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by Christina Ethridge Leave a Comment

Before you run that quiz funnel and lose money make sure you’ve got these 4 pieces nailed

Before you run that quiz funnel and lose hundreds, even thousands of dollars, make sure you’ve got these four pieces nailed.

Recently, I was coaching a client who came to me with this struggle. She had recently run a quiz funnel and she had really, she’d gotten 1400 people in that funnel.

And she was so excited because like, “They’re my people, I love this, but here’s my dilemma, Christina. My open rate with these people has dropped to 4% and she’s averaging 30 to 40% on her other emails. But this group of people, not so much.”

Now, I went through a process to help evaluate this, and she happens to be an author who lives in Ireland. She writes young adult fantasy that takes place all over Ireland.

And so she was like, “Yeah, I did a ‘How Irish are you?’ quiz.” And I thought, “Huh.”

So I started asking her some questions. I said, “Well, who’s your buyer who buys your book?” She’s like, “Well, everyone.” I go, “Well, no, no. When you look at your data and you have all of these things showing who your main buyer is like, who, which one? Where are they? What do they look like, the majority of your buyers?”

And she said, “Well, my buyers are American. And they are avid readers. And they’re between this age and this age.”

And I went, “Okay, I can tell you right now. I know why your quiz funnel didn’t work for you.” She was like, “Why?” And I said, “Because you were drawing out just people who are Irish, how Irish are you – really simple? Right? You’re just drawing out people who are interested in their heritage, who are Irish.”

She goes, “But I have Irish readers.”

And I explained, “No, but you just told me that the buyers of your books, most of them are American. That doesn’t mean they’re not American Irish, but most of them are American. So what percentage of those people who are your buyers are actually interested in determining how Irish they are?”

It took her a bit to get through that. So in other words, she had set up a quiz funnel that was great, if you have an Irish store or an Irish product line or something that really resonates with people who are of Irish heritage.

But, she’s an author. And just because her books take place in Ireland doesn’t mean that that’s who her ideal buyer is. That doesn’t mean that’s the majority of her buyers. So, that’s where she went wrong. I walked her through the process to evaluate what she did versus what she would have done.

Now, I want to make sure that you don’t make this same mistake. So we’re going to go over the four things that you need to do before you run that quiz funnel. And I’m telling you, you lose hundreds, even thousands of dollars.

She lost 100% of the money that she put into it. And the time she put into it, she had to completely restart, revamp, so she lost all of that. So I want to make sure that you’re doing it the right way.

Here are the four things you need to nail before you run that quiz funnel so that you have a successful, list building quiz funnel.

1. know who your ideal person is that you want to attract to the quiz.

Now, whatever product you have, whatever business you have, you might be able to sell to everyone. But you have one set group of ideal buyers. You need to make sure that you know who those people are.

In her case, it was Americans who are avid readers of fantasy. That was her ideal person. But her quiz funnel was “How Irish are you?” People who are interested in their heritage, people who are interested, they may have nothing related to reading, which most of them didn’t in this case, doesn’t mean they didn’t read, but they weren’t her buyer. They weren’t interested in young adult fantasy that took place in Ireland.

So you need to know who your ideal person is that you want to attract to the quiz.

Another example of this, just to give you an idea is at the theater that I help volunteer for, we have two ideal clients. We have our patrons who buy our tickets, and the performers who are on our stage. And so we know where they each hang out, what social channels they hang out on, what the basic demographics are for both of those people, what the basic interests are for both of those people. You need to know that about your person when you’re doing this quiz funnel.

2. you need to know the struggle that they’re having and how it connects to the quiz that you’re creating.

So in her case, the struggle that that person would be having would be finding more authors or books that they like to read in the genre that they like to read. That would be kind of their struggle.

She needs to know the struggle that her ideal person is having and how it connects to the quiz that she’s creating.

That’s what you need to know as well.

3. know the solution that you have for them and how the quiz relates to the problem and brings them one step closer to the solution.

So what’s the solution that you have that you want to guide them to through your quiz funnel?

Yes, you’re using this as a list builder. Yes, you’re using this to find your people that are going to buy whatever it is that you have to sell.

