The Close’s Top Picks for Real Estate Leads Pay at Closing

Clever: Best for Providing a Streamlined Platform to Receive Leads

Pros	Cons
It has no upfront costs.	It requires experience to join.
It provides qualified leads.	It might be unavailable in some geographical areas.
It helps increase agent brand awareness.	It does not guarantee completed deals.
It reduces marketing costs.	It is marketed as a discount service to sellers.

Why I Chose Clever

Clever’s commitment to fairness and transparency sets it apart from its competition. The platform doesn’t play favorites based on how much you’re willing to pay. Instead, it considers the quality of service an agent provides and client satisfaction. Clever ensures that leads are vetted, so agents know they’re connecting with serious buyers and sellers ready to make a move. Plus, there is no fee to join the program. 

• 1.5% listing fee: This fee is lower than many other pay at closing leads platforms. 
• Qualified leads: Clever obtains all the pertinent information before sharing the lead with agents. 

Fees & Process for Clever 

Clever offers a straightforward and fair fee structure for agents who want real estate leads pay at closing. There are no upfront costs or subscription fees for joining. Instead of charging agents, Clever earns revenue through referral fees from any transaction closed through leads received from the platform. The more satisfied clients an agent serves and the better their reviews, the more business Clever sends their way. 

Agents interested in joining Clever can quickly sign up through the website form to see if they qualify to join the network. It’s a win-win scenario for agents looking to grow their business and establish a strong presence in their community.

Room for improvement: One potential drawback of Clever is its requirement for agents to have at least five years of experience. While this ensures a certain level of expertise and professionalism, it can be a barrier for newer agents looking to establish themselves in the market and needing leads to kick-start their business growth. Clever could consider implementing a model that allows smaller deals or offers mentorship opportunities to help agents gain experience while benefiting from the platform’s lead-generation services. 

Zillow Flex: Best for Data-Driven Courses & Coaching

Pros	Cons
It can receive lifelong clients.	Zillow is owed its fee on the first two transactions with a client within two years of receiving the lead.
It is available to agents nationwide.	Agents must adhere to stringent performance standards.
It is affiliated with a trusted brand in real estate.	This can be an extremely costly program to join.
There is no upfront cost to participate once	It is only available to high-performing agents.

Why I Chose Zillow Flex 

I chose Zillow Flex for agents already participating in the Zillow Premier Agent program because it offers an opportunity with no upfront costs for agents already invested in the platform. Agents invited to join Zillow Flex will have access to over 50 on-demand and ten live, instructor-led Zillow Academy courses. Per Zillow, these courses can help increase an agent’s answer and appointment rate and overall lead conversion. 

• Geographical area: Agents nationwide can participate in the Zillow Flex program.
• No upfront costs: Fees are limited to the costs of participating in Zillow Agent Premier. 

Fees & Process for Zillow Flex 

One of Zillow Flex’s many benefits is the pricing tier structure, where the referral fee increases as the transaction price increases. This flexibility ensures that the higher rates are associated with higher commission fees. Agents pay Zillow based on the commission they receive from their side of the transaction, and the rate varies based on market location. Fees range from 15% to 40%. 

Room for improvement: Although the program delivers valuable leads, the need to participate in the premier agent program, along with high referral fees, might erode agents’ profits. The 40% referral fees start at properties of $300,000.00 or more, and given that most fees are 3% of the total transaction price, it does leave very little in the agent’s pocket if they also have to split fees with their brokerage. Perhaps there is a cap total fee that Zillow Flex could implement for participating agents. 

HomeLight: Best for Leads Based on Performance History

Pros	Cons
It has broker-to-broker referrals system.	The amount or quality of leads is unknown.
Leads are vetted before being shared with the agent.	Control over lead received is limited.
It is easy to sign up to participate.	It may not cover all geographical areas.
Both buyer and seller leads are available.	It is not ideal for new agents with few transaction history.

Why I Chose HomeLight 

HomeLight is an excellent real estate leads pay at closing platform because of its user-friendly sign-up process and low-risk nature. With HomeLight, there’s no need to worry about upfront costs or financial commitments. Its performance-based lead assignment is particularly beneficial for agents with a long history and extensive experience in the industry. Overall, HomeLight offers an uncomplicated and reliable way for seasoned agents to access valuable leads and grow their businesses.

• Mobile application: Agents can receive referrals and manage their leads on the go.
• Exclusive tools: When HomeLight rolls out new tools like sample sale or warm transfer features, agents can access these tools through the mobile application. 

Fees & Process for HomeLight 

Getting started with HomeLight is a breeze with its simple sign-up process. Agents create a profile by signing up and customizing it with their professional achievements. Then, they must sign the referral agreement and update their transaction history to showcase their expertise. There are no upfront costs, and once a transaction closes, they pay the broker the referral rate from their commissions. 

Room for improvement: One area for improvement with HomeLight is the transparency surrounding how referrals are assigned and the algorithm’s inner workings. While HomeLight’s referral system matches agents with clients based on expertise and performance history, the platform does not provide insights into the weighting of these factors. Providing agents with more visibility into the lead assignment process could enhance trust and satisfaction among agents using the platform. 

Agent Pronto: Best for Receiving Leads via Text Message

Pros	Cons
Leads are prescreened.	Agents must keep the platform updated on progress.
It receives both buyer and seller leads.	Control over leads you received is limited.
Agents can submit leads to refer out to other agents.	Lead matching details are undisclosed.
It is easy to sign up and join.	Competition or agents within a geographical market are not shown.

Why I Chose Agent Pronto 

Agent Pronto is a realtor leads pay at closing option that simplifies connecting with prospective clients. With Agent Pronto, agents receive text notifications containing the referral’s first name, city, and estimated sale price or budget. With this information, agents can choose to accept or decline the lead. Overall, agents signing up for Agent Pronto enter a low-risk, low-cost lead generation opportunity. 

• Simple referral fee: Leads received through text explicitly list the referral rate for accepting that lead, which eliminates the guesswork about how much is owed to Agent Pronto.
• Terminate the contract at any time: Agents are not locked into a long-term commitment if the platform doesn’t work out. 

Fees & Process for Agent Pronto

Signing up for the Agent Pronto referral programs requires a quick form and signing of the agent agreement. Once signed up, the Agent Pronto team will match you with leads based on profile, production levels, service areas, client preferences, specialties, communication skills, customer ratings, and more. The referral fee for agent pronto is 25%–30% of your commission. 

Room for improvement: One area for improvement with Agent Pronto is the lack of guarantee for leads once an agent joins its network. Despite the platform’s emphasis on recruiting high-performing agents, the need to periodically check in on any leads received may deter high performers from joining. Perhaps the provider could leverage technology to streamline this process better if it’s looking to recruit high-performing agents. 

Rocket Homes: Best for Prequalified Leads 

Pros	Cons
Support is offered to help agents close deals.	It increases agent competition among market areas.
The lead contact information is verified.	It requires the use of Rocket Mortgage for lending.
It has a dedicated agent onboarding process.	Agents have stringent milestones to meet.
The network spans 50 states.

Why I Chose Rocket Homes 

Rocket Homes is affiliated with Rocket Mortgage, America’s largest mortgage lender. As a partner company, Rocket Homes benefits from access to leads from individuals inquiring about mortgages or seeking preapproval. These leads are highly qualified, as they represent individuals who are actively interested in purchasing a home and have already taken steps toward securing financing. By leveraging Rocket Homes, agents can tap into a stream of high-quality leads, increasing their chances of converting inquiries into successful transactions. 

• Client Central: It has a centralized online location for agents to accept new leads.
• Exclusive leads: No other agents will get the distributed leads once they accept.

Fees & Process for Rocket Homes 

Signing up for Rocket Homes is easy. You can initiate the process by inquiring on its website or directly contacting the company. After assessing the agent’s qualifications and compatibility, Rocket Homes may request the agent to review and sign an agreement detailing program terms. Once onboarded, agents can expect to receive qualified leads matched to their expertise and location. Fees are 1% of the estimated home value or 25% of the commission. 

Room for improvement: Rocket Homes could improve by offering more flexibility when clients decide to move forward with a different lender. Despite the leads generated through Rocket Mortgage, there may be instances where clients choose to pursue financing options with a different lender. Rocket Homes could consider offering agents more flexibility in handling such situations to address this. 

UpNest: Best for Leveraging Technology

Pros	Cons
It provides a mobile application.	Lead assignment details are not provided.
It assigns a dedicated advisor.	Quantity of leads are not guaranteed
It is available in all 50 states.	Lead quality varies.
Clients are prescreened.	Agents have little control over getting leads.

Why I Chose UpNest

UpNest takes an innovative approach to lead generation. Leveraging technology sets it apart from other pay-at-closing platforms. One standout feature is the ability for agents to create short greeting videos that allow them to showcase their expertise and personalities effectively. Additionally, agents can highlight their achievements and credentials directly from their own mouths, a personalized touch that can resonate with prospective clients. 

• Listing toolkit: This feature allows agents to stand out as featured agents and show up higher in search results. 
• Achievement sharing: Agents can promote their expertise via confidential and personalized proposals. 

Fees & Process for UpNest 

Agents can join UpNest by submitting a request online. Following this, a coordinator from Realtor.com will promptly reach out to discuss the specifics further. Within 24 hours of the discussion, users receive three to five personalized proposals from qualified agents, allowing them to compare and review online. Referral fees to UpNest from closed deals are 30% of the commission. 

Room for improvement: UpNest could clarify the criteria for accepting agents into the program based on their real estate background. This transparency regarding the qualifications and standards for agents could help users better understand the caliber of agents they’ll be matched with and make more informed decisions. 

Referral Exchange: Best for Agents in the REALTOR® Network

Pros	Cons
It provides support seven days a week.	Agents are accepted to network on an as-needed basis.
Licensed service team nurtures leads on your behalf.	Agents must be experienced with leads to start.
It offers lead notification through text, phone call, and email.	Agents can only join via invite.
Proprietary data models match leads to agents.	It is not ideal for newer agents.

Why I Chose ReferralExchange

Since ReferralExchange operates as an invite-only platform, joining requires being part of the nationwide REALTOR® referral network. By limiting access to those already within the network, ReferralExchange maintains a high-quality standard and ensures that members possess the necessary credentials and expertise to participate effectively.

• Lead qualification: All leads are screened and qualified through a proprietary system before being contacted.
• Expansive network: ReferralExchange has agents across all 50 states.

Fees & Process for ReferralExchange

ReferralExchange operates uniquely compared with most pay-at-closing providers. Initially, it accepts leads from individuals who may lack the capacity to work with them and then refers these leads to its network of agents. Joining this network is exclusive, being invite-only. Once accepted, agents pay a 30% referral fee for each successful transaction.

Room for improvement: One potential improvement for ReferralExchange’s referral network could be opening it up to individuals not currently part of the REALTOR® network. By expanding access to a broader pool of real estate professionals, ReferralExchange could tap into new talent and expertise.

SOLD.com: Best for Performance-based Lead Assignment

Pros	Cons
It provides referrals for individual agents or teams.	Unknown agent qualification is needed.
The sign-up process is easy.	Geographic coverage is undisclosed.
It can receive both buyer and seller leads.	Agent referral fee is not mentioned on the website.
It has a dedicated agent portal.	You have no control over how many leads you receive.

