Ever get those missed calls from unknown numbers? You know, the ones you ignore and then Google to see who called? Well, guess what? This is what your leads are doing when they’re not picking up the phone. And it’s a golden opportunity knocking at your door.

Turn missed calls into clients

Imagine turning those missed calls into clients. Have you ever actually Googled those numbers to see what shows up when the leads Google the number?

This isn’t some far-fetched idea — it’s a real tactic that can boost your business. It’s a micro-moment that’s oft-neglected, especially when it comes to phone numbers tied to a CRM. CRM-based numbers are more likely to seem like they’re fake when calling. They’d have no history or results most of the time, which for many people is a clear sign of a scam call.

So, that snap judgment of, “Is this spam, a scam or a call worth answering?” is a critical moment. You don’t have long to convince someone.

Do these two things

You should do two things — the first is setting up a branded call display.

The second … Imagine this for a moment. They type your phone number into Google and the first result is:

“Did XXX-XXX-XXXX just try calling you? That was me!”

They’re going to click on that.

What to include in your call

The same way you respond to online leads, you approach this with:

1. A polite opening
2. A mutually agreeable fact
3. An easy-to-answer question

Tell them who you are, point out why you’d have been calling and then ask them a question.

So, that opening could be: “Hi, I’m Andrew with JSH Realty. You got a call from XXX-XXX-XXXX, you typed it into Google and now you’ve come here. Are you curious why I called?”

Then, you can list out the ways you collect leads and go into a call-to-action. These will be specific to your business.

This is a really easy backend page to put on your website. It will also be easy to rank at the top for your phone number since no one is trying to compete with you.

Turning missed calls into clients isn’t just possible, it’s a simple way to boost your conversion rates. By creating a dedicated phone number page, you provide potential clients with the information they need and make it easy for them to reach out to you. Start implementing this today and watch your missed calls turn into valuable client interactions.

By the way, if you want a PDF template of how the page on your site should be structured, just DM me on Instagram with PHONE SEO so I know what you’re looking for, and I’ll send you the PDF.

Sales results really shouldn’t be a struggle. Many business owners and realtors find prospecting to be labourious perhaps because they are doing the wrong things. These things include focusing on what they like in their business, rather than what is actually needed to succeed. But it’s time to level up and win.

Volume focuses on achieving the sales numbers — it’s purely based on the quantity of leads that come in and the deals that you close.

On the other hand, refinement involves the quality of sales and customer interactions. Refinement strategies zero in on improving customer satisfaction and building long-term relationships over the long haul. Here, customer feedback is extremely valuable.

Here are some tips on implementing volume and refinement strategies.

Strategies to boost sales volume

1. Expand your market. Identify new target markets or demographics. Who else can you reach out to? What problems can you solve in different markets?

By focusing on and expanding your ICP (ideal customer profile), your results will surely come. Research emerging neighbourhoods, cities or regions with high growth potential. Keep up with real estate trends (price changes and economic factors). 

2. Generate leads. Do the grunt work yourself or hire others to do it for you. Invest in activities like advertising, content marketing, SEO and cold outreach. Develop a robust online presence through social media and create a strong website.

Focus on the activities that bring in results. Do more than you think in at least one or two of those areas, and refine your approach later.  

3. Provide incentives. As a senior sales executive or broker, you need to motivate your sales team with performance-based incentives. We often hear about this, but it truly moves things along. When your team members feel important, they will work harder.

A great commission or bonus can do wonders to boost motivation, for example. You can base quarterly or annual bonuses on overall performance. 

Strategies to boost sales refinement

1. Use a CRM system. By tracking important conversations, you learn about your customers. You can take measures to improve interactions and strengthen overall customer service. Customer feedback should be analyzed. Always identify what you can do better.

The number one interest of real estate agents is to capture more leads. Lead management through a CRM (customer relationship management) system will automatically capture leads from various sources, including your website, LinkedIn and other social media as well as listing sites.