But, in order to really make that connection, you need to figure out if you have a solution. So for her, her solution was I have these books that you’re going to like that you’re going to love reading. So that was her solution – giving them the entertainment that they need.

The point is, is that you need to know the solution that you have for them and how the quiz relates to the problem that they have that brings them that much closer to the solution.

4. know the next step that they need after they take your quiz.

So think open loop, think problem –> solution, and every solution creates another problem. So problem –> solution and from the solution, there’s another problem. And from that problem, there’s a solution. And from that solution, there’s another problem. So you need to know the next step that they’re going to take.

Why? Here’s where I’m going to give you a bonus tip, I’m going to walk you through, how do you connect with them after you brought them into your list?

So they go through the quiz funnel and you nail their problem. You give them a solution through that, and then what’s the next problem for them?

That’s when you’re going to meet them, that’s where you’re going to start connecting with them via email, because they’re now a member of your list. So when someone opts into your quiz funnel, your next step is to send them emails that they’ll open, read and respond to, but they need to connect to that quiz that you just gave, that problem –> solution that you just gave.

So what’s the next step? What’s the next micro-step? What’s the next piece?

I’ve created the perfect email templates that you’re going to be emailing them. And I want to make emails so much easier for you. So the email that you send to them, once they’ve done the quiz and you send that email, that email is shaped and has the right content in it, that they’re going to open, read and respond – because that is what you want.

That was part of our author’s struggle above. She didn’t have the right people on her list and since they’re the wrong people, they weren’t opening reading, responding. But, when she got the right people on her list, she was ready to start thinking about how to engage them and getting them to respond back.

So, that is what you need this template for. So let’s review our 4 must-haves really fast.

  1. Know who your ideal person is that you want to attract to the quiz.
  2. Know their struggle and how your quiz connects to that struggle
  3. Know the solution your quiz provides to bring them one step closer to their goal
  4. Know the next step they have to take after finishing your quiz

These are the four steps. Let me know in the comments below, if this helped you, if it didn’t, what’s your number one takeaway. I’m always looking for the takeaway, and the comment section is great for that.

Filed Under: Email Marketing, Lead Generation, News Tagged With: lead generation, quiz funnel

by Christina Ethridge Leave a Comment

When it comes to Facebook domination do you know the #1 mistake real estate agents make in lead generation?


Featured Download: The Facebook Page Setup Checklist – specifically for real estate agents – get your Facebook page setup to capture real estate leads.


Stop throwing away awesome prospects and start nurturing them

Let’s start this out with a single truth: A real estate lead is the name and contact information for someone who is potentially a future client.

That’s it. It’s not something fancy. There are no semantics (although lots of “experts” will make you think so). If you have a single way to contact that person, then that is a lead.

Some “gurus” define real estate leads as having a full name, a phone number (at minimum), and have expressed interest in your services. Sorry but that’s wrong especially with the advent of the Internet.

A lead is sometimes even JUST an email address. No name and no phone number. Sometimes it’s even Arnold Schwarzenegger or Mickey Mouse (you know, those fake-name sign-ins who give you a real email address).

Now, don’t get me wrong. You definitely want to move the lead along, get them to become a prospect, then a client, then a closed client. That’s typical but don’t make the mistake of thinking a lead is “dead end” or is not viable because you have only an email address.

All leads that have a legitimate way to contact them are viable. Every single one. Even the ones that are only an email address. Even the ones that say “no.”

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There’s no such thing as “dead-end leads” on Facebook

Really. I’m speaking truth here. A “dead-end lead” isn’t actually a lead — it’s something that is useless. Someone who signs in that gives you no way to contact them.

Do you want to know why there are no such thing as “dead-end leads” on Facebook? Well, first of all, in just about 100 percent of cases, that lead is actually attached to a real person (it’s Facebook).

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Facebook is probably one of the absolute best places to harvest leads

That’s because you’ve got so much “intel” on that lead. You can easily get to know them on a level that just isn’t possible for typical email sign-ins or even people you meet in line at the grocery store.

Secondly, because as I said before, every single lead is viable.

You’ve just got to move that lead through the process. You’ve got to know how to move your Facebook leads through the real estate lead generation process.

And within that process, you’ve got to know how to convert your real estate leads into clients.

