Lead Router
The LeadRouter Project
• Major Goal: Capture and convert online leads faster
than ever before
• How:
– Captures leads from online sources
• cbgundaker.com
• Coldwell Banker.com
• Realtor.com
• Open House.com
– Routes them to the sales associate by cell phone
– Provides you with monitoring tools to update and incubate leads
using an “online” system
– Improves customer satisfaction, lead conversions and closed
transactions
Why LeadRouter?
• E-Consumer Research:
– 15-minute patience level
– For every email you
received, consumer has
emailed 5 other brokerages
(NAR)
– 88% Consumers stay with
the FIRST agent who
responds (NAR)
– 50% of e-buyers take 12-24
months actual incubation
(NAR)
• Some industry numbers:
– Less then 50% of all
internet leads are responded
to at all
– Average time for an agent
to respond to an internet
lead is 54 hours!
– Agents too quickly mark
leads as “dead” when they
might simply require more
“incubation time”.
How will LeadRouter help you?
• Captures and routes your listing leads to you in seconds
• No extra wireless tools are needed – just your cell phone.
• Includes an easy-to-use online leads management tool
• It’s a Powerful Listing Tool: Sellers will be impressed
with the technology.
• Buyers will be impressed that you can respond so quickly--often while they are still online!
The LeadRouter Process
Phase 1: Lead Distribution
• Lead arrives online
• LeadRouter analyzes and routes
to the sales associate
• Your phone rings
• You hear the lead, call the
consumer from anywhere,
capture the prospect
• LeadRouter logs the lead into
your online account
What does the call sound like?
• LeadRouter “speaks” over the phone
• It reads the information to you, and repeats itself
• You will hear:
–
“If this is not voice mail, please press 1”
–
Provides a PREVIEW of the Lead
• Source, Area, Price, Referral Fee (if applicable)
–
To ACCEPT lead, press 1 (decline press 2 or hang up!)
Once Accepted additional lead information provided:
– Contact information of Consumer:
• Name, telephone number, email address
• Any “contents” like price, property type, comments to
provide useful information you can use on your return call to
the consumer
Lead Router Number
877 – 735 - 3237
The LeadRouter Process
Phase 1: Lead Distribution
• Lead arrives online
• LeadRouter analyzes and routes
to sales associate
• Your phone rings
• You hear the lead, call the
Phase 2: Accountability
and Conversion
• LeadRouter requires periodic
“updates” to your leads
– Updates take 30 seconds
or less.
• Updating enables you to
incubate leads over time
consumer from anywhere,
capture the prospect
• LeadRouter logs the lead into
your online account
• Online system keeps everything
organized. You can watch your
client base grow
Three Kinds of Leads, Three Routing Paths
Listing Leads
• Sent to listing agent first.
• Offered with a “claim time”
grace period of 15 minutes.
• If unanswered, will be routed
to the e-Lead Center (ELC).
• No Fee attached.
Direct to Agent Leads
• From your personal web efforts.
• Send directly to you.
• Offered by cell phone.
• If unanswered by phone, will be
auto assigned to your account (not
routed on)
• No Fee Attached.
E-Team Leads
(Experienced Associates
meeting office e-team criteria)
•
Scrubbed leads from general
inquiries, buyers, sellers, not
tied to a specific listing.
•
Leads are routed and automatched to E-Team Members
according to their skill
profiles.
•
E-Team leads are rapid fire:
get call, answer, get lead;
if not answered, moves on.
•
Fee attached.
Leads Recap
• Where will leads “come from”?
– cbgundaker.com, coldwellbanker.com, realtor.com, Open House.com,
email inquiries, agent pages, or your personal website(optional)
• What criteria will be used to assign leads?
– Listing leads: always go to the listing agent first, then to
the e-Lead Center (ELC)
– General inquiries are captured by the ELC, then auto-routed
to E-Team agents according to their skill profiles and eligibility
(updating compliance)
• Will there be fees for the leads?
– Leads to the E-Team from the e-Lead Center will have a fee attached
– Listing Leads and Direct-to-Agent Leads will have no fee attached
Reporting Requirements/System Protocol
LeadRouter’s Accountability tool: organize & manage your leads
For every lead you receive, you must update it “regularly”
• Within 4 hours of accepting the lead
• Within 7 days of the first update
• Every 30 days thereafter, until it’s a transaction or it dies.
If you miss any updating requirements, you become “ineligible” for
new E-Team leads until all existing leads are brought back into
compliance with the company’s business rules (e-Team leads
only.)
 Listing Agents always get first chance at your listing leads!
 Reminder email will be sent for every lead out of compliance!
Accountability: Agent Lead Follow-up Reporting Times
Let’s recap our company’s three different time periods:
The amount of time between
acceptance of the lead and the first
required update of the lead results.
First reporting interval:
The amount of time between acceptance
of the lead and the second required
update of lead status.
Second reporting interval:
The amount of time between each
subsequent update on the lead
status.
4 hours
7 days
Recurring interval:
30 days
Coldwell Banker Gundaker’s LeadRouter System
Reduced to Two Easy Steps
Step 1:

Answer Your Cell Phone,

Press “1” and “1”
Step 2.
 Action
 Comment
 Update
LEADROUTER HELP DESK
1-800-753-1735
Coldwell Banker Gundaker
LeadRouter System
Keep “Sales Associate Guide” as
your “Operating Manual.”
Lead Router