Why I Chose SOLD.com

SOLD.com’s performance-based model is determined by the agent’s success. The more deals an agent closes, the more referrals they will receive. By prioritizing performance, SOLD.com rewards agents who consistently excel and provides them with increased opportunities for growth and success. This approach maximizes an agent’s earning potential and ensures that agents are continuously motivated to deliver the best client results. 

• Guaranteed Display: Agents can pay an extra fee to increase ranking and exposure on SOLD.com.
• Agent dashboard: This dedicated area lets the agent manage all referrals. 

Fees & Process for SOLD.com

Join the SOLD.com network by completing the sign-up form with the requested information. Your showcase on SOLD.com will then be created. Once signed up, you’ll execute a standard referral agreement outlining the terms, and your profile will be activated. Fees for the program are 30% to 35% of the agent’s commission, but in some cases can be 0% if paid by sponsor.  

Room for improvement: SOLD.com could enhance its transparency regarding the pay at closing real estate leads program. Providing more detailed insights into the criteria used to qualify and match agents with clients could better help its recruiting program. 

FAQs

How does the pay-at-closing model work?

What are the fees associated with joining and using the pay-at-closing service?

How are leads allocated and distributed among agents?

Methodology: How I Chose the Best Pay-At-Closing Lead Generator 

Our methodology at The Close is comprehensive in assessing pay-at-closing lead generators. Drawing on the expertise of real estate professionals, writers, and editors, our team conducted extensive research and analysis to evaluate each platform, considering the essential features crucial for agents aiming to thrive in the real estate industry. Through this process, we strive to provide our readers with valuable insights and recommendations to help them identify the most suitable pay-at-closing lead generator for their business needs.

The criteria I used to determine the best pay at closing real estate leads are as follows:

• Fee structure: Evaluated the fee structure of each platform, including any upfront costs and the percentage or flat fee charged upon successful transactions
• Lead quality: Assessed the quality of leads provided by each platform, considering factors such as lead source, conversion rates, and client satisfaction
• Agent support: Examined the level of support and resources offered to agents, including training, marketing materials, and customer service
• Transparency: Considered the transparency of information provided to agents, including how leads are allocated, fee schedules, and performance metrics
• Geographic coverage: Reviewed the geographic coverage of each platform to ensure that agents have access to leads in their target markets
• Agent experience required: Assessed the expertise of agents to join each platform 

Your Take

Pay-at-closing platforms allow agents to receive leads without upfront costs and only pay a fee upon successful transactions. The fees for these services vary and are typically outlined in the agreement upon joining. Leads are allocated and distributed among agents based on location, expertise, and client preferences, ensuring a targeted approach to lead generation.
Pay-at-closing platforms provide agents with a cost-effective way to access leads and grow their business without the financial risks associated with traditional lead-generation methods. However, it’s worth noting that the pay-at-closing platforms should not be your only source of leads because none are guaranteed. It is best practice for agents to still generate their own leads through lead generation websites and personal referrals to succeed.

The post Top 8 Sources for Pay at Closing Real Estate Leads appeared first on The Close.

I’ll cover the fundamentals of real estate lead conversion, share my proven strategies for converting leads, provide tips for scaling your business, and include links to additional resources to support your growth. Let’s dive in.

What Are Leads in Real Estate?

Leads can come from various sources, such as online inquiries, paid lead generation companies, open houses, or referrals. When determining what is a lead in real estate, it’s crucial to distinguish between leads, prospects, and your sphere of influence to target your lead conversion efforts effectively.

• Leads: Potential clients who have expressed interest in your services or properties by providing their contact information or responding to your marketing efforts but have yet to be qualified based on their readiness to buy or sell.
• Prospects: Qualified leads who have engaged in meaningful conversations with you and are actively considering working with you based on their level of interest, financial readiness, and urgency to buy or sell.
• Sphere of Influence (SOI): People who know, like, and trust you, such as past clients, family, friends, and acquaintances. They may refer leads to you or become clients, even if they are not actively looking to buy or sell.

Understanding these distinctions allows you to tailor your approach and allocate resources effectively, from initial contact and lead qualification to nurturing prospects and consistently engaging your sphere of influence for referrals and repeat business.

What Is Lead Conversion?

Lead conversion is turning a potential client (lead) into a closed deal. As real estate agents, we invest significant time and effort into generating leads, but the true reward comes when we convert those leads into sales or listings. 

Converting a lead involves building trust, demonstrating expertise, and providing value that differentiates you from your competitors. By understanding and optimizing each stage of the conversion real estate journey, from initial contact to closing the deal, you can create a systematic approach to guide more leads toward successful transactions.

I researched several statistics to give you a big picture view of how vital lead conversion is versus how much you can improve in lead management. Check them out to see how much lead conversion in real estate and other industries can be essential to your overall success.

• The average reported conversion rate for online real estate leads is 2% to 3%. (Source: Inman)
• National Association of Realtors® estimates the actual conversion rate is between 0.4% and 1.2%. (Source: NAR)
• The average lead response time is 47 hours. (Source: ServiceBell 2023)
• Only 27% of leads get contacted at all. (Source: ServiceBell 2023)
• On average, only 1.3 call attempts are made before giving up and moving on. (Source: Forbes)
• It typically takes eight or more touches to convert a lead. (Source: RAIN Group)
• According to the NAR, 41% of homesellers find their agent through a referral from a friend. (Source: NAR)
• Sales conversions are 391% higher in the first minute. (Source: ServiceBell 2023)
• 82% of consumers expect responses within 10 minutes. (Source: ServiceBell 2023)
• Thursday is the best day to respond. (Source: HubSpot)
• Over 30% of leads are never contacted at all. (Source: HubSpot)

When people talk about converting leads, they typically mention conversion rate, which is simply how many leads out of the total you generate usually turn into sales. For example, if you generate 100 leads and five become clients, that’s a 5% conversion rate. 

Stages of Lead Conversion: Understanding the Buyer’s Journey

When asking how to convert leads in real estate effectively, it’s critical to understand how buyers and sellers think when making a purchasing decision. By recognizing the psychological process that every person goes through, you can better understand your role in guiding them through their decision-making journey.

The buyer’s journey, also known as the sales funnel or pipeline, is a key concept in lead conversion. The infographic below illustrates the typical stages a buyer goes through when making a purchasing decision.

When you first encounter a lead, whether they’ve come through a lead generation source or organically, they may not be actively seeking your services, so they enter at the top of the funnel, the widest part, and begin working their way through the process. Here are the steps they will follow as they find their way through the funnel.

• Awareness: In the awareness stage, your lead learns about you and the services you provide but may not be in the market for them just yet.
• Consideration: As you continue building a relationship with that lead, they will eventually enter the consideration phase, where they weigh whether or not they need your services.
• Decision: Once your lead has considered all their options, they will enter the decision phase to determine if your services are right for them. 
• Loyalty: In this stage, satisfied past clients share their experience with their sphere of influence. They become your evangelists, telling everyone they know how amazing you are. These people are a significant source of referrals that can sustain your business for years. You must pay attention to this phase if you want your business to thrive.

It’s essential to recognize that every person who makes a purchase, from choosing a tube of lipstick to investing in real estate, goes through the buyer’s journey. While the length of time may vary, the mental process remains the same. 

The time it takes to convert a real estate lead can vary greatly depending on several factors, such as the lead’s readiness to buy or sell, their specific needs and preferences, and market conditions.

Some leads may be ready to take action immediately, while others may require weeks or months of nurturing before they’re prepared to move. The lead conversion process can take anywhere from a few days to several months.

By understanding and catering to each stage of the buyer’s journey, you can effectively guide your leads through the funnel and ultimately convert them into loyal clients who will support your business for years.

8 Real Estate Lead Conversion Strategies

Now that we’ve covered what lead conversion is, let’s get into my best strategies for converting those leads into sales. These strategies generally apply to all leads, regardless of type.

1. Respond Quickly to Inquiries

You may not want to hear this, but stats show the agent who contacts a lead first is often the one who gets the gig. In fact, 78% of leads work with the first person who responds. Whether an agent receives a call from a paid ad, responds quickly to an inquiry from Zillow, or reaches out to a FSBO, chances are the agent who makes the first contact is the only agent that the lead will interview. 

Ideally, you should follow up with a new lead within five minutes of receiving their inquiry. Studies have shown that following up within five minutes can increase your chances of converting a lead by as much as 21 times compared to waiting just 30 minutes. If you can’t respond immediately, aim to make contact within the first hour or at least within 24 hours.

After the initial contact, follow up every three to five days with a mix of phone calls, emails, and text messages. This plan keeps you top of mind without being overbearing. Adjust your follow-up frequency based on the lead’s responsiveness and level of engagement. Be prompt and persistent, and provide value to convert leads into clients.

2. Qualify Your Leads

Qualifying a real estate lead is vital for improving your overall lead conversion rate. Determine their readiness to buy or sell to ensure you invest your time and effort in the right prospects. To effectively qualify a lead, ask targeted questions that uncover their motivations, timeline, and financial readiness.

Some key qualifying questions to ask include:

• What prompted you to start considering buying/selling a property?
• What is your ideal timeline for making a move?
• Have you been pre-approved for a mortgage (for buyers), or do you clearly understand your home’s value (for sellers)?
• What are your top priorities in a new home or in the selling process?
• Are there any specific circumstances or challenges I should be aware of?

By asking these qualifying questions and actively listening to the lead’s responses, you can gauge their level of motivation, identify potential obstacles, and determine how best to assist them in their real estate journey. You won’t convert every lead, but understanding where each lead is in the journey can improve your ability to close them in the future. When questioning these leads, the goal is to uncover their needs and assess their readiness to take action, not to pressure them into deciding before they’re ready.

3. Personalize Your Communication

Personalizing your communications with your leads is essential for building trust. By tailoring your approach to each lead’s specific needs, preferences, and interests, you demonstrate you value them as individuals and are committed to helping them achieve their real estate goals. 

Here are a few ways to personalize your communications with your leads:

• Gather and use lead data to craft targeted marketing messages.
• Address your leads by name in all of your communications.
• Segment your list of leads based on shared characteristics, such as first-time homebuyers, investors, and luxury buyers.
• Adapt your communication style to match your lead’s preferences (text, email, phone call, etc.).
• Use a customer relationship manager (CRM) or marketing automation platform to personalize your marketing emails at scale.
• Show empathy and acknowledge your leads’ concerns and aspirations in all of your communications.

Personalizing your communication will differentiate you from your competitors, build stronger relationships with your leads and prospects, and increase your likelihood of converting them into clients. Authenticity is your best friend—your leads will appreciate your sincerity, showing you care about their personal needs and goals.

4. Provide Valuable Content & Resources

Building trust with your audience is essential in converting your real estate leads. Creating content helps validate your expertise to those leads who have just entered your funnel. Use your social media, website, blog, and YouTube channel to create value-driven content your audience wants. Deliver entertaining and engaging posts that will encourage your followers to come back again and again.