Just because a lead isn’t ready to buy now doesn’t mean they won’t ever be willing to buy or sell real estate. It just means that they are part of the majority. In other words, they are part of the majority of leads that aren’t ready “right this instant” to use your services.

This is why it is imperative that you be in front of their face at the right time. It’s why you need to be sending messages, calls to action all the time and appealing to leads in their differing levels of readiness.

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Capturing and converting a lead takes time

Lots of it. We aren’t talking about a $25 item you are selling. These leads are dealing with probably the single largest financial transaction in their entire lives. They have to coordinate their desire to purchase with their ability to purchase. It takes the right time.

Which means you’ve got to nurture them until it’s the right time for them.

Honestly, I think the No. 1 mistake real estate agents make is this idea that if a lead isn’t ready right now it’s considered a dead-end lead and they make the mistake of giving up on that lead which is why they are constantly out having to generate more and more leads.

f they don’t generate new leads, their business will die. At some point, you are going to get exhausted having to constantly generate new leads.

Yes, you should always be doing that, but if you are only generating leads, you will reach a point that it’s not possible to generate anymore than you already are. At some point you are at a ceiling that you can’t break through.

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It’s imperative that you nurture your leads

You spent time, energy and money generating the lead. Now nurture it. Stop treating the ones that don’t sell or buy immediately (most of them, by the way) like they are lepers.

Start treating them like the absolute gold that they are.

It takes thought, time, energy and, yes, even some money to set up a beautiful lead nurturing process but that time, energy and money will pay off huge in massive returns.

The thing is when you are nurturing leads you are also in a top secret way, lead generating.

Think about it. You are nurturing a lead. They aren’t ready. Their friends are. They recommend you.

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Lead generation through lead nurturing

Now, I’m not here to say that a beautiful lead nurturing system is an easy thing to create and implement. It’s not. It’s ever-changing and you’ll constantly be tweaking it but your efforts will be so incredibly worth it.

However, what I am here to say is this:

Why are you spending more time, energy and money in your attempts to lead generate (and seemingly bringing in dead-end leads) than you are in lead nurturing (moving those supposed “dead-end leads” through the sales funnel)?

I see agents constantly trying out dozens upon dozens of different lead generation methods, sources and systems, spending nearly 100 percent of their time on the generation and almost none of their time and efforts on the conversion.

When closings don’t pan out within a few months or even over the course of a year, they claim it’s due to “bad leads.”

I hate to be the truth sayer here but the leads aren’t bad. Your lack of conversion efforts are.

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Your lead generation time and efforts should also include lead nurturing time

Remember, you are also lead generating through lead nurturing.

When you believe the truth that no lead is a bad lead, truly believe it, you’ll not only change your thinking but you’ll also change your focus and efforts.

When you start spending time nurturing, your business will start to explode.

In other words, spend 20 percent of your time generating and 80 percent of your time converting.

So snap out of the whole “they are dead leads” or “bad leads” and snap into the idea of nurturing that lead.

Six months from now you’ll be so happy you did!

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Featured Download

The Facebook Page Setup Checklist – specifically for real estate agents – get your Facebook page setup to capture real estate leads.


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Filed Under: Lead Generation

by Christina Ethridge Leave a Comment

Are you finding it tough to find “quality” leads in today’s real estate market? Start building an audience on Facebook now!


Featured Download: The Facebook Page Setup Checklist – specifically for real estate agents – get your Facebook page setup to capture real estate leads.


Hi! This is Christina with Leads and Leverage, and I help real estate agents create more time, make more money, and enjoy the journey.

Today is going to be a little bit different, it’s more like a “fireside” chat if you will. We are going to have a little chat today because this issue comes up all the time.

I hear from, I think, everyone single one of you, you are really frustrated with the market because you can’t seem to find leads or you feel like you aren’t getting quality leads when you do any of your lead generation, you feel like the leads that you are getting are junk leads, etc., that kind of concept.

I really just wanted to chat with you today because I guess here’s the crux of it, that when it comes to growing your business; now I’m speaking specifically to you as real estate agents from a fellow real estate agent. I’m speaking to you on that level.

At the same time, this goes out to every other business, every other type of business out there, we would all, every single person who’s ever owned a business or who currently owns a business, who wants to own a business, we would all absolutely, absolutely love it if we could put out an ad and get a phone call and write a contract or put out an ad and get sales.

