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The 5 Steps to Sales Dominance
1 - PROCESS
Tracking Call
Response
Times
44%
33%
7%7%
7%
Survey of how quickly most pm’s report they respond to
new owner leads....
39hrs
Average Call Response Time Average # of Call Attempts
1.6
INDUSTRY AVG
3K
6 hrs
Time Window Analyzed # of companies surveyed
Download the full report on lead response times in the PM
industry - http://bit.ly/leadtimestudy
Less than 5% call
back within 15
minutes.
Less than 1% call
back within 5
minutes.
Refining
Your
Pitch
Download free copy at:
http://bit.ly/objection-blocking
The 5 steps to Sales Dominance
The 5 steps to Sales Dominance
PROSPECT
Contact #1
Contact #2
Contact #3
Contact #4
Contact #5
Contact #6
Contact #7
CUSTOMER
43% of Salespeople have given up
68% of Salespeople have given up
80% of Salespeople have given up
Low hanging fruit
is harvested here
You’re really getting to know
the prospect and their needs
You now “own” mindshare and are the
default choice when the prospect is ready
You’re the only one to make 6 contacts
(Source: Society for Marketing Professionals)
PROGRESSION OF A SALE
The 5 steps to Sales Dominance
The 5 steps to Sales Dominance
Download LeadSimple Follow up plan at:
http://bit.ly/followup-plan
Build Value
Into Client
Onboarding
Carmen Small
All County Cumberland - Atlanta, GA
The 5 steps to Sales Dominance
The 5 steps to Sales Dominance
https://www.whitespark.ca/review-handout-generator
Tracking
Basic Growth
Metrics
Conversion Rate
Cost to Acquire Client
Customer Lifetime Value
2 - SYSTEMS
Using
Landing Pages
Effectively
The 5 steps to Sales Dominance
The 5 steps to Sales Dominance
The 5 steps to Sales Dominance
The 5 steps to Sales Dominance
The 5 steps to Sales Dominance
The 5 steps to Sales Dominance
The 5 steps to Sales Dominance
The 5 steps to Sales Dominance
The 5 steps to Sales Dominance
The 5 steps to Sales Dominance
The 5 steps to Sales Dominance
The 5 steps to Sales Dominance
The 5 steps to Sales Dominance
The 5 steps to Sales Dominance
The 5 steps to Sales Dominance
Improving
Your Phone
Tech
Leveraging A
Modern
CRM System
CENTRAL DATA REPOSITORY
- Call logs and recordings
- Email exchanges
- Agent notes
- Sales stage
- Lead assignment
Most of this data cannot be stored
anywhere else...
Modern
Means
Automoated
CRM
3 - STRUCTURE
Departmentalization
The 5 steps to Sales Dominance
Managing An
Inside Sales
Agent
1. Clear activities
2. Clear goals
3. Clear schedule
Target: $60-80k
Commission: $250
Salary: 2k / mo
Target: $60-80k
Commission: $250
Salary: 2k / mo
250 appointments
125 deals
$31,250 + 24,000
Target: $60-80k
Commission: $250
Salary: 2k / mo
375 appointments
281 deals
$70,250 + 24,000
Key
Challenges
To Success
Activity > Skill
Diagnose poor performance
Provide structure & onboarding
4 - NURTURING
Lead nurturing:
Building relationships with
potential clients even if they’re
not currently ready to buy.
Your biggest
Marketing
Opportunity
Traffic Leads Customers
Typical Sales Process
Traffic Leads Customers
Ideal Sales Process
Capture Nurture Wow
Qualified but not
ready to buy
Stale /
Unqualified
Sales
Qualified
25% 25%
50% (Source: Gleanster Research)
Leads
Interested and
ready to talk
Prospects
+ Recycled
Qualified & Interested
Not ready to buy
People move back and forth...
and that’s perfectly natural
EFFECTIVE LEAD NURTURING CAN
INCREASE SALES READY LEADS BY
(Source: DemandGen)
50%
The 5 steps to Sales Dominance
The 5 steps to Sales Dominance
Nurturing
Through
The Funnel
Leads
Interested and ready to talk
Prospects
Interested but not ready to buy
Customers
Won business
Suspects
People who have heard of you
Consideration
Trying to understand what to look
for - establish buying criteria
Interest
Intrigued with the idea of the product
of service you offer
Awareness
Came across your website, ad, etc.