Here are a few types of content you can create to nurture your fresh leads:

• Educational blog posts:
  • “10 Essential Steps to Buying Your First Home”
  • “The Ultimate Guide to Preparing Your Home for Sale”
  • “Understanding Real Estate Market Trends in [Your Area]”
• Informative email newsletters:
  • Monthly market updates and analysis
  • Upcoming local events and community happenings
  • Showcasing recently sold properties and success stories
• Engaging social media posts:
  • Quick tips for homebuyers and sellers
  • Polls and questions to encourage interaction
  • Live Q&A sessions or virtual open houses
• Helpful lead magnets:
  • “The First-time Homebuyer’s Checklist”
  • “10 Costly Mistakes to Avoid When Selling Your Home”
  • “The Ultimate Moving Checklist and Planner”
• Personalized property recommendations:
  • Curated lists of homes that match the lead’s specific criteria
  • Neighborhood guides and local market insights
  • Virtual tours and property walk-through videos
• Customer testimonials and case studies:
  • Showcasing successful transactions and satisfied clients
  • Highlighting unique challenges and how you overcame them
  • Demonstrating your expertise and dedication to client success
• Educational webinars or workshops:
  • “First-time Homebuyer Seminar: What You Need to Know”
  • “Maximizing Your Home’s Value: Expert Staging Tips“
  • “Navigating the Mortgage Process: A Step-by-Step Guide”
• Seasonal and holiday-themed content:
  • “10 Festive Home Decor Ideas for the Holidays”
  • “Summer Home Maintenance Checklist”
  • “Preparing Your Home for Cooler Weather”
• Local market reports and analysis:
  • Quarterly market updates and trends
  • Neighborhood-specific market insights
  • Comparing local market performance to national trends
• Interactive quizzes and assessments:
  • “What’s Your Homebuying Budget?”
  • “Is Now the Right Time to Sell Your Home?”
  • “Discover Your Dream Neighborhood”
• Video content:
  • “Neighborhood Spotlight” video series showcasing local areas
  • “Homebuying 101” video course for first-time buyers
  • “Ask the Agent” Q&A video series addressing common questions
  • “Before and After” home transformation videos
  • “Meet the Team” videos introducing yourself and your colleagues
  • “Client Success Story” videos featuring past clients’ experiences
  • “Home Staging Tips” video tutorials
  • “Live Market Update” videos sharing the latest trends and insights
  • “Virtual Open House” videos for featured listings
  • “Homeowner Hacks” video series with DIY tips and tricks

You can repurpose your content on multiple channels to maximize the reach and use of each piece of content you create. By focusing on topics your leads need or want to know about, you elevate yourself to the top of the market as the neighborhood expert, building trust and becoming a valuable resource. 

Video converts 1.6% higher than any other form of content. I started my YouTube channel by creating videos weekly to generate leads. I continued to make videos every week, and my lead generation exploded. The best part is that my videos helped give me credibility, so when my leads were ready, I didn’t have to do much to convert them.

5. Nurture Leads Through Targeted Campaigns

Targeted email campaigns are essential for guiding your newly acquired leads through the buyer’s journey and increasing your conversion real estate rates. Email allows you to share valuable content, personal stories, and insights that resonate with your leads.

Set up targeted drip email campaigns for each lead type, utilizing customizable, ready-made campaigns offered by many CRMs to save time and effort. Consider incorporating the following types of emails in your nurturing campaigns:

• Welcome emails: Introduce yourself, set expectations, and provide an overview of what your leads can expect from your emails.
• Educational emails: Share helpful information about the buying or selling process, such as tips for preparing a home for sale or understanding mortgage options.
• Market update emails: Keep your leads informed about the latest trends and statistics in your local real estate market.
• Personalized emails: Use your leads’ data to send targeted emails that address their specific interests, needs, or concerns.
• Video emails: Personalize your emails by incorporating videos that showcase your expertise, share success stories, or provide virtual property tours.
• Newsletter emails: Start a monthly email newsletter featuring fun and educational content that drives subscribers back to your website.
• Lead magnet emails: Offer useful resources, such as guides, checklists, or e-books, tailored to leads in the decision-making process.

Remember, consistency is key when nurturing leads. Invest time creating a comprehensive nurturing campaign that keeps your leads engaged and moving through the funnel.

Use a CRM like Wise Agent to streamline your lead management and email marketing efforts. With a CRM, you can easily manage your leads, capture them with landing pages, and automate a significant portion of your email campaigns.

6. Engage Leads Through Multiple Channels

Your leads and prospects will be in multiple places. You’ll need to diversify your strategy to increase your chances of reaching them all. You can reach your leads through various channels to stay top of mind and maintain an omnichannel presence. 

Here are some ideas for a multi-channel plan of action:

• Email: Send targeted, personalized emails that provide value, educate, and nurture your leads through their journey.
• Phone calls: I know it seems dated, but I recommend following up with leads via phone to establish a more personal connection, answer questions, and gauge their readiness to buy or sell.
• Text messages: Use text messaging for property updates, appointment reminders, or quick check-ins.
• Social media: Engage with leads on social media platforms by sharing relevant content, responding to comments and messages, and showcasing your expertise.
• Video: Incorporate video into your communication strategy, such as property tours, market updates, or personalized messages, to add a human touch and build trust.
• In-person events: Host or attend events, such as open houses, seminars, or community gatherings, to meet leads face-to-face and build relationships.

Make sure your messaging is consistent and on brand. Use a good CRM to track your interactions across channels and provide a seamless experience for your leads and clients. Using a multi-channel approach allows you to meet your leads where they are and provide valuable information where they’re already looking. You’ll be able to build stronger relationships more effectively, increase your chances of converting your leads easier, and grow your real estate business faster.

Need some help getting your social media on track? Coffee & Contracts offers easy-to-use templates, stylish design, and a content calendar to keep your social posts consistent to build that know, like, and trust factor with all your prospects and leads.

7. Leverage Social Proof & Testimonials

One thing that can skyrocket your conversion rate is social proof. Think about how often you are on the fence about purchasing and pop over to Amazon to find product reviews. We need affirmation, and glowing testimonials are the 5-star rating for real estate professionals.

When you’re working with leads, both buyers and sellers, they need to be reassured that you can get the job done for them. Your testimonials will help them feel at ease enough to finally say “yes” and sign on your buyer’s or listing agreement’s bottom line.

I have discovered a secret that removes some obstacles to getting testimonials: Use your smartphone camera to take a video testimonial with your clients at closing. Catch them when they are most willing to share positive thoughts on how awesome you are to work with. Get permission to post those video testimonials on your website.

The best part about video testimonials is their authenticity. They make a much more significant impact on people who are deciding whether or not to work with you. Just like you prefer to see videos of people using products on Amazon, your leads will love seeing people genuinely, in their own words, talk about how fun and professional you are.

Want to see some examples of video testimonials? Check out this article for inspiration: 14 Real Estate Testimonial Examples to Inspire Your Referral Marketing.

8. Continuously Refine Your Lead Conversion Process

If you want to crush it in the real estate game, you can’t just set it and forget it. You must keep your finger on the pulse of your lead conversion process and ensure it’s always running like a well-oiled machine.

Here’s how you can stay on top of your game:

• Track your metrics: Monitor key numbers, such as response times and conversion rates, to determine what’s working and what’s not.
• Analyze and adjust: Regularly examine your data to spot trends and opportunities. If something’s not working, don’t be afraid to change things.
• Test, test, test: Try different strategies and see what resonates with your leads. A/B testing is your friend.
• Listen to your people: Ask your leads and clients for feedback on their experience. 
• Stay in the know: Keep up with the latest and greatest in real estate lead conversion. Never stop learning and growing.
• Automate and optimize: Use tools like CRMs to streamline your process and save time. But don’t let them gather dust—keep tweaking and improving!

By constantly refining your lead conversion process, you’ll stay ahead of the curve, turn more leads into raving fans, and watch your business soar. So, don’t be complacent—keep pushing, improving, and crushing it!

Frequently Asked Questions (FAQ)

How can I improve my email open rates when nurturing leads?

What are some common mistakes to avoid in real estate lead conversion?

Lead conversion vs lead nurturing: What’s the difference?

What is a good lead conversion rate in real estate?

Bringing It All Together

Real estate lead conversion is a real, attainable skill. Anyone can learn to be good at converting. But it takes practice and confidence. Implement some of these strategies to scale faster and more efficiently in your real estate business. Work on improving your conversion rates to improve your return on investment (ROI). 

Did I miss anything? Have a few real estate conversion tips you want to share? I would love to hear them! Share them in the comment section below.

The post Real Estate Lead Conversion Guide: 8 Steps to Close More Deals appeared first on The Close.

What Is LPMAMA? 

LPMAMA is a sales framework for real estate buyer’s agents that provides a structured approach to building rapport and converting leads into clients. It uses questions to uncover important information about the buyers and allow them to share their stories with the agent. This inquiry process simultaneously helps agents qualify the leads and learn how to help them most effectively. Think of it as the foundation of a trusting relationship.

The 6 LPMAMA Questions & Scripts

With a complete understanding of the LPMAMA meaning, it’s time to learn how to use the framework. Let’s dig into each part of the acronym, paying close attention to the goals of each section. We’ve included sample LPMAMA scripts with phrases and questions but download our free example conversation for an even better understanding of how to develop your strategy.

Location

As we say in real estate, “location, location, location.” Location is one of the most critical factors in any home search, which is why it’s the first letter of the LPMAMA real estate framework. Ask questions to encourage clients to express their ideal location, desires, and concerns. This inquiry helps you gather information to find them a property and builds rapport.

Goals:

• Learn where your buyers want to live and (even more importantly) why they want to live there
• Determine how educated your buyers are about different neighborhoods
• Discover where your buyers don’t want to live and why
• Decide if they are willing to consider other areas

copy to clipboard

Sample location scripts:

• Do you have a specific neighborhood in mind yet?
• What are you looking for in a neighborhood?
• Can you describe your perfect neighborhood?
• Have you thought about opening up your search to ______?

Price

After asking about the location, you should ask about the price. This type of inquiry can be challenging since money can be a sensitive topic. However, if you have the right mindset and use a strategic LPMAMA script, the price discussion can help you build trust and rapport with leads.

For example, don’t start by asking sensitive questions about their personal finances. Approach the topic with curiosity and compassion. Ask about their budget and encourage them to know that they have options within their chosen price range.

Goals: 

• Discover how much they are willing to spend on a home 
• Help them come up with a price range that will give them plenty of options
• See if they have wiggle room in the budget
• Ascertain whether their budget aligns with the home they’re looking for

copy to clipboard

Sample price scripts:

• Now that I have a better idea of where you want to live, let’s talk about budget. Do you have a range in mind for your new home?
• Is it easier to think about monthly payments you are comfortable with?
• What is your budget’s low, high, and comfortable range?
• If I found your dream home listed at $_____, would you want to see it?

Motivation

The “motivation” piece of the LPMAMA framework is particularly important for real estate agents but can be more complicated than it seems. Understanding a buyer’s motivation for moving or looking for a specific type of property can help you find options they might not expect, thus providing exceptional service. However, sometimes buyers don’t even realize their own motivations, so it might require some creativity.

Keep in mind that not everyone is moving for a positive reason; they might be trading down after a job loss or personal tragedy. Try to avoid blunt personal questions like “Why are you moving?” which may make someone uncomfortable. If you aren’t getting clear answers, try to dig deeper by saying, “Tell me more about that.”

