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Episode 79: Turning Internet Leads into Construction Sales with Leah Fellows

Do you treat your website like a sales tool, like a digital model home? You should. In this episode, Leah Fellows of Blue Gypsy, Inc. gives us her best online sales tips informed by over 14 years in home builder sales.

But Aren't Internet Leads Junk?

Absolutely not, according to Leah. In fact, internet leads are gold; you just have to know how to treat them. For the most part, successful online sales for home builders is a matter of finding the balance between personalization and automation, using the right tools for the job (Leah says a good CRM is crucial), and maybe giving video email a try.

Learn all about it here on Builder Funnel Radio.



  • 0:40 Episode overview
  • 4:29 Are internet leads junk? (Hint: No)
  • 6:43 How to succeed in an online sales role
  • 10:01 Differences between online sales and normal sales
  • 14:40 How to follow up with online leads (Hint: CRM)
  • 17:46 Finding the balance between automation and personalization
  • 19:56 Which tools help for online sales?
  • 23:40 How to use texting in sales strategy
  • 26:37 Getting started with online sales
  • 30:42 How to connect with Leah
  • 32:04 Fast Five
  • 35:47 Spencer's takeaways




Full Episode Transcription

Note: this podcast was transcribed automatically and may contain minor grammatical errors and missed words.


Spencer 0:08
Welcome to builder funnel radio here you'll learn about how to grow your home building remodeling or contracting business. If you're not growing, you're moving backwards. So we want you to always be in growth mode. This podcast has really turned into a movement and community of people who want to grow personally and professionally. Here we bring you some of the best marketing sales and business minds in the industry so you can elevate your business.

Hey, Leah, glad to have you on the show today.

Leah 1:18
Oh, Spencer, thank you so much for having me. I appreciate it.

Spencer 1:21
Yeah, I'm excited to talk about the world of online sales today. But interestingly enough, we could have probably done this in person because you're just up the road in Castle Rock about 45 minutes away from

Leah 1:35
Well, I'm a little further than Castle Rock. Castle Rock would probably be our midpoint because either Denver so North Denver, okay. Yeah, yes. Maybe we should have met in Castle Rock record but

warm in our offices, right?

Spencer 1:50
Yeah, yeah, exactly. Yes. We're getting some snow here today. So it's nice to be inside. But yeah, today we're going to dive into the world of online sales. But you know, how did You get into this whole world kind of give us a little bit of your background on why this became something you're so passionate about?

Leah 2:07
Well, it's kind of funny because I did fall into it by accident about almost 14 years ago, 13 years ago.

I actually for 13 years prior to working in the building industry, I was a sailboat captain, a dive instructor and, and a vagabond I used to backpack around the world.

So you wouldn't really take those skill sets and say, oh, online sales counselor or online sales trainer. Yeah, the dots aren't super connected. But when I am I actually injured my shoulder mid to shore and started working in a model home as an assistant and did that for a year. It was back in 2006 when the market wasn't exactly the best. And I started interviewing with a builder in Virginia Beach and the phones were ringing off the hook the man

That was interviewing me said we just recently lost our online sales counselor and I went, oh, what's an online sales counselor? So she told me all about it. And I said, Well, what? Why don't you hire me not knowing that at that point in time, you know, I said, hire me until you find somebody that is actually qualified. I didn't realize back in 2006, only builders who were adopting it early, had it and they really didn't know what they had. So she thought about it for 24 hours, called me back. And I immediately sat down in front of a computer like days later, and started trying to figure this all out. I actually built their program from the ground up and started showing them results because I started tracking and showing them that I was setting appointments off their leads, and turning those appointments into sales through the sales agents on site. And pretty much that's how my knowledge was born. So that was in 2007. And back then, in 2010, I started working remotely as an online sales counselor, instead of in a builder's office when I started blue Gypsy, and six years ago, I started training, because I found it that I was so passionate about it helping people start this program up really was what I needed to be doing. Yeah,

Spencer 4:17
yeah, that's awesome. Yeah, I think I hear it so often in these conversations, but we all just kind of fall into the industry somehow, you know, and so it sounds like you're so similar in that regard. But one of the things I always hear when this topic comes up, is, you know, internet leads are junk, you know, so what would you What would you say to that? I think there's this perception that, you know, people that are coming in off the website are just, you know, they're tire kickers, or they're not legitimate because they're not actually like standing in a model home. So yeah, what would you say to that?