2. Get professional sales training. Continuously train your sales team on best practices. Keep them up to date on product knowledge. Find out what areas individual reps need to work on (cold outreach, content marketing, following up, etc.). By investing in such training or coaching, the productivity of your sales reps will increase. In-depth training on the local market, including neighborhood specifics and zoning laws will greatly benefit agents.

3. Add a personalized touch. Tailor your sales approaches and marketing messages to individual customer needs. Offer additional services that enhance client experiences. Providing after-sales support to demonstrate your care is crucial for maintaining relationships, encouraging referrals and reinforcing your overall reputation as a broker or realtor.

Pitch, test, refine, try again

Volume provides quick gains. Whether achieved through digital marketing, open houses or networking, your overall outreach increases. The idea is to test what works. Begin by doing a ton of cold calls, posts on social media, etc. Then, go back and refine your message, your sales script and how you connect with customers after the sale.

Testing what works is uncomfortable. No one likes to feel like they don’t have it right, but that’s exactly where it all begins.

Refinement provides sustainability. By understanding your clients better, you serve them better. As you move forward in your business, remember that a balanced approach to volume and refinement strategies is great for learning and improving sales.

Your next obvious question might be, “Where do I use these video testimonials?” I’m so glad you asked. 

There are five ways you can use your video testimonials to increase visibility, build trust and establish authority for your growing real estate businesses. 

1. Your website

I feel like this may be a ‘Captain Obvious’ moment, but the first place you want to host your video testimonials is on your website. 

Not only will the videos significantly increase hang time (viewers stay up to 88 per cent longer, according to one study) and conversion rates, but showcasing your satisfied customers will also build trust with potential customers. 

I recommend video testimonials on your home page and a separate page where people can binge-watch what your happy clients are saying about you. You can have a separate tab called testimonials or, as I like to call it, a “library of love.” 

2. Social media and ads 

It’s no secret that people spend a lot of time on social media. So, sharing your video testimonials here feels like yet another example of deep thoughts from the captain. However, what you may not know is that posting your videos on social media can increase your website traffic. Social media is a great place to stay top-of-mind and to drive potential clients to your website. 

You can also use your posted video testimonials as targeted video ads. When cold audiences (strangers) can see and hear from real people who have used your product or service, they are more inclined to trust your business. 

Here’s a helpful hint. When posting your video testimonials (or turning them into ads), create a description that evokes curiosity. Something like:

“Find out how Ashley went from $17 million in sales to $33 million in under a year,” or “Find out why this fast sale brought tears to Tom’s eyes.”

Another tip? Remember to tag the interviewee on your post so they feel compelled to share the content as well. Sharing is caring.  

3. Email and onboarding

Including video testimonials in your email marketing campaigns can help to increase open rates and engagement. 

Although you can’t view videos inside of email platforms, you can create a compelling thumbnail and link that to your website where they can watch the full video. 

You can also use video testimonials as part of your client onboarding process to build trust and establish a connection with new or potential clients.

4. Recruiting 

Video testimonials can be a powerful tool for recruiting and attracting top talent to your brokerage.

You can use video testimonials from your current employees to give job seekers a better sense of what it’s like to work at your company and why they should consider joining your team.

This can help to generate interest and make your company stand out from the competition. 

5. Brand ambassadors 

Share, share, share!

When we encourage our clients to use the interviewees as brand ambassadors, they all say, “I never thought of that!”

Tapping into the devotion your clients and customers have for your brand is a great way to get free exposure and visibility. Remember, they may not love video, but they do love you. 

Once you have an edited clip, host the video on your site, send the interviewee a link and encourage them to share it with their own sphere of influence. As I mentioned above, you can also share the video clip on social media and tag them so it’s easy for them to share that way. This can help to reach a wider audience and build credibility with potential customers. 

There’s no better sales tool than a video testimonial to show, not tell, your prospective clients what makes your real estate business great. And now you know how to take those video testimonials and share them with the world. 

You’re welcome!