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Want Quality Leads? Give Value!

That’s what we want. We want “quality” leads. We want “real” leads.

Alright, so, here’s the thing about this. In a dream world and notice I said “dream” world. In a dream world you’re going to be able to just open up your doors to your business, maybe run an ad or two and you are going to get business.

You are going to get closings. You are going to get people who want to use your services, right? But we don’t live in a dream world. We live in the real world.

And so, you have to modify what you’re doing. You have to set up your lead generation so that you actually get the results that you hope to get from it.

So here’s the thing with this-
if you are not getting quality leads, if you feel like you are always getting junk leads, it’s not the leads. It’s you.

See, our job is to reach out and help people. Every single business, that is their job, whether you are a trucking business, whether you are a coffee shop business, whether you are a real estate business, it doesn’t matter.

Your job is to get out there and build an audience of people that would be interested in using your services and that does not happen, I mean, it used to happen once in a while just running an ad but the way it happens now is that you actually have to go out and give value.

At this conference this week I keep hearing that “give value,” “give value,” “add value” and that’s what I tell you but then I realized that you don’t really know what that means.

What does it mean?

Because you think, “okay, I’ll be a really great agent for them, I’ll be a really great this for them,” “I’ll be a really great whatever for them” but here’s the reality to that – in order to add value, you have to solve people’s problems. You have to figure out what they want and help them get that.

And again, that’s probably creating questions in your mind about what exactly that looks like but here’s the other piece to this. That means in order to lead generate, in any type of lead generation, you have to get out there and make connections.

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Build An Audience on Facebook

You have to build your audience and I don’t have my graphs here to show you but you have to build your audience on Facebook and build an audience around the lifestyle of living in your area.

You build that audience and then you help that audience. You help them with their problems. You help solve with their need and sometimes, some things you are going to do you are going to fail miserably.

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Some Things People Don’t Want To Hear.

I’ll guarantee you right now this video will not do as well as all of the other videos that I’ve done that are like little hacks to get stuff and you want to know why it won’t do as well? Because it comes right down to personal flipping responsibility.

The problem is not the leads. The problem is not the quality of the leads. The problem is not that they are junk leads because they’re not junk and they’re good quality.  Every single lead you get whether it’s from Zillow, whether it’s from your Facebook ads, whatever it’s from, they are not junk.

The problem is you so I’m going to get into this. The problem is you. You expect to be able to put up a little banner and get a sale.

It’s absurd to even begin to expect that! I don’t know why nobody in our industry is really teaching that!

People are teaching “just put an ad out, put an ad out!” I’m watching this conference and people are talking about “what’s the best ad,” or “what’s the perfect ad,” “what’s this,” “what’s that?” And I’m like “that’s not how you do it.”

This is why email marketing doesn’t work. This is why people’s ads on Facebook aren’t working because that is not how it works.

We think that’s how it should work. We think it should be that easy but you know, those “quality” leads that you want, those non-junks leads that you want, all of the leads that you are getting, they’re quality. All of the leads that you’re getting- they are real.

They are not junk but again, it’s how you’re handling it. It’s your expectation. It’s your understanding. People are not going to go “oh, look, you put an ad out there! Come list my house.”

You have to build a relationship with them. You have to put an ad out there but the ad is not “hey, want me to list your house?” The ad is “hey, have you thought about selling? If you have, here’s a checklist that I give all of my sellers. Just download it here.’ You get their email address, they get the checklist.

Then, you take that email address and that email address you use that email address and every single week you send them an email around value. You let them get to know you as a person and then you give them value at the same time.

You do not sell crap to them. You give them value.

The perfect example; these videos that I am doing every single day, these are all value related. These are all focused on answering your questions, helping to solve your problems, help you overcome your stumbling blocks.

None of them are like “hey, buy my stuff!” I mean, like towards the end, I might mention the member stuff but you can do this without the membership.

It takes more work,, it take more time, absolutely, but you can do it without joining the membership. But even those, even my members, members in there are like “oh, I’ve been doing this blah, blah,blah” and “oh I want this.”