Goals: 

• Learn the specific reasons why the buyer wants or needs to move
• Discover why the buyer wants to live in a particular area or is interested in a specific type of property 
• Determine the buyer’s highest priorities
• Understand how you can help them

copy to clipboard

Sample motivation questions:

• What are you looking for in your new home?
• What would finding the right home do for you and your family?
• Do you have a time frame for when you want to be in your new home?
• How long have you been considering a home?
• How long have you been looking for a home?
• Have you seen any homes yet that you liked?

Pro tip: Consider using this mindset and sample questions for other real estate leads. See examples of sensitive conversations in our expired listing scripts guide and our scripts for FSBO leads.

Agent

The “agent” stage of LPMAMA helps you discover if potential buyers are already working with another agent. This question ensures you don’t spend time nurturing leads who have already signed a contract with someone else. Asking questions about agents they have worked with helps set you up for success. When you understand precisely how your clients want to be supported, you can provide the best service for them.

Goals: 

• Determine if the buyer has signed a contract with another agent
• Learn about the buyer’s history with other agents, positive and negative experiences
• Understand what the buyers want from you

copy to clipboard

Sample agent questions:

• Tell me about the home on ______ Street. Did you see it with a buyer’s agent or by yourself?
• Have you met with any other agents?
• Are you already working with an agent?
• Did you sign an exclusive buyer-agent agreement with another agent, or are you still looking for the best deal from an agent?
• What method do you prefer for looking at homes?

Mortgage

In the mortgage stage, you’ll find out how financially prepared the buyer is to purchase a home. Like the “price” section, you must consider your language when discussing money carefully. However, out of all the stages, this one offers the best opportunity to show off your knowledge and help the buyer solve a problem. Don’t treat this stage as a hard sell but consider it a way to educate the buyer.

Goals: 

• Learn about the buyer’s financial preparedness to purchase a home 
• Determine how serious the buyer is about making a purchase
• See if the buyer has already met with a mortgage broker
• Demonstrate your expertise in financing a home purchase

copy to clipboard

Sample mortgage scripts: 

• Have you talked to anyone yet to discover the best way to finance the home you’re looking for?
• Do you have any questions about the mortgage process that I can help you with?
• Have you decided what kind of mortgage you’d like?
• Have you already met with a mortgage professional? Would you like a recommendation?

Appointment

The last stage of LPMAMA is to summarize what the buyer has told you quickly, reiterate how you can help them, and then make concrete plans to take the next step in the process: an appointment. If you’re using LPMAMA over the phone or within cold calling scripts, the next step is most likely an in-person meeting. If your conversation went particularly well or if the buyer appears ready to move more quickly, you can set up appointments to visit a few homes.

Unlike a few of the other LPMAMA questions, the goal of this stage is to make concrete plans. Instead of listening objectively and relying on empathy, this step requires more assertiveness to convert the lead into a client. Ensure you are prepared to handle real estate objections during this stage to increase your success rate.

Goals: 

• Demonstrate that you were listening carefully to their story and empathized with their problems
• Provide clear next steps for the buyer
• Confirm their needs, wants, and expectations
• Schedule your next meeting

copy to clipboard

Sample appointment scripts:

• Let me review what we’ve discussed to ensure I know how to best help you.
• Do I have everything correct from what we discussed?
• Is there anything else you think I should know?
• Is there anything else you’d like to ask me?
• Let’s set up an appointment for _______ to come into my office to discuss your home search in more detail. If we have time, we can take a quick drive to see a few nearby homes. Do Tuesdays or Saturdays work better for you?

Why Is LPMAMA Important for Buyer’s Agents?

Even agents who don’t have a specific LPMAMA script or strategy tend to use some version of it in their first interactions with potential buyer clients. They often use a buyer questionnaire that contains the building blocks of LPMAMA without even realizing it.

The bottom line is that LPMAMA is one of the best ways to uncover a buyer’s true motivations and build rapport quickly. It provides an organized, thorough, and simple way to increase your lead conversions with home buyers.

When to Use LPMAMA

When the LPMAMA questions are used at the right time, they can be a potent tool for agents to convert potential buyers into loyal and repeat clients. Ideally, you’ll follow an LPMAMA script during your first one or two interactions with potential buyers. If you do buyer presentations with new leads regularly, LPMAMA should guide the process. However, the framework can and should be used to build rapport in various environments and interactions.

A few ideal times to use the LPMAMA framework include: 

• During open houses
• During follow-up calls or visits
• After a website inquiry on a property
• During cold calls or door knocking sessions
• Automated real estate text message scripts
• Within email templates for online leads
• During networking events

Mindset for Using the LPMAMA Real Estate Script

One of the most important parts of successfully using the LPMAMA real estate framework is mindset. Since it is meant to be used at the beginning of an agent-buyer relationship, some agents mistakenly view it as an opportunity to show off their expertise. However, LPMAMA is ultimately about the buyer, not the agent. The questions should be used to uncover information about the buyer, which benefits the agent for a few key reasons: 

• Builds rapport: Asking good questions makes it easy for buyers to open up and share the details of their home search. When they feel understood and valued, they automatically trust the agent more.
• Qualifies buyers: Asking specific questions about their preparedness to purchase a home will expose buyers who aren’t ready to make an offer. This inquiry can save you months of wasted time and energy and allow you to focus on buyers prepared to purchase.
• Sets expectations: Communicating the buyers’ wants and needs clearly in the beginning will show you exactly how to best help each client. Clarifying expectations will set you up for a successful homebuying journey and relationship.

As you go through the LPMAMA steps, make sure your mindset is one of curiosity, problem-solving, and empathy. Approach the steps like a detective or therapist, allowing the buyers to give you their point of view without interjecting. This small but important mindset shift will help you use the LPMAMA framework most successfully.

Bringing It All Together

LPMAMA is an essential framework for real estate agents who want to work with homebuyers. It provides a strong but simple strategy for building rapport with buyer leads and setting their relationship up for success. These LPMAMA scripts and tips will increase your chances of converting leads into clients.

The post The LPMAMA Script for Real Estate & How to Use It appeared first on The Close.

Pros

• No contract—agents can jump in and out based on need
• Transparency in lead sharing
• Lead count guarantee
• Lead replacement policy
• Built-in lead capture tools
• Email and SMS marketing
• zBuyer Mastermind group: Learn and share best practices with other realtors

Cons

• $400 per month minimum
• Leads are not exclusive (shared with a max of six members across a county)
• No concierge program
• No CRM included
• No in-house analytics to track lead conversion success
• Nurturing and conversion takes time

The Close Score

4

Pricing:

2.3

General Features:

3.9

Advanced Features:

3.6

Customer Service:

4.1

Customer Rating:

3.2

Expert Score:

4.0

out
of

5

My Verdict on zBuyer & Should You Trust It 

Let’s face it: Finding the right lead gen platform can feel like a large undertaking. And as we all know, we need multiple lead sources to develop a robust pipeline. That’s why, as a real estate agent, I understand that investing in and learning how to use a new platform can get thrown on the back burner. But don’t worry, I’ve got your back, and I’m happy to report that after thorough research, I feel there are some unique features zBuyer offers that could work for your lead gen efforts. 

I’ve found that this platform would integrate well into a seasoned agent’s business ready to scale. These agents are familiar with working leads and understand the process and importance of nurture and follow-up. Brokerages and teams looking to give out leads to their agents would also find use in zBuyer’s model. Since zBuyer guarantees its lead count each month, brokerages and teams can also use this as a recruiting tool.

zBuyer gathers leads looking for a cash offer, so this could be an excellent opportunity for investor agents to grow their portfolios. Suppose agents do not operate as investors or do not have access to cash buyers. In that case, there is a platform that zBuyer can put the agent in touch with to connect with investors, allowing agents to have a unique offering to potential clients.

Due to the nature of this platform and the fact that it requires an agent to understand how to convert leads, newly licensed agents may not find it suitable. That said, if a new agent has a sales background and has previously worked with leads or is simply willing to learn, this platform could also work for them. zBuyer sets its members up for success by providing everything needed to get up and running within the first 30 days. Their resource center is full of proven scripts, customer relationship management (CRM) blueprints, drip campaigns, and more to help shorten the learning curve. 

The beauty of this platform is that there are no contracts. Agents can enjoy a month-to-month membership with the flexibility of “turning on and off” as they see fit for their business. Additional features, such as their transparency in lead sharing and the lead replacement policy, can help agents feel confident in their investment. 

zBuyer Alternatives

Since real estate agents operate independently and essentially as their own businesses, what works for one agent may not work for another. If you feel zBuyer may not be the right fit for your business, I’ve put together a few other options that may make more sense for you. Take a look!

Platform	Why It’s a Great Alternative	Learn More	Ready to Purchase?
	Intuitive CRM and lead system offering exclusive leads and auto-conversations	Zurple Review	Visit Zurple
	Paid search and social to capture leads, along with highly praised training and support	CINC Review	Visit CINC
	Automated digital advertising, gains you a high level of traffic and exposure	Zillow Premier Agent Review	Visit Zillow Premier Agent

Platform	Why It’s a Great Alternative	Learn More	Ready to Purchase?
	Intuitive CRM and lead system offering exclusive leads and auto-conversations	Zurple Review	Visit Zurple
	Paid search and social to capture leads, along with highly praised training and support	CINC Review	Visit CINC
	Automated digital advertising, gains you a high level of traffic and exposure	Zillow Premier Agent Review	Visit Zillow Premier Agent

zBuyer Reviews: What Customers Are Saying

Before committing to a new business tool, it’s always important to look at what paying customers say about it. So I scoured the internet to see what I could find for you. From the select amount of zBuyer reviews available online, it seems the majority enjoy what the platform offers. zBuyer real estate reviews on G2 show 3.5 out of 5 stars. Here is what some reviewers are saying:

Of course, with the good comes the bad. While zBuyer reviews on Google and their website show that most real estate agents and investors have found success, this platform will not work for everyone—and that’s OK! These particular zBuyer reviews are from unsatisfied customers and will help give you a well-rounded understanding of what users didn’t like about the zBuyer platform.

Nurturing is the name of the game! As with any lead gen process, securing the lead is not guaranteed. This absence in the software is where our relationship management skills get put to the test. The way zBuyer captures leads early in the client’s search process gives the advantage of building rapport and decreasing the chances of the potential client connecting with other agents. So put on your best schmoozing shoes! You have control over how successful you want to be with this platform. 

Key Features of zBuyer

zBuyer is a fairly simple platform, making it easy to navigate. Their in-depth training and support also take the burden off learning to use a new tool. Once up and running, this platform operates as a lead magnet in your hand, with the app pushing real-time leads for you to connect with, even while you’re out in the field. Despite not having a built-in CRM to nurture the database you build, they do offer integrations with most CRM platforms. 

Watch the demo video below to learn more about the leads and internal features of the platform.

zBuyer Demo with Jordan Weber

Real-time Leads

As soon as the platform captures a lead, it is sent to you in real time through the mobile app, your CRM, and your email. You will also get access to lead-sharing data to learn the average number of members with whom the platform shared the lead in your area. Your membership is based on county, not ZIP code or city, so while it is a larger geographical area, there is still a cap on the distribution of leads. Leads are shared with a maximum of six agents, and once a county hits full distribution level, it is marked as sold out.