Leah 4:51
Well, I I would definitely disagree. for a lot of reasons. I think that here we are almost 2020 Everybody, almost 100% of people begin their search online for a new home. So they are shopping to eliminate you before they even walk into your model. So it's very important to have that website which is the foundation of everything. It basically is your online model home. And that's where people are going to begin their search every time. And it's important that you're doing everything you can to drive your traffic to that website, and have calls to action once they get there and, and just like you wouldn't um, open your model home with light bulbs burned down and clutter all over the desk, which you can't see my desk right now. With clutter all over the desk or anything like that. You need to set up your website to be able to help someone quickly move through it and find the information they want. And so if you're getting an internet lead if you're getting an online Leave, that's gold. That's gold. It's way better than walk in traffic into your model.

Spencer 6:05
Yeah, yeah, I love that. And I mean, something I talked about too, is just the spectrum from sales to marketing kind of started the research process to the finish, you know, the old model was, people would become aware of something they need, you know, I need to buy a home or I want to buy a home. And then they'd get maybe a little bit of information. But then we pretty much had to go to the salesperson to get all the information. But today, everything's online, so they can get 80% of the way there 90% of the way there. And that's just speaking to what you said, Where's they're coming to your website, because they want to get to know everything they can before they make it to the model. So yeah, I like that. And I guess, in thinking about this role of somebody that's going to be handling online leads and taking those in, I guess, what's the overall philosophy or approach that somebody in this type of role should be taking when somebody fills out a form on the website and then you know, You start to interact with that that person.

Leah 7:02
So So Well, the first thing is about it's, I feel like its speed. It's being personal. And it's a, it's really taking control and wanting to build relationships. So you need to be fast, because everybody wants everything so quickly now, that if you're not responding within five minutes or less, that lead is already becoming, quote unquote, aged. You know, the longer you wait, the less likely you are to get a response. So the person who's an online sales counselor needs to have that speed in mind and have follow up as their top priority above everything else they do. But it's not just following up and having some sort of canned follow up. It's about personalized responses, and trying to institute instill in those people that are inquiring that you are human and you're there to help You aren't there to sell them anything, you're there to figure out what they're looking for, and figure out how how that might fit in with what you have to offer. So you really need someone that's all about discovery, and can create quick, warm relationships with people and understand that they might be in it for the long haul, because though you might get an inquiry on day one, it could take 30 6090 days, it can take years sometimes to actually finally get that person in the door. So you're you're in it for the long haul, basically, when you're an online sales counselor, whereas on site a site agent is much more recently had one of my clients say, you eat what you kill you, you know you're a hunter, you eat what you kill, and that's a sales mind. And you almost have more of a therapy mind as an online sale.

Spencer 8:59
Yeah. I love that. And I'm glad you mentioned speed too, because I've seen some data that just even if you wait five minutes that can decrease the chance of you actually connecting with that person in the moment. And if you if you get them like, you know, right away, you've got that's the best chances like within that first 3060 seconds, which is crazy, right?