It takes time, six, twelve, eighteen months to get people, get that pipeline going and to build relationships with them when you’re selling houses. That’s how long it takes, sometimes more.

So there is no place, no place, no place, that when you go do it, you  get instant leads. There is not.

There will always be a teeny tiny percent of stuff that’s instant, absolutely, because you just happen to be in the right place, in the right time but it’s impossible to time the market, The real estate market or the stock market. It’s impossible to be at the right place, at the right time and build a business from it in that regard. It is possible if you have brought them into your email community, if you have brought them into your audience and you can help them.

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The Lies You Tell Yourself

So until you flip your thinking about “well, these are junk leads” or “these aren’t quality leads,” I’ll tell you right now, there are people who are killing it with Zillow leads.

I don’t like Zillow. As an agent I never once, I never paid for Zillow. I never did anything with Zillow. No. I do not like them. I do not want a middle man in my business, didn’t need them. I knew how to get my own leads I knew how to lead generate. Zillow is there for the lazy agents who don’t know how to lead generate, who aren’t actually interested in building a business. That’s what Zillow is for. That’s what Trulia is for. That’s what Realtor.com is for, right?

Here’s the thing- the agents who are using those, not all of them, like half of one percent, there are agents that are killing their lead conversion from those leads.

You know why?

Because they know that every single lead is not a junk lead. They just know that it’s a “not now” lead and you have to keep nurturing, to build and nurture that relationship over time.

So, am I saying go do Zillow? No. I’m saying that any lead that you get, if you meet somebody in person, if you get a referral, any lead you get, we have this expectation that if they don’t answer us on the first call or if they don’t respond on the second call or they don’t respond to an email that they are junk or they are not interested or they are not viable.

That’s a lie that you’re telling yourself because you don’t actually want to do the long, hard work of nurturing the lead.

Let me repeat that- when we don’t get an instant response from our first call, our first email, second call, second email, whatever, we say “ah, that was a junk lead” or “it doesn’t work.” That is a lie that you are telling yourself to give yourself an excuse to not be responsible for your lead relationships, your lead conversion.

Yeah, I went there.

All of those leads that you say are junk, all of those people, all those leads that you are getting that you’re not converting- that’s on you because you are not willing to put in the daily, consistent work it takes to email those leads every single week and build a relationship, to learn how to build a relationship via email, to learn what their struggles are as a whole and help them with those questions and help them with their answers.

You are so focused on trying to get them to go see a listing with you or write a contract with you, that you completely miss the, “they gotta know you, like you and trust you first.” You completely miss that.

That is why people, the big guys are saying or supposedly the bigs are saying that you need to get your lead in thirty seconds or less.

I’m like oh really?

We built a business of an average of over two hundred transactions a year. Our biggest year was six hundred and forty-eight and our smallest year was a hundred fifty  something, a hundred and fifty two, I think transactions.

We built that on not responding in thirty seconds or less. We built that over the long haul because our focus was long term relationships. Our focus was a long term business, multi-generational business. That’s what we were focused on so we knew it was about the long haul. We knew it was about the long relationship. We knew it was going to take time.

So when somebody comes and tells you that “oh you can get better leads using CINC or you can get better leads using Kunversion or you can get better leads using TigerLeads or you can get better leads using Zillow, or you can get better leads doing it yourself, whatever, it doesn’t matter where you’re going to do it because if you still have that mindset that they’re junk leads and they are not available right now, it’s not going to work for you. It’s not going to work for you.

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Think Through The Long Haul

Someone who is willing to think through the long haul and know that it’s about lead generation and lead conversion, someone who has that mindset, who is going to slog through the crap, it doesn’t matter what you put in front of them. It’s going to work for them.

Now, there are some of us that are just like, we have these tech issues, some of us have time issues and I will get into that in future videos because there are solutions for all of that but right now, the mindset that the leads that you are getting are junk or aren’t quality or aren’t ready to convert, they key is they are not ready now so what are you doing so that you’re in front of them, not like exposure or awareness or top of mind bull crap.

I’m talking really in front of them, like really helping them, customer, prospect appreciation things, weekly emails with real value and real help, snail mail, giving them “oh hey you guys, it’s time to blow out your sprinklers this month” or “it’s time to do this for your pools this month.” Give them reminders all related to their lifestyles and their house.