Transparent Process 

With a high focus on transparency, you can rest assured that the leads you’re receiving are aware that you will be contacting them. Customers answer questions and elect to be contacted before they are put into distribution, so you never have to worry about reaching out to a lead without their consent. This extra scrutiny automatically creates a warm lead for you to work with!

Lead Count Guarantee  

When you sign up as a member with zBuyer, you can choose the number and type of leads you want to receive monthly. Let’s say you want to receive 37 buyer and 50 seller leads. zBuyer guarantees that you will receive those amounts for each category every month until you choose to make changes. If you do not hit the numbers you chose, zBuyer will send you additional leads until you hit your number; otherwise, they will make a price adjustment for the following month.

Lead Replacement 

One of the risks you take when investing in any lead generation platform is receiving low-quality leads. Whether that means the lead has a wrong number associated with it, connecting with a seller who has their home listed, or finding out a buyer is already working with an agent, it’s bound to happen at some point. With zBuyer’s lead replacement policy, you will receive a new lead for every bad lead to ensure you hit the number of valid leads purchased monthly. This feature creates an extra layer of security when receiving quality leads.

Resource Center & Mastermind Group

zBuyer has curated a resource center to give you the tools you need to convert and see results with leads. It includes scripts, training videos, and follow-up best practices, for example. 

Additionally, the Mastermind Group allows you to learn from and share best practices with thousands of other agents using zBuyer across the country. You’ll engage with high producers who have a consistent success rate of converting leads to closings. You will have access to webinars and participate in live calls to hone your craft. Connecting with like-minded agents is a recipe for success in my book!

No Contract

zBuyer has a month-to-month membership, and you are not required to sign any long-term contracts, which gives you control over your business spending. If you want to ramp up during a specific time of year and push the pause button at another, you’re free to do so. While you should give any lead gen process ample time to determine whether or not you want to stick with it, you can leave this platform after your first 30 days if you choose.  

zBuyer Pricing

I’m sure by now you’re wondering what it costs to incorporate a lead gen platform like zBuyer into your business. As noted above, a subscription fee must be paid at a set monthly minimum. However, you can purchase any combination of buyer and seller leads, as many as you want, as long as your lead count meets the minimum subscription fee. 

When you become a member, you will also receive a prospecting database with leads that can be anywhere from 30 days to 24 months old for free. These leads were either underserviced, undersold, or simply fell off. You have free rein to add them to your outreach efforts and real estate drip campaigns and will continue receiving them every month that you’re a member. 

Let’s look closer at the pricing details when you sign up with zBuyer. 

• $400/month, required set minimum 
• $12 per lead to secure buyer leads
• $15-$17 per lead to secure seller leads (price range is based on county and availability)
• No contract, and no setup fees 
• Dedicated customer service representative
• Free bonus: prospecting database with old leads

If spending $400 per month to buy real estate leads does not work for your budget, but you’re considering saving up for a lead gen platform, this could be a good option. You are not locked into a contract and have a lead count guarantee. The lead replacement policy and access to a database of old leads also ensure that your expense comes with a complete list of leads to work with every month.

Methodology

We are lucky to have so many amazing tools at our disposal to help operate and grow our businesses in the industry today. However, as I mentioned earlier, different tools work for different real estate agents. As a licensed real estate agent, giving an unbiased zBuyer review would be impossible because I have my favorite software and platforms that have worked for my business. That’s why I use a rubric designed by our team to evaluate each lead gen platform, including zBuyer. 

Here’s a breakdown of the scores for zBuyer in more detail. 

• Pricing: 2.3 out of 5

Since zBuyer does not have exclusive leads and the platform is a bit pricier for its monthly membership rate, it loses some points. It helps that agents have control over their spending, coming and going as they see fit for their businesses, but overall, the monthly rate can still be steep for some. That said, zBuyer gains some points for their price per lead and not locking agents into contracts. 

• General Features: 3.9 out of 5

With solid features like real-time leads and a mobile app, agents can connect with leads at lightning speed. Not having a built-in CRM hurts their score, but integrations with most third-party CRMs help add some points. Their mass marketing tools and training resources are also among the features that bring the score up. 

• Advanced Features: 3.6 out of 5

The thorough process of vetting a lead to capture and distribute high-quality leads to members is a feature that sets zBuyer apart from other companies. Access to leads in their search’s early stages helps set up agents for success. Couple that with the extensive resources zBuyer supplies to help agents nurture and convert leads and you have a winning combo. 

• Customer Service: 4.1 out of 5

zBuyer offers a unique feature that allows every member to get a dedicated customer service representative. This rep is an agent’s go-to person to set up one-on-one meetings, practice scripts, and ask questions. Having this dedicated phone and email support really boosts zBuyer’s score. 

• Customer Rating: 3.2 out of 5

zBuyer may not be the most popular platform, but agents who use it seem to enjoy it and utilize the resources provided to maximize their membership. Out of the reviews I found online, there were far more positive than negative experiences. Agents who are comfortable nurturing leads are among the positive reviews that helped boost this score. 

Read more about the specific methodology used at The Close to review companies.

FAQs

What is the frequency of leads?

How does zBuyer get its leads?

What is the difference between zBuyer exclusive & vetted leads?

Bottom Line: Is zBuyer Worth Your Money? 

zBuyer’s real-time leads and transparency with customers and agents, along with their lead replacement and lead count guarantee, give agents some peace of mind when investing in a new platform. Agents can build their database and control their spending, making this an option that could be a great business-building tool. Sharing leads with up to six other agents in your area is not ideal. However, zBuyer’s training and Mastermind Group offer ways to learn how to win and convert each lead that comes your way. Ultimately, investing in a platform like zBuyer is like investing in a new teammate who could help enhance your business. 

Have you used zBuyer to generate leads for your business? If so, let us know about the platform! Do you like it or not like it, and why? Leave us a comment below!

The post zBuyer Real Estate Review: Pricing, Features, Pros & Cons (2024) appeared first on The Close.

Did I mention that the LionDesk CRM starts at only $39 per month? Check out my in-depth review of the LionDesk CRM below or jump to their website for a free 14-day trial. No credit card required—you just sign up and get started.

LionDesk’s goal is to give agents, teams, and brokerages one simple tool for organization, lead generation, and lead nurturing. On paper, this sounds pretty simple. But, many software companies offer a Swiss army knife—a bloated tool with a dozen blades and gizmos, none of which work very well. 

LionDesk provides the basic tools to run a successful real estate business at a price that won’t cause a stroke. It’s also a great platform to get up and running quickly and easily without banging your head against the wall trying to figure out how to set it up.

Pros

• Clean, customizable dashboard
• Excellent mass communication tools, including bulk text messaging
• Automated drip campaigns, including text messages
• Ability to add on additional features like lead generation and auto-dialer
• Integrated landing pages

Cons

• Can feel a bit clunky
• Transaction management is basic
• Analytics are basic
• Not great for scaling large teams or brokerages

The Close Score

4.7

Pricing:

4.6

Features:

4.8

User Interface:

4.6

Automations:

4.5

out
of

5

What Is LionDesk?

LionDesk is a real estate CRM that gets a lot of things right. The software nails the basics, including bulk email, drip campaigns, and automation, while serving up some extras, tailor-made for real estate pros. With LionDesk, agents are in control of how quickly they want to expand their business with add-ons like integrated landing pages, lead generation, and a digital ad portal. 

I was really disappointed, though, to see one of LionDesk’s best features—its artificial intelligence (AI) bot, Gabby—eliminated from the platform. Still, with a 14-day trial, you can take them for a test drive to check out all the features before deciding whether or not they will work for you and your business.

LionDesk Pricing for 2023

LionDesk is one of the most affordable CRMs on the market while still providing a rather robust service to agents, teams and brokerages.

Plan Pricing

LionDesk provides a full suite of services. In fact, one of the best things about their pricing is the nearly 40% discount for paying annually as opposed to month to month. But I like that they offer the flexibility of not being tied to a contract for agents who aren’t ready to commit.

You can go with the low, flat monthly rate of $39 per month and opt for a few add-ons, which are individually priced. That way, you don’t pay for what you don’t use. LionDesk add-ons include cold-calling power dialers, a digital ad portal, and custom landing pages.

Add-on Pricing

Comparing CRM Competitors Against LionDesk

The basic CRM from LionDesk at $39 per user, per month makes many other CRMs look pricey. Here’s a quick breakdown of how LionDesk’s price compares with other CRMs:

In all fairness, some of the best real estate CRMs offer more than just the CRM itself. Some offer a full, all-in-one suite of features including an IDX-enabled website, landing pages, and the CRM to provide an entire ecosystem of services. 

But CRMs are as varied as a giant box of crayons. LionDesk, on one end of the spectrum, lets agents come in at an easy-to-manage price point and then add features as their businesses grows. That way, agents don’t have to pay for services they aren’t using. 

LionDesk does include several native integrations, like Zillow, Facebook, Ylopo, and SmartZip, but in my opinion, the company could stand to add more integrations to its menu. Thankfully, Zapier integrates with LionDesk to allow more flexibility to connect with a variety of applications. 

Video Walk-through of LionDesk

If you want to see the product in action for yourself, Chris Linsell, former senior writer and real estate coach here at The Close, takes you on a personal tour and review of LionDesk in this video. Check it out here:

My Reviews of Key LionDesk Features

Now that we’ve covered pricing and some of the differences between LionDesk and other CRMs, let’s deep dive into the features that are on point with LionDesk.

1. CRM Dashboard (4.6 out of 5)

When you first launch LionDesk from your browser, you’ll land on the dashboard. If you’ve ever used a CRM before, this will feel natural. LionDesk’s intuitive interface reduces the learning curve, so you can jump in and get started right away.

On the left, you have a simple, easy-to-read menu bar that gives you a quick shortcut to the main functions of LionDesk. This is also where you’ll see the Vitals view, which offers a quick snapshot of how you’re doing in your outreach efforts. It keeps a running tally of outgoing and incoming calls, texts, and emails. The Vitals section is customizable so you can pick and choose what’s most important to you.

The Vitals dashboard is a visual way to encourage agents to push past their comfort zones and take their businesses to the next level. Only called three leads this week? You’ll see that number every time you log in to your LionDesk CRM. You also can view recent contact activity, see which tasks are due, track your expected total sales, and measure your activity for the year.

Your dashboard is highly customizable, which is ideal since no two real estate businesses are the same. The interface is clean and simple, not packed with distracting colors and graphs, which allows you to focus on the essential information and tasks. 

When I first started using LionDesk, I felt the dashboard was clunky (and if I’m being honest, kinda ugly) and not as much fun to look at. But I’ve come to appreciate the simplicity. I now understand that this streamlined approach eliminates distractions and helps me focus (and I definitely need help with that!) on the tasks I need to complete instead of on bells and whistles that can easily derail my productivity. 

2. Organization Tools (4.8 out of 5)

If you click over to the Contacts tab, you can quickly add or edit a current contact, bulk upload contacts from another platform with a CSV file, or directly import your contacts from platforms such as Gmail.

When you click on a contact, you get a wealth of information: emails opened, previous calls or texts, and as much biographical or deal data as you have on your leads. The information is tucked behind accordions, so while it’s all there, looking at a contact is not overwhelming.