Leah 9:17
I can't remember where I read it. But recently, I read something online that if you respond in a minute or less, you're 261 or 264 times more likely to turn that lead into a conversation in a sale. Whereas if you wait five minutes, you're 100 times more likely, right? Yeah. So like drops, it's less than half. By the time you wait five minutes. I mean, that's when I started we're like, oh, if you get back to them in four hours or last year, good. You can wait 24 hours on the weekend. You know, you can't, your online sales counselor has to be truly addicted to their phone. huson want to be on that all the time and answering those in the No matter where they are,

Spencer 10:01
yeah, yeah. And and you kind of mentioned one of the other differences between that role and maybe somebody that's, you know, closing the deal is just kind of that like, nurturing mentality versus I'm going to try to get this to the finish line are there? What are their traits? Do you see as main differences, you know, between those two roles, because they are, they're at different stages of the the journey that that buyer goes through, but they're also just different skill sets required.

Leah 10:28
Yeah. So I think that other things, you know, they want to dig, they want to ask the right questions. They're great listeners, all salespeople are great listeners. I mean, I'm not negating that. Sure, you really are putting your listening skills and because a lot of your interactions are either via email or over the phone. You really do have to mirror what especially over the phone, what you're getting from the person. So there's that sales mirroring and you have to almost set them at ease. You hear one little thing that you can relate to and you make, make a mention of that to help build that relationship and move it forward. So so you do you are nurturing, like you said, it's a very lead nurturing system. And it's very, it's persistent too, because you may not receive a response to your first time out of the gate. And that's the difference between an agent who has someone in front of them and someone that walks to the door, and a lead that you get online. And so you need a system, a follow up system that's persistent, consistent, and it mixes things up between different ways to touch them different touch points. And if you drop off, and I've seen it all too often, when I shop builders, when I shop builders, you even have online sales counselors. If you drop off just after you've made your first phone call or email, you're not giving it a shot. It's it's kind of like that first date mentality. I you To do internet dating, in fact, before I met my husband, and I used to tell other people that did internet dating, you can't go into that first date saying this is going to be the one or you're going to be debt disappointed every single time totally. You have to go in with, hey, we're building a relationship, what do we have in common? Let me give it a couple of tries. Because that person and had I like, not met my husband, if I had said, after the very first like, hour, I met him, Oh, forget it, this one's not going to work, which is kind of where I was with that. I wouldn't be where I am today and have a wonderful life with them. So it's the same thing with nurturing those leads, you've got to give it time. You have to keep on going and keep on trying to get them to respond and see what you can gather little by little so that you can get that appointment.

Spencer 12:49
Yeah. And it's interesting. I mean, the role this role that we're talking about is typically called like an online sales counselor or some variation of that, but it's almost like they're kind of the Online helper educator, you know, because they're really I mean, the end goal is to set those appointments. But you do that by just being present as a part of that person going through that journey of you know, figuring out the home that's going to be best for them the area that's going to be best, you know, what kind of floor plan might fit their family and timeline. Like you're not going to force somebody by today, if they're like thinking about it, nine months from now, and that's kind of their timeline. So you just to your point, you want to stick with them and be persistent. Throughout that, that journey otherwise, yeah. Then nine months from now, they're just going to go with whoever they find at that point, you know, and if you haven't been there through the journey, then you know, who are you?

Leah 13:40
Exactly, and that's why it's so important that your follow up plan goes out far more than 30 days far more than 90 days. Your follow up plan as an online sales counselor continues on for years. I remember when I first started in the industry, I saw lead conversions on leads that came in my first year happening in my third Dear, no, you know, you think, Oh my goodness. And and it's it's one of those things where you have to create a customized follow up plan, when someone tells you they're not going to be buying for the next couple years, but they're just starting to look, still elite, it's believed that you then say Great, well do you mind if I follow up with you in six months and see where you are? Or that and maybe you, you send out a few little things in between, but you're not going to follow them with the same sort of consistency as someone that's maybe making a military move that needs to be in their house in 60 days.

Spencer 14:35
So yeah, I think that's fantastic advice. And so how do you, how do you balance that because, you know, to your point, maybe we start at ground zero and then we fast forward two or three years and you still got some leads in your system from that initial day one or month one? How do you keep up with the sheer volume of leads that are stacking up because over time Three years, you've got all the ones that came in yesterday and a month ago and two months ago and well plus two years ago.

