Joe will be showing us how Homes.com has a solution to all your real estate challenges. There are great products for new Agents to Brokers and everyone in between. In this webinar you'll learn: Insider tips that can double your conversion rate on ALL lead sources How to get a twelvefold return using 4 Top Agent sources SEO secrets (with an 86% success rate) to organically land your website on page 1 of Google! How Top Agents utilize Social Media to increase engagement & leads by up to 269% Joe Sesso Homes.com National Sales Director. Author of up coming book "Secrets Of Top Selling Agents, Real Estate Titans Reveal the Play Book for Sales Success".

1. Joe Sesso
Essential tools for your real estate success
Unlocking the Power
of Homes.com
@joesesso Facebook.com/Joe.Sesso

2. Joe Sesso
⦿ Is National Speaker and Sales Director for Homes.com
⦿ Has spoken to 35,000+ real estate pros since 2008.
⦿ Educates on how to sell more real estate and build independent wealth
⦿ Was an avid real estate investor, specializing in foreclosures and bank-owned
property.
⦿ Manages a multi-million dollar personal real estate portfolio.
⦿ Authored “The Foreclosure Revolution” and “Real Estate Titans Reveal The Keys for
Sales Success”
⦿ A REALTOR since 2000 & has a Bachelor’s & MBA from Indiana University & a Masters
of Global Management from the Thunderbird School of Global Management at Arizona
State University.
⦿ Lives in Boca Raton, FL.

3. 1. Getting enough new leads to generate the level of
sales I want.
2. Leveraging my team and available technology to
connect with incoming leads.
3. Nurturing and farming my database of new leads,
friends, and past clients to convert sales.
4. Clearly defining my value proposition to sellers.
5. Having enough time to manage my social profiles
and online reviews.
What is the greatest challenge to your
business right now?

4. Successful Agents

7. Overcoming Challenges
to Achieve Success

8. What Stops MOST Agents
1. The Lead Challenge: Not enough leads in the pipeline
2. The Speed Challenge: Not responding fast enough to leads
3. The Conversion Challenge: No CRM system in place for
effective
follow-up
4. The Branding Challenge: Not getting your name “out there”
5. The Social Challenge: Not competing on social media for
leads/business

9. The High Producing REALTOR
➤ Multiple Inbound Lead Streams
➤ A CRM System
➤ Social Media Presence
➤ Branding / Exposure
➤ A Team

11. I don’t have enough leads
coming in to fill my sales
pipeline.
The Lack of Leads Challenge
“ “

12. “The top agents have 10
or more lead generation
streams”
Tom Ferry
From “The Rich and the Rest” Secrets episode
Tom Ferry The Rich and the Rest

13. Multiple Lead Stream Examples
● Referrals
● Open Houses
● Ad calls from listings
● Online Lead Generation (from your listings & other agents’ listings)
● FSBOs
● Expired Listings
● Leads from agent/broker website

14. Overcoming the Lead Challenge
1. Your Website as a Lead Generating Machine
2. Preferred Listings from Homes.com (Leads from Your
Listings)
3. Local Connect (Leads from other agents’ listings in your
favorite zip codes)

15. Successful
Website
EQUALS
Design + SEO

16. “Would you buy
from you?”
Chris Smith
From “Grow Your GCI by 50%” Secrets episode
Chris Smith Grow Your GCI by 50%

17. Websites Need…
1. To be Mobile Responsive 3. To be User Friendly 5. Local, fresh Content / Blog
2. To be Interactive 4. To be easy to Search 6. Multiple ways to capture leads

18. Complete Mobile Strategy
● One site for all devices with consistent branding
● No matter the location, Buyers and Sellers will find you!

20. Demographic Data

22. Multiple Points of Lead Capture
Capture buyer leads from EVERY listing in your MLS

23. Agent/Company Contact page

24. Homes Values, CMA Request

25. MyHome Tracker

26. BUT
Great Design
and Function
HALF
are only
the challenge

27. I have a website for my business, but
I am not sure anyone can find it.
The Search Engine Challenge
“
“

28. 77%
of REALTORS®
generated less
than 5 inquiries
from their website.
The Median
number of
inquiries is just
1 PER YEAR
2016 NAR Member Profile

29. New Contacts Per Month
633

30. Homes.com SEO FUEL
Luxury Homes in...

31. Building TRUST & AUTHORITY
Google penalizes unnatural link behavior.
Dedicated Content Team
Extensive publisher portfolio. Time is
spent writing and posting, not looking.
Blogs Algorithm-Friendly Content
Industry-Specific Links
Homegrown Content
No cutting corners. Unique, relevant
content only.

32. Adams Cameron & Co.
“Our ability to
provide them with
quality leads is one
of the main reasons
top agents choose
to join our team”
-- John Adams
Leads Generated
Up 10% YOY

33. SEO Fuel = Real Results

35. Lead Sources 2 & 3:
Online leads from your
listings and other
agent’s listings

42. Preferred vs Non-Preferred Listings

43. Preferred Listing View

44. Preferred vs Non-Preferred Listings

45. Non-Preferred Listing View

46. 90210
9021290211

47. Local Connect - Target Marketing

48. Local Connect - Semi-Exclusive

49. Local Connect - Mobile Display
HDC AppmDOT

50. Local Connect - Seller Leads

51. Local Connect with Preferred Agent

52. Karen Tooker
“I’ve remained a
Homes.com
customer because I
have gotten results!”
-- Karen Tooker
12X Return on her
Advertising Investment

53. Write Down Your Top 3 Zip Codes

54. I am too busy to immediately
follow up with leads.
The Speed Challenge
“
“

55. The industry is beginning to leverage
technology to fix a long time
weakness: response time.
Gary Keller
Gary Keller KW Mega Camp 2016
Text = 30 Min
Phone = 1 Hour 45 Min
Email = 5 Hours 35 Min

