How to Leverage Estate IQ to Generate More Seller Leads

If you're a Real Geeks user, your system has automatically been updated with EstateIQ, an improved Home Valuation Tool that enhances the user experience and provides you with more data on your new seller leads.

In his recent mastermind, Greg Harrelson shared how he's using EstateIQ to generate more seller leads in Myrtle Beach, South Carolina.

If you want to access live coaching from Greg on everything Real Geeks, including the latest SEO tactics to outrank Zillow, or the best workflow templates to convert repeat buyers, join his private community RGMastery.com, for less than $200/month.

Every month, Greg generates around 200 seller leads through the Real Geeks Home Valuation Tool.

Reading this generally triggers one of two responses in agents: either it motivates you to up your numbers, or it enrages you, because you've never had much luck with home valuation tool leads.

The truth of the matter is this: no matter which company you go to, if you do an audit on the seller leads they generated online over the past 18 months, you'll see that 10% of them ended up listing their property.

So the numbers are there. 

But here's the other, not so great truth: online seller leads are the best at making you believe that they're not interested.

If you were to take a shot for every time you've received any of the following messages from a Home Valuation lead…

• "Oh, I didn't sign up."

• "No, it must've been my son who filled out that form."

• "Gosh, it must've been an accident!"

• "I was just wondering about the price. I'm not actually looking to sell."

…how drunk would you be right now?

And yet – 10% of these leads end up listing. And out of those 10%, 25% of them go on the market within 90 days.

"That is a pretty extraordinary conversion!", Greg emphasizes.

So why are agents so against Home Valuation leads?

Because:

1. they're not calling these leads, rendering them useless, just like any other lead would be if you're not reaching out, or
   
   
2. they're falling for the smokescreens, and believing that all of these leads don't actually want to sell, or
   
   
3. the agents call them, and while they might not necessarily fall for their smokescreens, they never call them back. 

You need to be calling these leads. You can't fall for the smokescreens. And you need to have them on rotation, following up with them every single month.

Because at the end of the day, 10% are going to list. It can be with you, or with some other agent. You choose.

How to Generate Seller Leads Using EstateIQ

EstateIQ is not just a new, updated version of the Home Valuation Widget. It is also an upgraded version of the Market Report that goes out.

"As a matter of fact," Greg says, "I no longer believe I will have to use HomeBot, and I'll eventually just use EstateIQ to deliver Market Activity Reports for my database."

This is because with EstateIQ you can get granular. You can choose specific neighborhoods, ZIP codes or areas to send market reports from. And they'll show which types of properties are selling, which aren't, what's on the market, and market trends.

GREG'S HOME VALUATION ADS STRATEGY

One of the things Greg does in order to generate seller leads using EstateIQ is this:

1. He creates an ad on Facebook through EstateIQ where he uploads his database of sellers or his neighborhood, and has Facebook create a Custom Audience from it to show the ad to.
   
   
2. Then, he writes the copy for the ad. It's generally something like this:
   
   "Another home just sold in [Neighborhood] that could've impacted the value of your current property. Find out what your home is worth now!"
   
   
3. That ad links to your EstateIQ widget on your Real Geeks website, where you're able to capture the leads.

You already have these people's phone numbers. And if you don't, you can easily find it through ExactDial.com.

If Greg calls one of these leads and doesn't get a response, he'll try at least two more times on the same day, and then initiate a specific workflow designed for someone who's just clicked on this ad.

(By the way, Greg gives you this exact workflow in his RGMastery.com community…)

Set this workflow up so that every single month, these leads are getting a Market Activity Report from EstateIQ. These new reports are much nicer than the old ones, and people keep coming back to them once they see them.

Now, as you see these leads engaging with your workflow, call them again to touch base.

"Hey John! I noticed you just checked that activity report I sent you for [Neighborhood], just curious – what do you think about these prices right now?"

And from there, you can find out where they are.

"In my opinion, the Home Valuation tool is one of the most underutilized tools inside the Real Geeks system." says Greg. And he reminds us one last time of this:

The myth is that Home Valuation leads are useless, because when you call them, none of them want to sell.

The truth is that the possibility of selling is in their mind – this is why they filled out the form. And 10% of them will be listing soon.

There is no "accidental" form submission. They would've had to accidentally clicked on 26 different buttons on the keyboard and mouse.

They're giving us smokescreens because they weren't expected to be contacted, and it all became real for them.

And the way you navigate through this is not by telling them "I know you really clicked on this form", but by being gentle with them:

"Oh, no worries at all. I understand. Just to check – you are the owner of the property, right? What do you think about this prices that we're seeing for the neighborhood?"

And they might say something like: "Well, I actually thought the valuation was a little low…"

And you quickly respond with: "A little low, right? Yeah, that happens with these tools. You'll never get an accurate representation of the value of a home unless you see it. What do you think the price would be for yours?"

That's how you start a low-commitment conversation. And that's how you start finding out where they're at, and how big the chances of selling are for this lead.

Closing Thoughts

Our team keeps improving EstateIQ daily, and you'll see new features and upgrades for it every week.

But this Home Valuation strategy to generate more seller leads is not new. And the fact that 10% of these leads end up listing is also not new.

So brush up on your skills in gentle conversation, explore EstateIQ, and test out Greg's Facebook Ad strategy. In the meantime, we'll keep making the system better and better for you.+

And remember, if you want live coaching from Greg, join his private community at www.RGMastery.com for less than $200 a month and no commitments.