THE PITCH - Lead Incubation Program, Agent Accountability, and our Daily Concierge Service
    1. Lead Incubation Program - Say: “ So what I am hearing you say you need better systems in place to be able to grow your business. Right now you do not know where to begin as there are all these different softwares out there and nothing talks to each other. I am glad we are talking today. We work with 1000s of realtors across the country to focus on their systems and work flows, working along side them on how follow up with leads and more. With our Lead Incubation Program. We mentor you on how to follow up with your leads via call and text scripts, that WORK! Plus you get a team of marketers to write your custom drip campaigns and converting landing pages great for engagement. 
    2. Agent Accountability - Say: “We also work with you on your agent accountability no matter if you are a single agent, small team or large brokerage. We make sure you and your agents are accountable. Great Power comes great responsibility! Realtors help people complete the largest purchase a person will make in their lifetime! A great system will track how quickly agents are following up, and our system keeps track of all your calls, texts and emails so you do not have to so no one is getting left out.”
    3. Daily Concierge Service - Say: “And hey I know you are super busy so our daily concierge services helps your focus on selling real estate while letting us team handle the other things! On the road and need of a save search site for a lead that you just spoke to, DONE! Need a landing page completed to engage past clients and get more referrals, DONE! Need to just give us a call and talk marketing strategy to engage your database, DONE! Sit back, relax and enjoy the ride to the top as we help you grow your business!”  
    4. CLOSE PITCH WITH - Say - “You do not have to just take my word for it! I am happy to send you contact information for a few of our loyal clients so you can hear it from them as well!”

This part of the pitch will be determined by budget, always pitch the top tier site first.

• Initial Pitch(Top Tier) - 15 hour retainer (Best)
• Putting systems in place and coaching you along the way is our specialty. We will help you optimize and automatic your business from lead incubation and agent accountability so you can stick to closing deals and doing what you are good at which is selling real estate. Our (BEST Retainer) is only $1125 per month which includes us working on lead incubation, writing and creating the drip email campaigns, newsletters, and long term buy and seller strategies plus we will coach you on how to follow up with leads, organize your database and keep your agents accountable through automation. This (BEST Retainer) puts you back selling real estate and us doing all the leg work!
• Middle Tier - 7 hour/ 4 hour - (Better)
• Oh ok, yeah I get it you need to close a few more deals before you jump into our (BEST Retainer) Program. No problem at all we still have our (BETTER/GOOD Retainer) which includes everything I mentioned above we just need to start with a couple of the solutions at a time. We can started with lead incubation and organizing your database with some monthly coaching. After that we will working on agent accountability and coaching you and your team on lead follow. Then we will work on really leveraging the tool set and automating your business. All in all you will still get the same great results at a lower price point.  
• Down sale - Just software and free onboarding (Good)
• Got it, you want to try it our on your own and just need the tool set to be able to create the lead funnels and workflows. You also want to have a great CRM to organize your database? Awesome that will not be a problem at all! For only X users at X $$ per month you get all that! I am also going to tell my marketing team to preload the automations we usually set up in a (BEST Retainer) program so you have them in the system day 1 when you log in to get you jump started. I think it is over 40 of them. Also because I really want you to be successful let’s go ahead and schedule your free onboarding in 10 days with me to really get going on the right foot! Also here is my cell number incase you need it in the future for anything!

• Next: Explain Away Concerns >>