You can add custom fields for your contacts, such as how many children they have, their dog’s name, their favorite baseball team, and their credit score. All of this granular data comes in handy when it’s time for client outreach.

From this contact card, you can email, text, and even call your lead directly. Hit that little phone icon and your cell phone rings, connecting you. Imagine sitting in front of your computer, doing your regular calling, taking notes right inside your contact card. You can also add activities and tasks and include the contact in a campaign. Everything is right at your fingertips.

3. Bulk Communication Capabilities (4.5 out of 5)

Outreach in the LionDesk CRM is straightforward. You can reach out to your database in bulk based on your campaign strategy, saving you countless hours on the keyboard.

You can even set rules for leads from various sources. For example, you can set LionDesk to trigger a specific text message or video text message and send it to leads from your Facebook ads.

LionDesk has several campaigns already built and ready for action with specific groups such as closed clients and leads seeking home valuations. You can customize these campaigns if you want to, but they’re ready to go right out of the box.

One nice addition to the LionDesk outreach is Cloud CMA. Cloud CMA is designed to pull data from your MLS to create a comparative market analysis in minutes. Since LionDesk’s acquisition by Lone Wolf, if you have a Cloud CMA account, it’s integrated with your LionDesk CRM. Don’t worry if you don’t have one—you can easily set one up. Once your account is connected, you can quickly and seamlessly create and send out a comparative market analysis to anyone in your database right from the contact page.

Bulk Emails

LionDesk makes it easy to send bulk emails to your contacts. For example, you can blast out a new listing to buyers, a quick intro to new contacts, or even a holiday video to your entire list.

LionDesk has a feature to help you see activity on your campaigns. So if any of your contacts opens and interacts with your email, you’ll know to jump in and engage with them, boosting conversion rates.

Bulk Texts

If you want the higher open and response rates you get from texting, LionDesk lets you set up mass text campaigns just as easily as email campaigns. Send out that new pocket listing to your hottest buyer leads via a quick text. 

Video Emails & Texts

One of the coolest features is the ability to record video directly in the platform and send it out to your leads via email or text message. I absolutely love having this feature baked into the platform. I used to have to integrate BombBomb into my CRM to access these kinds of video messaging features. With LionDesk, you can record a whole batch of videos and have an arsenal ready to add to any email or text message.

Texts get high open and response rates and videos are more personal, so why not combine the two and text out a walk-through of that pocket listing before it even hits the market?

4. Text-2-Sell

Using the personal phone number LionDesk provides, you can encourage leads to text you to ask for more information about a listing, a special buyer’s guide, a foreclosure list, or pretty much anything else. To be clear, this is an add-on feature included with texting, but at just $2 per month extra, it’s a pretty cool feature and worth the additional cost. 

Once a lead sends a text, LionDesk automatically responds and captures the lead’s phone number and contact information, adding it to your database. This is perfect for sign riders, flyers, or postcards when you want to track the effectiveness of your ads and collect phone numbers instead of emails.

5. Landing Pages

LionDesk added the ability to create landing pages that will capture and integrate lead information. You can use one of their many templates and customize it with the easy-to-use, drag-and-drop design tool for an additional $29 per month. The pages are quick-loading, search engine optimized, and mobile responsive.

6. The Power Dialer (4.8 out of 5)

LionDesk’s power dialer will let you upload and cruise through a list of for sale by owner (FSBO) or expired listings in one power session. While cold calling isn’t for everyone, you can also use cold calling scripts to follow up with your sphere of influence monthly to shake loose some referrals.

That said, the power dialer is not included in LionDesk’s already very tempting base price, as not every agent will need or want it. Instead, they offer the power dialer for serious cold callers for $99 to $149 per month, depending on whether you want single or multiple lines. A single-line dialer is included in the CRM Premier package. Premier users will have to pay an additional $50 per month for a multi-line.

7. Facebook Ad Partnership (4.5 out of 5)

One of the dirty secrets of online advertising is that Facebook’s Ads Manager, while much easier to use than its previous iterations, is still a pain because it’s constantly changing. Who has time to keep up with Zuck’s mood swings, which seems to be how Facebook determines when to implement its latest changes?

LionDesk used to provide Facebook ad design in-house. However, they have now partnered with Boost, where you can create custom ads by uploading images and videos, curate your audience, and even pull MLS data to create instant listing ads.

Once the ads are built and distributed, everything is totally integrated with your LionDesk account. The automation works its magic, and you reap the rewards. 

Boost is a separate subscription: Running agent promotion ads cost $99 per month, and listing promotions built from MLS listings are $59 per ad. Of course, that doesn’t include the ad budget.

8. Brokerage Functions (4.8 out of 5)

Brokers can view advanced reports on leads, build drip campaigns assignable to individual agents, and get a global view of all deals in the office. LionDesk offers round-robin or time-based rollout lead distribution for teams and brokerages—perfect for setting everyone up with leads but not breaking the bank.

9. Document & Transaction Management (4.6 out of 5)

If you’re the type of agent who tends to accumulate PDFs (and who isn’t?), you can store documents right in LionDesk and access them from everywhere. 

The LionDesk CRM offers basic transaction management features to track deals, organize documents, and communicate with clients and other parties. While this is not a fully featured accounting package, it gets the job done. If you’re already using Dotloop or another piece of transaction management software, LionDesk has an integration that lets you plug it right into your workflow.

10. Integrations & Lead Management (4.6 out of 5)

Speaking of integrations, LionDesk is an open API, making it easy for other companies to plug in their software and stay compatible. For example, you can auto-import leads from Zillow, realtor.com, Trulia, and SmartZip—or set up blended campaigns from each source. 

You can fully customize your LionDesk experience by integrating the software you use for accounting, transaction management, and marketing. Linked to companies from Agent Shield to Zurple, the list of LionDesk integrations is massive and constantly growing.

LionDesk Alternatives

With all the great features LionDesk has to offer, it may not be the perfect solution for every agent out there. For high-producers or larger teams, it may lack some important features.

It’s fair to say that there may end up being a big tradeoff between a robust lead generation and website system a larger budget can provide. For example, if you prioritize a CRM with texting and video messaging, you probably won’t get it with one of the all-in-one platforms. So, it’s important to decide what really matters most for your business and your team before you commit to any platform. 

In that spirit, here are a few other CRM alternatives you can consider alongside LionDesk. I’ve linked a review from The Close to each of the companies below so you can explore further.

As you can see, real estate CRMs offer a spectrum of services and features. It depends wholly on what you want to do with your CRM as to which one will be the right fit for you and how you want to grow your business. And just because you choose one today doesn’t mean it will be the only CRM you ever use. Pick one that works for you, and when your business is ready to move to another platform, you can always shop around and see what the market has to offer.

Bottom Line: How Does LionDesk CRM Stack Up Against Other CRMs?

If you’ve been putting off trying LionDesk, you’re missing out on a valuable real estate CRM that offers great features like lead nurturing, transaction management, video emails, and blended campaigns. 

In my opinion, LionDesk is a very attractive option for newer agents who don’t want to spend a ton of money. Though I was quite disappointed to see the Gabby AI bot killed off, I hope that LionDesk will bring back something even better to replace her. As of this writing, Gabby has not been replaced, and I’m really scratching my head over why. 

As a real estate instructor specializing in AI for real estate, I know how important a bot can be for nurturing and converting leads, especially for newer agents. I often talk about the many ways agents can leverage the tech in their businesses to get time back for more important stuff, like getting face-to-face with clients. So, for that reason, I see the killing off of Gabby a step back in the wrong direction. 

LionDesk was one of the first CRMs on the market to feature an AI bot that could act as an inside sales agent and help warm up leads. That placed them securely in the front of the CRM pack. Sadly, doing away with that feature will most likely change the way I (and many agents who loved Gabby) feel about their foothold in the marketplace in the future.  

Methodology: Why You Can Trust My Review

I’ve been a licensed real estate agent since 2018, and I’ve tested lots of CRMs. When I assess these software solutions, I approach them through the lens of a practicing agent who would use the platform in my real estate business. 

Using this expertise, I developed a rubric to weigh each software product against its competitors in an objective and balanced way, while adding context to my assertions.  To put together my rubric, I looked at dozens of real estate-specific CRMs and analyzed each one based on these criteria:

• Pricing
• Features
• Integrations
• Ease of use
• User interface
• Learning curve for implementation

 I also took into consideration any additional systems for: 

• Marketing 
• Data analytics 
• Transaction management 
• Pipeline management 
• Automation

You can learn more about our methodology here.

Your Take

I encourage you to see for yourself whether LionDesk will work for your business using its free 14-day trial. It doesn’t even require a credit card. Play around with the functions and interface to get a feel for the platform. 

But remember, the best CRM for your business is the one you use. So, you ultimately need to decide what works best for you. Have a CRM question or opinion to share? Drop us a line in the comments below.

The post LionDesk CRM Review: Pricing, Features, Pros & Cons appeared first on The Close.

So is it worth it? Zillow Flex is not the first program to offer this referral-style lead generation option, but the major difference is that Zillow has unrivaled home search traffic and consumer adoption. In this article, we’re going to examine Zillow Flex, explore its pros and cons compared to Zillow Premier Agent, and see if paying Zillow up to 40% of your commission is worth the leads.

What Is Zillow Flex?

Zillow Flex is an invitation-only, pay-at-closing lead source exclusively for Zillow Premier agents. The percentage of commission Zillow Flex agents pay if and when the lead closes on a property ranges from 15% to 40%, depending on both the transaction price and your market. Zillow reserves the right to change the percentage at any time. You can view the pricing for specific markets on Zillow’s state-by-state Flex pricing page.

Zillow Flex vs Zillow Premier Agent

*Costs associated with Zillow Premier Agent are approximate. To learn more, read our review of Zillow Premier Agent.

Zillow Flex Pros & Cons

The Case for Using Zillow Flex 

Zillow Flex might be exactly the lead generation technique you and your business have been waiting for. Here are three reasons why you should consider using it.

1. Leads With No Upfront Cost

Success as a real estate agent can be a bit of a chicken-or-egg scenario: It’s hard to get leads with no budget, but it’s hard to have a budget if you don’t first have leads to turn into closed sales. Zillow Flex solves this problem by allowing agents to pay after a lead has turned into a sale.

Sure, you’re going to make less on each closed sale, but some is better than none, and if you’re new to the biz, the experience is nearly as valuable as a commission check.

2. If You’ve Got a Big Profit Margin, This Is a Nearly No-risk Option

If you’ve got a strong system in place that yields high profit margins but just not enough leads to fill your time, Zillow Flex is a great option.

This is especially true for agents leading a team. Maybe you’ve got buyer agents without enough clients to keep them busy. These agents would probably rather work for a little less profit than sit in the office not working at all. Zillow Flex allows you to capture leads that you can use to fill out your team’s calendar without having to invest extra team resources to get them.

3. A Viable, Scalable, Brokerage Lead Generation Model

If you’re a broker looking to provide extra value to the agents in your brokerage, being a part of the Zillow Flex program could be just the ticket. 