56. of consumers
expect companies
to respond in
real time.
64%
SOURCE: SalesForce - State Of The Connected Customer Study 2016

57. SOURCE: 2015 California Association of Realtor Buyer Survey
Single Most Important Reason
For Selecting An Agent
EVERYBODY MILLENNIALS

58. You Must Be Fast
To Reach Leads
You’re 100X more likely
to contact a lead in the
first 5 minutes than
after 30 minutes!
SOURCE: Insidesales.com Study

59. It Takes a Team

60. “So who is going to help you
get there?”
Dave Liniger
From “The Changing Market and My Next Step” Secrets Episode
Dave Liniger The Changing Market and My Next Step

61. You Must Be Fast To
Close Leads!
67% of buyers will only interview
ONE agent!
SOURCE: NAR 2016 Home buyer and seller generational trends

62. Have your leads pre-
screened and
delivered to you.
Work Smarter and Respond Faster
Homes.com Lead Concierge

63. A Lead Qualifying Pro Waiting for Lead
Lead routed
directly to the
Lead Concierge
Live Transfer to YOU!
Notes added to
your Lead Manager

64. Saves You Time
● Qualifying questions.
○ Working with an agent currently.
○ Listing source (if not Homes.com).
○ Time period for home purchase.
○ Whether or not a budget has been determined.
○ Whether or not pre-qualification has occurred.
● Disqualifying answers.
○ Caller is already working with an agent.
○ Caller is looking to rent and not buy.
○ Caller is inquiring about a listing under 50K.
● Other disqualifiers.
○ Caller is determined as SPAM or junk.

65. Works with Inbound Calls & Lead forms
Homes.com property lead
Homes.com Operator.
Homes.com LOCO Customer.
Homes Connect Lead Dashboard.

66. I don’t have a CRM system in
place to effectively convert leads
into sales.
The Conversion Challenge
“
“

67. Lead Conversion Resources
10 Best Practices for
Converting Online Leads
Secrets Episode
Advanced Lead Conversion
Secrets Episode

68. “ 48% of agents don’t
use a CRM system on a
regular basis.”
Tom Ferry
Tom Ferry

69. Homes.com Lead Management System

71. Sellers keep asking me how I am
going to market their home better
than the other agents.
The Branding Challenge
“
“

72. Win
More
Listings

74. Get Exclusivity
BLOCK YOUR COMPETITION
OWN 100% OF YOUR CITY!!!

75. Relevant Display
● The ad displays ALL active listings of the advertiser
● Listings are displayed in the ad based on user Search Location, then by
Price.
○ If Boca Raton is searched, listings in Boca Raton would display first,
sorted by price high to low, followed by listings in other cities shown
similarly.
● User can scroll through listings and each listing clicks thru to the respective
listing detail page on Homes.com.

76. Use as a Listing Tool
View the desktop prototype.

77. Sold by City

78. I don’t have time to set up all
these social media sites and
make them all work.
The Social Media Challenge
“ “

79. “ Social media is a two-way street. Get
personal. Twitter is a conversation,
not a platform for shouting at people. ”
Katie Lance
From “I’m #Awful @ Twitter” Secrets Episode
Katie Lance I’m #Awful @ Twitter

80. Homes.com Social Fuel

81. ● Accurate information on all
your main profiles
● Consistent branding
● Content
Reputation ManagerBusiness Profiles

83. “The best way to [get your content] in
front of people is to use Facebook
ads...It’s a core strategy for growth ”
Chris Smith
From “Grow Your GCI by 50%” Secrets episode
Chris Smith Grow Your GCI by 50%

84. ● Keep an eye on your
competition
● See all online reviews
● Helps increase SEO
● Reporting available with in
depth analytics
● Gives you the competitive
edge!
Reputation ManagerReputation Manager

85. ● Page Like Ads
● Website Click-
Thru Ads
● Boosted Posts
Facebook Ads

86. Renee Lambert
“Extremely easy. I
spend only minutes a
month on my social
media marketing”
-- Renee Lambert
269% Increase in page
likes in 3 months
RE/MAX Town & Country

87. Website Click Ads

88. Zephyr Real Estate
Generated 1,800 website referral leads per month
Facebook Website
Referral Ads

89. Promoted Posts

90. Newman Realty
268 website clicks with 9 qualified leads
838 post engagements
at just $.02 per engagement
Facebook Boosted
Post

91. The High Producing REALTOR
➤ Multiple inbound
lead streams
➤ Social Media
Presence
➤ A CRM system
➤ Branding/Exposure
➤ A team

92. LEVEL 1: Packages start under $100!
● Local Connect
● Preferred Listings
● Website
● CRM
LEVEL 2:
● Featured Ads
● Social Fuel (20% off)
● Lead Concierge
LEVEL 3:
● SEO Fuel (20% off)
CALL: 888-742-9557 Agent or Broker

93. CALL: 888-742-9557 Agent or Broker
SEO Fuel: 20% regular price ($50/hr to
$40/hr) + 5 Free hours in the first month
Featured Agent: 50% Off
Secrets Book: Free with any purchase
Set-up fees waived on all products: $199
value
Webinar Specials

94. Questions or Comments?
AND …. Please fill out the survey when you exit! Thank you.

95. The book!
Barbara
Corcoran
Leigh
Brown
Gary
Keller
Dave
Liniger
Tom
Ferry
Official release date to be announced at next month’s webinar.
SecretsofTopSellingAgentsBook.com

96. #GetSocial
Smart
Katie Lance
www.KatieLanceConsulting.com
June 28 1 pm ET / 10 am PT
Katie Lance #GetSocialSmart

97. Boston, MA May 26
Houston, TX June 29
SellMore.HOMES