What are you doing to actively stay engaged in their life? I’m not talking sending them crap. I keep wanting to say S-H-I-T because that just says it and I’m not going to say that. I wouldn’t say it in normal conversation so I’m not going to say it now but my head keeps thinking that for some reason today.

We send out this canned crap. We think these “touches” work. We think an ad should be this perfect data. It should work. Guys, the leads that you are generating, whether in person, whether from Zillow, whether through Leads and Leverage; it doesn’t matter where it is. They’re quality and they’re real. They’re just not ready right now or they don’t trust you yet so it’s on you.

I guarantee you, this video will not be as popular as all the other, you know “three hacks to do this,” or “four ways to run that,” or whatever. I guarantee you it won’t, because none of us, none of us, me included, none of us, want to be told “it’s your fault, it’s you because you are not taking the time to learn how to write an email or send an email that’s conversational.

You’re not taking the time because that builds the relationship. You are not taking the time and investing the time in those relationships over the long haul. We’ve all done it.

Why do you think I am now on my page five days a week with you guys? Because I was totally called out on this. I was called out on this by somebody in my Mastermind, like how are you actually nurturing your audience on Facebook?

I was like “ummm… well, I’m doing this, I’m doing that.” She came back with “well, are they liking it? Is it helping them?” Well no they’re not and no it’s not.

So I was totally called out on this, on myself so there are almost fifteen thousand of you on my Facebook business page. I have over a hundred thousand of you in my audience itself and I have tens of thousands of you; I’m not going to say numbers in my email community.

And am I doing a good job of teaching you and helping you and giving you value and inspiring you and educating you? I wasn’t. I was called out on this. So that’s my goal, that is my total goal, to make sure that you are getting that value.

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What Are You Doing As An Agent To Give Value?

So what are you doing as an agent to give value? You can totally take what I’m doing and duplicate it but for your market, for your people. Make it work for your life, your schedule, your business, your personality but again, just to let you know, the truth is that the conversion of the leads that you are getting, if you think that they are junk, if you think that they are not quality, that’s a lie you are telling yourself.

They are not junk. They are real. They are quality. You just have not done the job that you need to do to convert them, to bring them over into being ready, willing and able right now.

That’s the truth. Harsh truth but that’s the truth.

And it’s interesting. I’m at this conference. I am really impressed with the people at this conference doing something like this in Coeur D’Alene. It’s pretty much amazing. There’s only like five places that there’s a social media week going on and one is, like…they’re in another countries right now and this one happens to be in Coeur d’Alene. It’s pretty cool to have this here!

There have been some pretty cool people that have come in, a few people that I know, a few people that I’m newly exposed to, a few people that I’m like “what the heck are you teaching, and why?”

First of all, they don’t know the new rules from Facebook. There was one and I was like “ohhh and that just happened this week and you are not even teaching it. Oh not a good thing,” or people that don’t really understand.

There are a couple that are just teachers. They’re not do-ers. So they are teachers and they haven’t actually learned from experience and they aren’t actually teaching from a place of experience they’re teaching from a place of teaching.

I don’t know if that makes sense, there’s that whole mesh but I’m really impressed overall with the conference itself and I’m really excited that we have this here because Coeur d’Alene is pretty phenomenal. We have some some pretty phenomenal people here. It’s just a really kind of an awesome place.

So, I just keep seeing people asking for the perfect ad, all industries, people asking what to do. I have seen a couple of people mention the customer journey. I talk about that with you a lot. I have seen a couple of people mention the different stages. They didn’t say the word “customer journey” but it’s the same thing, different stages that people are in and when to run ads and how to bring them through the stages. That’s the customer journey.

There are all kinds of different elements going on here today and so it’s been kind of cool, yesterday, today and tomorrow to be here with this. But the big thing, this is why today was so unorthodox and why today I didn’t actually have a bullet point and why it’s not a fancy title and why I’m telling you the topic today and the fact that I basically told you the reason you’re not converting your leads is your fault and nobody else’s. This video is not going to be pushed out as well. It’s just not because a lot of you don’t want to hear this.

I get it. I don’t want to either and I have to speak it and I’ve been convicted of it.