By buying into Zillow Flex at the brokerage level, you could absorb half of the Zillow Flex referral cost, then ask the agent to cover the rest. Once an agent hits their cap, you can pass along the entire lead cost. This model would allow you to scale more agents toward hitting their cap goals and supporting the overall health of the business as well as the success of the real estate agents in your firm.

The Case Against Using Zillow Flex

It’s true: Zillow Flex isn’t the best option for everyone. Here are three reasons why this program might not be ideal for your business or even the industry at large.

1. These Leads Are Expensive

As paid lead generation goes, these rank as some of the priciest. The cost-per-lead formula that you use on other platforms can’t be applied here because you’re actually not paying for leads—you’re paying for closings. 

Here’s an example of what I mean: If you’re a standard Zillow Premier Agent, you’re paying for leads upfront through a monthly package. Let’s say the following conditions are true:

• Your monthly spend with Zillow is $4,000, and that nets you 20 leads a month
• The typical sale price for a home in your market is $300,000
• The typical commission you get for selling a home is 3%
• Your typical closing rate for Zillow Premier Agent Leads is 5% (one out of every 20 leads converts within 90 days of reaching out)
• Your typical nurture rate for Zillow Premier Agent Leads is 10% (two out of every 20 leads converts within one year)

If all of this were true, you’d be paying $200 per lead. If you’re closing one out of every 20 leads presented within 90 days, your cost per closing is $4,000. Given a typical commission of $9,000 ($300,000 x 3%), your cost per closing with Zillow Premier Agent is 44% of each commission.

But, when you factor in the nurture leads that will close within a year, your cost per closing drops to $1,333, or 14.81% of each commission. Plus, you still have the other 17 leads you’ve collected over that time period to keep in your database, continue to nurture, and possibly convert into clients down the road.

Zillow Flex Pricing

Remember, this program is only available for Zillow Premier Agents who are already paying Zillow hundreds (if not thousands) per month. But keep in mind that when you’re using Zillow Flex, you don’t get any of the back-end benefits of the leads you receive. You get a single lead, and if it closes, you pay on it. Your future benefit of Zillow Premier Agent using Zillow Flex is then limited to the possible repeat business from the lead Zillow provided, as well as any referrals they could send your way. 

The Zillow Flex fee ranges from 15% to 40%. Using the scenario described above, that means that you’re paying anywhere from $1,350 to $3,600 for each typical closed deal. The math is pretty clear here: Zillow Flex leads are significantly more expensive than traditional Zillow Premier Agent leads. Yes, the risk is lower since you’re not paying for them unless they close, but with lower risk comes a substantially lower reward. And there are plenty of competitors in the space if you’re looking to buy real estate leads.

2. Flex Consolidates Zillow’s Control Over the Industry

The real estate industry is already wary of the influence a single company has over the livelihood of more than 2 million active real estate agents. Zillow Group already owns ShowingTime and Dotloop. Also, Zillow Home Loans has been gaining traction. Zillow Flex is yet another way to tie agents into the Zillow ecosystem—one which has become increasingly difficult to avoid. 

Becoming a Flex agent locks you in perhaps even further than Premier Agent. With Zillow Flex, you’re locked in a contract for a minimum of one year. Zillow also has strict performance standards for agents to meet, such as sending a quarter of your interested clients over to Zillow Home Loans, and verifying that you directly ask your clients for an appointment. This is done with natural language processing call listening technology.  

With the incredible market share advantage Zillow has in terms of consumer web traffic, the idea of the company becoming a full-fledged broker is concerning. It could give them an even more powerful position in markets across the country, making competition very difficult.

3. Zillow Flex Could Shrink Real Estate-supported Industries

With a lower profit margin on sales, Zillow Flex agents will have less discretionary income to spend on products and services they use to support their work. When agents have less to spend on things like marketing, you can expect to see a decrease in professional photographer contracts, less frequent professional staging, and so on.

For the photographers, videographers, drone pilots, stagers, and other professionals who depend on real estate agents as clients, this could be bad news.

So, Is Zillow Flex Worth the Hefty Referral Fee?

Given all we’ve learned about Zillow Flex, the feedback we’ve gotten from agents who’ve used the program, and the implications of transitioning to Zillow’s referral-based fee model, Zillow Flex isn’t worth the sizable referral fee for most agents. In fact, I’ll go as far as saying that Zillow Flex isn’t a net positive for the real estate industry as a whole. 

That’s not to say that there is no application for their program. There are certainly real estate professionals out there whose pool of resources necessitates a lead source with low or no upfront costs. Also, there may be instances when established agents, teams, and brokers will look to Zillow Flex as a means of expanding with little risk to their underlying business. 

At this point, Zillow isn’t going away—after all, consumers love being able to virtually snoop out potential homes without an agent. Zillow has refocused its efforts after losing $881 million in 2021 on their iBuying venture. It’s now positioning itself as a “housing super app.” We can expect to see Zillow and its tools continue to become integrated with agents across the country. 

If you’re a real estate pro who is already on Zillow Premier Agent and gets invited to be part of Zillow Flex, it may be a way to beef up your business. However, for the majority of agents, in the long run, I believe Zillow Flex isn’t the best choice for building a scalable, long-lasting real estate business.

Alternatives to Zillow Flex

If you’re not already a Zillow Premier Agent or don’t want to fork over your commission to Zillow, check out our top three alternatives for pay-at-closing leads:

Rocket Homes

• Best for: Agents seeking prequalified buyers with high conversion rate
• Referral fee: 1% of estimated home value or 25%
• Qualifications: 24 months of experience, minimum eight closed transactions in last 12 months

Rocket Homes is an offshoot of Rocket Mortgage. This program matches prequalified buyers with agents in their area. Because these leads have expressed interest in financing, they are considerably more likely to convert quickly and easily. 

Pro: High-value, prequalified leads and a transparent dashboard 

Con: Need to maintain a 4.5 rating in their system and work the leads you’re provided quickly and consistently 

Learn More About Rocket Homes

UpNest

• Best for: Tech-savvy agents with experience
• Referral fee: $3,000 (if sales price is less than $350,000) or 1.5% of sales price
• Qualifications: Three years of experience, six transactions in 12 months, & tech-savviness

UpNest is going to be more of a partnership than our other alternatives. Along with high-converting leads generated via consumer-focused marketing, the company offers robust tools and resources to help you bring prospects to the closing table. Like Zillow Flex, you’ll need to keep UpNest posted on the leads you’ve been sent. However, the flat fee could be more or less than Zillow Flex, depending on your market.

Pro: Great resources, dashboard, and mobile app for agents 

Con: Three to five agents compete for each lead based on commission rate and reviews

Check out UpNest

Agent Pronto

• Best for: Agents looking for flexible referral leads
• Referral fee: 25-35% of commission depending on your market
• Qualifications: Undisclosed; the sign-up process is quick but onboarding depends on how many agents are already in your area

If you’re looking to get started working with pay-at-closing leads but don’t have the qualifications to start elsewhere, this is the one I’d recommend. Similar to UpNest, Agent Pronto leads aren’t exclusive, because leads get sent a few agents to choose from. Because of this, you have less ability to convert these leads. However, your referral fee will most likely be less than Zillow Flex. 

Pro: Easy sign-up and lower referral fees than others on this list

Con: Leads aren’t exclusive

Visit Agent Pronto

Sold.com

• Best for: Agents seeking seller-based referral leads
• Referral fee: 30%–35% of commission (0% if paid by sponsor)
• Qualifications: No minimum criteria

Sold.com is free to join and the sign-up process for agents is quick. You can purchase additional placement on Sold.com with the Guaranteed Display program, which is a nice perk. Like most referral programs, Sold.com matches clients with the best real estate professional for their situation. Performance is rewarded, so the more leads you work and closings you get, the more referrals come your way.

Pro: Guaranteed Display is a great way to get referral leads out of this program.

Con: Clients matched with you may be a long time out from converting.

Visit Sold.com

Bringing It All Together 

What do you think about Zillow Flex? Are you excited about this option coming to your market, or is this a big no-go for you? Tell us about your thoughts and experiences in the comment section below!

The post Is Zillow Flex Worth the 35% Referral Fee? appeared first on The Close.

But is Mojo Dialer right for you? In this review I will tell you exactly why Mojo has worked so well for my business over the years so you can make up your own mind. 

The Close Score

Pros

• Triple-line dialer
• A la carte pricing
• Lead management tools
• Easy Integration with most industry software and CRMs
• Call recording and analytics

Cons

• No free trial period
• Low data quality
• Additional cost for each team member
• Poor customer support
• Glitchy
• Need high-speed internet for triple line

The Close Score

4.8

Pricing

5.0

Features

4.7

Integrations

5.0

out
of

5

What Is Mojo Dialer? 

Mojo Dialer is an outbound phone dialer for real estate agents who want to maximize their cold call prospecting results quickly and efficiently. It utilizes a triple-line dialer and lead management tools to increase the overall success of this tried-and-true business generation strategy.  

My first experience with Mojo was in 2013 when I was utilizing the dialer for circle prospecting. After much success, I recommended the platform to several of my coaching and training clients who were looking to increase their own business with outbound prospecting. Using Mojo Dialer, I was able to customize best practices for their efficiency and organization of leads for easy follow-up. 

My Verdict on Mojo Dialer

I chose Mojo Dialer within my own personal real estate business because of price and ease of use. There are lots of considerations with several variables, including data, pricing, and integrations. 

With a buffet of options for outbound prospecting, why choose Mojo? I can say it in three words: triple. line. dialer. Of course, the most obvious benefit to this is the ability to call multiple numbers at the same time, increasing the number of dials per session. However, this feature comes with some caveats that I’ll discuss further in the key features section below. Although it is more efficient, there are some unavoidable consequences that increase the opportunity for blocked numbers, hence decreasing your ability to connect with more people. 

But my recommendations don’t stop there. The real benefit is how easy Mojo is to integrate with other lead generation software. Every business needs several sources of revenue to be successful. Since Mojo is a one-stop dialer, it gives agents the ability to incorporate several other sources of lead generation into their dashboard. 

I also appreciate the ease of organizing multiple lead sources into groups so no lead is left behind. We all know that follow-up made easy is key to conversion and closing. Mojo has the ability to bring together all platforms into one central dashboard. Housing all contacts in one central database not only allows you to more easily scale your business, but to only train on one platform within a team or brokerage. However, I will caution that you’ll need to understand the best practices around properly setting it up for maximum efficiency. 

Finally, flexibility is worth a mention here. There are a lot of lead generation and conversion tools out there, but many are cost-prohibitive for new agents. In contrast, Mojo is the first platform I’d recommend to an agent looking to break into outbound calling. You can test the waters with a la carte pricing and choose one leg of prospecting to focus on instead of jumping all in with a full-featured service software such as Vulcan.

Mojo Dialer Pricing for 2023

I am obsessed with the buffet pricing structure Mojo Dialer offers. It truly gives you multiple options. What is even more impressive is if you think you receive better data from another source, they make it easy to integrate it. You don’t have to purchase Mojo’s packages for multiple lead types. They really have positioned themselves to work with other companies, although it may seem like it’s competition. 

I find Mojo to be very competitive with other auto-dialers on the market. Comparing it to the price of Vulcan7 is a little difficult because they only have an all-inclusive option. But by the time you add on the a la carte prices from Mojo, you are about even. 