Leah 15:07
First off, you've got to have a strong CRM system. I mean, that is one of the key tools. That's important to all online sales counselors, you need to have a CRM system that allows you to partition your database that allows you to create, customized follow up to stop and start follow up plans, you know, not to create everything manually, but with some of those longer term follow ups, you might create something manual, you may you need to be able to tag those leads, like if you know, someone was kicking tires are interested and they're looking for a community with specific features like swimming pools or dog parks or things like that, that you can tag those leads with those sort of ideas. And then if you three years down the line, have a community opening up as a builder where you're putting in amenities and dog parks. You can pull everyone in your database that ever mentioned the word dog park, right? And you can send out a specific email to them. And then your your online sales counselor can start looking at open rates. If you're doing an email blast, they can look at the links that someone is touching. And a lot of that comes through how robust is your CRM system to allow you to see that some CRM, just skim the surface and don't allow you to see those details of what people are clicking. And I mean, yeah, if you're sending stuff out through a dedicated email marketing platform, you may see that but you want it all within your same database. Yeah. So yeah, you have a cadence that's different for different types of leads, and that helps you manage it. And when a CRM system as well put together you can group a certain type of lead and send that all out at once. And the key is to constantly groom through your database and see what do you have to personalize and What is still sort of a general lead? And I have a real attitude that you keep following up with that lead till they buy with you. They buy somewhere else, or they tell you to go jump off a cliff, you know, to keep your follow up going because you never know when they you don't know when they may finally respond.

Spencer 17:18
Yeah, yeah. And I like the example you use, they're tagging their interests, because then you can to your point, personalize the follow up, and then it doesn't come across as being pushy, because they get it and they're like, oh, that person remembered. You know, they remember what I was interested in. And so it's sounds like what you're saying is this, this balance of having a core CRM, but balance of automation and personalization and kind of completely knowing when to So would you say it's, it sounds like it's part art part science, but have you found some kind of good rules of thumb that people should think about? Like, how do you know when to put it in a more automated bucket versus a more personalized bucket?

Leah 17:59
Well, you create It's kind of in an automated bucket in the sense that you have a plan until they start responding to you until they start giving you more data. And once they give you more data, then you have to be very careful that you're not sending your plan emails, because you may send something that doesn't make sense anymore to them. And then they start realizing like as long as you create those emails that plan with a very warm, personalized approach, and you don't do it in pretty colorful templates. I've been saying this for decades, like, you know, as soon as the whole pretty colorful template comes out, they know everyone getting that right. It has to look like it's coming from your inbox, even though it may be coming through your CRM. So it's it's using things like that but but knowing when to take it off that automated plan or that automatic plan and it's not automated and that it goes out without you ever looking at it. It's just that it probably populates based on what you put in there. Right? Um, I'm not a big fan of sending out automated emails just to cover your bases, because even a lot of times people's inboxes and the way that that everything is set up, we'll read that as a, an email blast anyway. And sometimes, especially in Google, there's something called like, what is it promotionals they get put into the promotional bucket. And then people never see it in their inbox. So, you know, and sometimes you have to say, you know, how am I going to see if that person response that it may mean coming out of your CRM and going into your Outlook, and sending an email through your outlook and see if, for whatever reason your CRM is sending things to their junk or their promotional or something other than their main inbox?

Spencer 19:53
Yeah, yeah, I think that's a good tip. And in thinking about kind of this world of technology, you know, you mentioned CRM, You kind of started to talk about email but what are kind of some of the core tech stack or tools that you know this role really needs at their disposal if they're going to be successful?