So you are seeing a shift, you are seeing a shift from me in everything. If you are a member inside our membership you are seeing my next metamorphosis I guess, a shift inside with just like “let’s get through this, let’s get you trained, let’s get you moving.”

You are seeing a shift if you are not a member, in what I’m teaching you, what I’m giving you, how I’m approaching you, how I’m helping you because I’m trying to pull your actual questions and answer them for you.

If you are in my email community, you are seeing seeing a shift in that. It’s all about helping and letting you know where your next steps will be.

If you are in our Facebook for real estate agents group, you are seeing a shift in that. It’s all about helping you get to the next level but  helping you trust me and helping you get to know me and know what I have to say and what I teach and whether it holds true or not. Do I do what I say I am doing? Do I do what I am teaching you to do?

I realize that I’m on an international scale vs a local scale but the overlying strategy, the overarching strategy is absolutely the same.

You serve, you answer questions, you help solve problems in order to build your audience and then your audience you take and you nurture the heck out of it.

You solve problems. You answer questions, etc. Then you get them to opt-in to your email community and with your email community you give a little bit more and they get to know you and the over time you let them know the behind the scenes.

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Share Pieces Of  You With Your Audience

You have them follow you on Instagram so they can see your crazy Instastories and know that you are a real person that has adopted four kids, who has had thirteen cats over the last twenty years and six dogs over the last twenty years. We have have nineteen animals over the last twenty years but you get to know these things and no we don’t have then all right now. We tend to adopt them older and they die and we adopted all four of our boys and we traveled for a year and a half in our RV. What we do, how I work, all this kind of stuff.

I know when I watch people, I get new ideas from them. My best friend mentioned something to me. She goes “you know, you’re such an inspiration.” And I said “why?” And she was like “well honestly,” she and I have traveled a couple of times to a couple of events together and we shared a hotel room. I don’t share hotel rooms with anyone other than my husband but she’s my best friend, so absolutely, I will share a hotel room with her when we’re traveling but here’s the thing.

She said and it was such a little thing and I was like “I should probably do more behind the scenes!” She said “you know what’s really neat is when we go and we check into a hotel room, you like immediately unpack and move in.  You put your stuff in drawers, you move away and everything” and I’m like “yeah, I just do that because I want to be less chaos, I want to be comfortable in my space” and I only carry a carry-on even when I’m gone. Even when I did the ten days in three states last year or the year before. I still only took a carry-on, that’s all I take.

But she said “that inspired me” and I said “why did it inspire you?” And she said “ because it made me look at something that I’m doing or not doing and look at it and evaluate it and go ‘would doing that release stress in my life? Would it help me feel more settled? Would it this, would it that?’” And I’m like “oh okay” and she says “you need to share your behind the scenes more.” So I was like “okay, I’ll share my behind the scenes more.” So I will, absolutely because I realize and it’s such a big, fat “duh.”

I realize that I look at other people and I go “oh, do they do that? Oh that’s a really good idea” or “oh, they organize like that? That’s a really good idea or they prep themselves like that? Oh I like that.” And I’ve even gone “Oh, they do that? I wouldn’t do that or I’ve done that. I didn’t like that.” And I like watching that.

So are you sharing those pieces of you? Are you? Are you sharing that out with the world, with your audience specifically?

See that’s the thing. We can dread lead generation. We can dread cold calling if we have something that we are giving of value and we know that we are calling to give them value, that’s first and foremost in our mind.

Also, the other benefit is that we stay “top of mind.” I hate that phrase but we do. We stay in their thing and that we are going to get people who are going to say “yeah, I want to use your services or yes I want to do that.”

When we shift it and not just shift our focus but shift our doing, when we shift it to that, it changes everything. It changes whether we like this business or not. It changes our results from this business. It takes time but it changes everything.

So if you feel like this is a tough one but it needs to be put out there share it. I challenge the few of you that are watching this who actually got to this point, share this video. And let’s see what happens with this. That’s all.

It might be your fault or your inaction that is not converting the leads but you can change it and I hope I give you some ideas on how to change that in today’s video.

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Featured Download

The Facebook Page Setup Checklist – specifically for real estate agents – get your Facebook page setup to capture real estate leads.


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Filed Under: Lead Generation Tagged With: facebook lead generation

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