It is important to determine the size of your market and the location of leads you want to access. Mojo lead types are by county only; if you need multiple counties, the price could certainly increase substantially. But if you are lucky enough to live and market one county, you are set! 

Mojo Dialer Lead Pricing for 2023

Mojo Dialer Software Pricing for 2023

Key Standout Features

Mojo Dialer is well known for making outbound calls and utilizing a dialer that offers a single, double, and triple line within a customer relationship manager (CRM). However, there are many more features than just the dialer. Call recording, analytics, voicemail drops, SMS text messaging, email templates, and the ability to print branded content are just a few of the important features to evaluate. 

Auto-dialer (5 out of 5)

When it comes to comparing the cost of the dialer, the real question becomes, what lead source are you going to use it for, and how many calls are you planning to make? This can really help your decision in regard to narrowing down your choices. If you are new to prospecting and not sure if you will stick with it, go with the cheaper option first and graduate yourself as you ease into a new habit and make it worth your return on investment. 

The strategy I like to use with the dialer is every other call attempt. I start my first dial to the leads with the single-line dialer. I like to have control of knowing if it is a bad number that I can eliminate out of the call list altogether. But when you use the triple line, you don’t hear ringing, so you don’t know if you’re getting through at all. After you have cleaned up the list, the next time through you can choose the triple line.

The Triple-line Dialer

I have a love-hate relationship with the triple line. Yes, it is awesome to maximize the number of dials you can make within a short amount of time. The industry has always trained increasing your number of dials because that is the easiest way to track success: X amount of dials means X amount of conversations, and that leads to X amount of conversion. 

I get it, and I am all about scaling. However, I am more excited about improving results. Hey, if you feel like you are doing more with the triple-dialer, then go for it. Hopefully, you will challenge this and prove me wrong. 

Even though the triple-dialer is a head-turning option, I suggest the single-line dialer to most of my coaching clients. Even though you can mass dial, I have tested both ways and found time and again that I get more contacts with the single line. The triple will hang up on the other lines when one line connects and does not redial that number it hung up on when it starts back up. Dialing one at a time gives me more control of verifying bad numbers and getting rid of them instead of just ringing everyone all the time. Remember it is not about how many dials you execute—it is about how many conversations you have. 

Another disclosure: I never use triple-dialer on buyer leads. Here is why: When you are dialing three at the same time and someone picks up, it disconnects the other two. When you reactivate the dialer, it picks up those two that were dropped. So if someone picks up, it will disconnect them a third time. You are just asking to be blocked. 

That said, if you are dead set on the triple, please test it yourself. I have used multiple systems and dialers in several areas within the U.S., and I can tell you that every area is different when it comes to platform quality. 

Integrations (5 out of 5)

Mojo really shines with its seamless integration with almost any other lead generator and CRM. I touched on the importance of this earlier. Think of having your data housed in one place as the convenience of one-stop shopping. You are not running to multiple stores for several items. If you are lucky enough to have experienced shopping at Buc-ees, the third-largest convenience store in the world, you know exactly what I am talking about. It’s the only gas station with grocery carts—now that is efficient! 

Imagine your database like a shopping experience. Your lead types are the different departments within a store. You can combine your buyer leads, sphere of influence, seller leads, open house run-ins, and door-knocking contacts into groups that allow you to quickly make the calls you want to focus on in any given session. Bonus: You are only training on one system and all of your metrics will tell you what is happening with calls and connections. 

Lead Manager CRM (5 out of 5)

Let’s talk CRMs. Anyone who knows me knows I have a strange passion for organizing databases to increase value in business, especially in the service industry. A CRM is all you truly have of value, and it should be considered one of your most precious assets. In regard to Mojo, hands-down the CRM is a 5 for me. Mojo exceeds in the CRM value department. 

When I look at a CRM, I want to know a few things:

1. Can I filter my leads with certain criteria (e.g.: lead source, valid phone number, registration date, tags)?
2. Is there an ability once leads are filtered to mass dial, text, and email them? 
3. Can I quickly get to my highest-priority tasks and create a group instead of going through them one by one?  

Mojo provides all the goods when it comes to efficiently communicating with your database. Let’s not leave out the magic of Zapier! You can create workflows, connect to anything in the Google Workspace, and access a virtually unlimited number of popular apps. Please, when looking at the competitors such as REDX, Vulcan7, and Espresso Agent, take strong consideration to the CRM portion and how you can connect long term for successful nurture campaigns within your database. 

Organizational Tools

Your calling lists should be set up based on source: expired, FSBO, commercial, circle prospecting, buyers, etc. You can create folders within the call lists to break down leads into buckets of priority to continue your dials. While most agents make one attempt and keep rolling with new leads, the real conversion happens with consistency. You can filter your folders for leads to automatically fall in within a specific time frame or even with so many call attempts. This makes calling back as easy as a click of a button! 

Groups are best utilized to keep your leads organized after a conversation. Is it a task or a situation? A situation is the reason why they need, will need, or will not need assistance. Some examples of this include refinancing, relocating, first-time homebuyer, and no longer selling. Check out my entire master list of tags and labels here. This is basically taking your inventory and creating the aisles and labels on the shelves within the aisles of your one-stop lead shop. Now you have a quick and easy way to access all leads in a certain situation, without having to look through notes. And that’s not to mention the value you have added to your database. 

Mobile App (4 out of 5)

I don’t know any salesperson who enjoys being tied to a computer. That’s why every agent wants an app so they can keep working wherever they are. Mojo On The Go allows for just what it says: on-the-go prospecting. The best feature of the app is for leads calling back. It will identify their phone number to take the guesswork out of who is calling. 

Do you want to take max advantage of this feature and have your phone ring with inbound leads? Listen up: You have the power to create curiosity that has leads picking up the phone to call you back. Here is the simple equation: 23 seconds or the four-ring rule. Before I tell you what this means, though, I want you to understand the human instincts behind it. 

Let’s face it: In 2023, everyone has their phone in their hands most of the time. The phone rings, and that person has the ability to quickly push that button to send the caller to voicemail. They don’t recognize a number and defer it. I’m sure most of you are guilty of the same! Now let’s flip that and the phone rings and it disconnects before the lead has a chance to send it voicemail, removing their power. Now they are curious, because they wanted the choice to reject it. Interesting, right? Boom: your call back—their curiosity is greater than not wanting to have a conversation. Is every lead going to call back? Of course not. But your chances are much higher. Try it and let me know your results.

Now don’t miss your opportunity when they call back and say, “I missed a call from this number” or “Did you just try to call me?” Here is your easy converting script:

copy to clipboard

Lead: I just missed a call from this number.

Agent: Oh yes, I have been making phone calls to get some information {on your online home search | on the property you had on the market | to see if you received the proper home evaluation from our website}.

Let the lead respond; that opens up your dialogue. Don’t be afraid of not having information in front of you. The advantage of this app is you have their name, calling list, and group type. Just go with the conversation, and don’t overthink it.

Well, if I like it so much, why did I not give this a 5, you may be wondering? When third parties are dependent on technology, it is never perfect. Cell phone carriers all have different ways of showing data when it comes to the caller ID information. Some may show the name of the owner of the account and not the actual individual’s name with the phone number calling back. The number will be correct, but the rest of the data is not 100% accurate all the time. You just need to be aware not to assume that what is on caller ID is a fact. 

Package Flexibility (5 out of 5)

You may be thinking: How is pricing a feature? Well let me ask you this: Who isn’t looking for the best price on anything? When we start the discovery process, we start by looking at the most affordable and become educated as we compare. Since Mojo Dialer offers the ability to integrate with so many other platforms, they attract just about any agent who wants to power dial, whether they take advantage of the different sources or not. 

In my opinion, Mojo is the best place to start if you are new to dialing. Just choose one lead source at a time until you find your groove. Study your market and understand what the expired listings are like locally, or how many FSBOs there really are in your area. Every market has a season and knowing your market before making decisions like this is key. If there aren’t many expireds, you may choose to go back to older data from one to two years ago that haven’t sold. 

Every market is different when it comes to lead quality and what system is best where. Determine what is most important to you and take advantage of the a la carte flexibility to get what your business and market really need. 

Mojo Dialer Alternatives 

Here’s a quick breakdown of how Mojo’s pricing compares to the competition:

REDX

As you can see, there’s no real price difference between REDX and Mojo Dialer. However, Mojo is more of an all-in-one price. With REDX, you’ll have to pay extra for the ability to upload voicemails, call recordings and call-back messages. You get almost all of that with either option within Mojo. However, they do charge a minimal extra add-on fee for call recording.

I will say that, with Mojo, the easy-to-use platform eliminates the intensity for full training to get started. REDX is not as user-friendly. However, REDX does have a cheaper option with no bells and whistles and limited talk time.

Vulcan7

If a triple-line dialer is important to you, then stay with Mojo or REDX, because you don’t have that option with Vulcan7. Vulcan7 is definitely of the highest quality, but you are also going to pay for that quality in a bulk package. Across the industry, they are known for having better lead data. 

But similar to REDX, Vulcan7 can be pretty complex. I have seen many agents sign up for products like this with great intentions—but the learning curve is too great. It just accumulates charges on the credit card and is left, never to be used before getting canceled. 

The choice really comes down to preference—what is most appealing to you from the look and ease of calling your leads. What feels right? Absolutely do demos with as many providers as you can. You will see that your eyes will gravitate to a certain view that feels comfortable. If you are price sensitive and know you won’t take advantage of a full package, there is definitely more bang for the buck with Mojo.

Bottom Line: Is Mojo Dialer Worth the Money? 

Yes! I think Mojo offers the best combination of dialer options, pricing tiers, and most of all, the convenient integration to have an all-in-one platform for maximum lead generation and follow-up. 

But as the saying goes, “The product with the best value is the one you use.” It is up to you as the consumer to know your own best practices and how you want to grow your business. It is important to know your goals to create new habits and take advantage of the benefits that any platform offers. If you are committed to making it work for you, it is absolutely worth its weight in gold. But if you are making a decision without a goal and a plan, you might want to ask yourself first, “What is the plan? Am I willing to commit? What do I want to get out of this purchase?” 

Methodology: Why You Can Trust My Review

I have made hundreds of thousands of calls in my 15 years of nurturing leads. I’ve also used just about every dialer and CRM in the real estate industry. I not only cultivated and sourced my own leads—I worked with thousands of agents within their databases, calling their leads and training them to improve their conversion. 

Now, 15 years ago, just about everyone answered the phone, and people were not worn out from the constant buzzing and beeping of our lives. Fast forward to today, where artificial intelligence has automated our lives. It has really changed the prospecting game and made it much more difficult to get people to answer the phone. But auto-dialers can still pay off if you know what you’re doing. I see it in my business and via my coaching clients all the time. 

To evaluate Mojo, I used my 18 years of personal experience in real estate and generating leads from multiple sources. I have been able to experience calling leads across the United States as well as Canada. Experiencing the many different options of CRMs and dialers certainly gave me a broad perspective of efficiency and ease of use for them all. 

Over to You

What’s your experience with auto-dialers? Any tips for success, or tough issues I can talk you through? Let me know in the comment section below!

The post Mojo Dialer Review: Pricing, Features, Pros & Cons appeared first on The Close.