Customers
Action
Determining who to buy
from
Leads
Prospects
Suspects
Powered by
Content
Marketing
Blog Posts
Articles
Infographics
Webinars
Guide
Video
Curated list
Research Date
Entertaining Education
Awareness
Blog Post: How to screen for good tenants
Infographic: Orlando rental price trends in 2015
Webinar: Beginner's guide to investing in real estate
Curated list: 7 things every landlord should know
Research Data: Dallas rental price trends in 2015
Entertaining Education
Awareness
Guide to real estate investing?
How to rent your home out
Rent ready checklist for landlords
Guides & How To
Interest
The 5 steps to Sales Dominance
The 5 steps to Sales Dominance
The 5 steps to Sales Dominance
The 5 steps to Sales Dominance
Design Equals
Perceived
Value
The 5 steps to Sales Dominance
The 5 steps to Sales Dominance
The 5 steps to Sales Dominance
Why hire a property manager?
What to look for in Property Manager
Guide to hiring a property manager
Buying Criteria
Consideration
The 5 steps to Sales Dominance
The 5 steps to Sales Dominance
Why choose us?
Our Unique Process
Case Studies & Testimonials
Specials & Promotions
Promotional
Action
The 5 steps to Sales Dominance
The 5 steps to Sales Dominance
The 5 steps to Sales Dominance
The 5 steps to Sales Dominance
The 5 steps to Sales Dominance
The 5 steps to Sales Dominance
Attract
Capture
Nurture
Meet
Sell
Nurturing Ramp
Landing Page
Content
Email Copy
Email Sequence Timing
Required Assets
1. Timing
2. Spam
3. Exit Criteria
4. Sales Handoff
Key Challenges
The Cost Of
Doing Nothing
Right Now
The 5 steps to Sales Dominance
The 5 steps to Sales Dominance
5 - BRANDING
If you are not a
brand you are a...
The 5 steps to Sales Dominance
The 5 steps to Sales Dominance
● 2014 Ernst and Young Midwest Entrepreneur of the Year Winner.
● Maverick of the Year 2013
● Management Team of the Year 2013
● 2013 Executive of the Year by the American Business Association
● International Real Estate Company of the Year 2012.
● Gold Stevie for Company of the Year 2013 Renters Warehouse.
● Inc. Hire Power 2013 & 2014
● United States Army Honored Employer 2013
● Inc. 500 | 5000 list of fastest-growing privately held companies
● America’s “Best Places to Work” in 2012, 2014 and 2015 by Outside
Magazine.
“Market leadership means
higher revenue, higher
profitability, greater velocity &
stronger return on capital.”
- Jeff Bezos,
Characteristics of
great brands3
STORY(emotion)
Kassandra Rose
RentLucky - Seattle, WA
The 5 steps to Sales Dominance
The 5 steps to Sales Dominance
The 5 steps to Sales Dominance
The 5 steps to Sales Dominance
DESIGN(Aesthetic)
Justin Dean
Dean & Dewitt - Tampa, FL
The 5 steps to Sales Dominance
The 5 steps to Sales Dominance
The 5 steps to Sales Dominance
The 5 steps to Sales Dominance
CONSISTENCY
(Completeness)
The 5 steps to Sales Dominance
The 5 steps to Sales Dominance
The 5 steps to Sales Dominance
The 5 steps to Sales Dominance
The 5 steps to Sales Dominance
“The brand is the most
important and sustainable asset
of any organization.”
- John Simmons
The 5 steps to Sales Dominance
DOWNLOAD THIS
PRESENTATION AT:
http://bit.ly/sales-dominance
leadsimple.com/sales-course

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The 5 steps to Sales Dominance