Leah 20:11
Well, so video email is definitely really up and coming you're seeing much more, much more open rate on those and a lot of the video email programs out there like bom bom will show you the open rates. I recently had an online sales counselor do what I like to call a revival campaign, where she came in and all these older age leads, she sent out something and she said video emails of those revival emails she sent out, I believe it was 66 video emails individually to these people. And she 22 of those were open. So one third open rate. I mean, anybody can say, Wow, that's amazing. And 18 of those were sent into appointments. And I know many several of them actually converted to sales. So I don't know what the final sales were off of those at, but some of them did. So having that technology, not being afraid to do video, email, having a great video email program that you can use that one, so CRM, video, email, and something like call rail, something where you can record calls for your training purposes, both for yourself when when online sales counselors are answering the phone, they may be in their car in rush hour traffic, they can't necessarily sit there and take notes. So having something that's going to record that call that they can listen to later, and get all the details allows them to be present in the phone call versus, you know, worrying about how am I gonna remember all of this. So having a phone calling program that you can utilize for those sorts of things is important. Um, those are three of the main tools. I mean, you don't need a lot. You just need the right tools, you know, yeah.

I think that all of us should have two screens, you know? For sure.

Spencer 22:05
Yeah. Everybody should have two screens today.

Leah 22:09
Utilize like, three. Yeah.

Spencer 22:12
That's awesome. Yeah. And I'm glad you mentioned our video email thing I'll definitely give a shout out to my buddy Ethan over there at bom bom he's been on the show before, but we typically will meet up at triple A, but yeah, I mean, he. He talks a lot about about the power of that. And I mean, what you described that one example you know, sending out 66 video emails, somebody might be listening going. Well, that sounds like a lot of work. But yeah, booked 18 appointments, you know, I'm sure that you could knock out 66 of them over the course of a few days, just you know, spend an hour and create a bunch of them and move on to the next thing.

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Leah 23:58
Um, I do think That texting has a place definitely realtors use texting all in one. Yeah, texting definitely has a place. I don't think it's the first point of contact and, you know, you really have to get all of our marketing is permission based marketing, right? But now we need to come up with some idea of how do we get permission based texting, you know, because I don't know why my phone I get at least one or two texts a day from like crazy companies that I have never allowed access and I can't get them to stop

Spencer 24:32
you know, yeah.

Leah 24:34
A lot. There's no even stop. So I think being able to when you utilize texting saying hey, utilizing it coupled with, Hey, I just sent you an email or I just left you a voicemail message. I want to know if I can help you then I think that's an appropriate way to use texting versus just you know, day one tech Hey, I just got your your form off of our website. You know, you know You don't have a relationship yet so I feel like it comes somewhere in that 30 day time frame, but not necessarily your first or second point of contact if that if that helps.

Spencer 25:12
Yeah, I think that's a great point you know because it's when you get a text you expect it to be friend family member or a close connection right? Because you know, it's it's kind of that last circle that maybe hasn't been invaded by marketers you know, they say marketers ruin everything but yeah, I think you make a good point is like hey, make the initial connection maybe you chat with them on the phone or you exchange an email and then down the road you might try out a text to them personally and say hey, just did you know sent you an email like that kind of pairing it with that to see if they respond to say oh, I'll check it later or thanks or something and then you know, you're kind of in and but if you can transition to text it's probably a much better response rate and you know, better chance of getting

Leah 25:57
online sales counselors number utilizing texts. properly are getting a great response rate from texting. And it really is about pairing it up with an activity you've already done saying, either respond to me here or give me a call or reply to my email, you know, let me know where you are so that I can help you. And you're always trying to say, Look, I'm not here to bug you, and I am a real person, you know? Yeah, that's like key. And I think that's part of why video email is so important, because they can connect the person to the emails and the phone calls that they're getting. And they know it's not necessarily a robo call. I mean, you know, so that those, those are very important.

Spencer 26:35
Yeah, that's awesome. So earlier, we kind of talked about the difference between the online sales counselor and then the person, you know, the sales agent, somebody sitting in the model, I guess, you know, for somebody that maybe doesn't have this role. Can they kind of dip their toe into the water or do they have to kind of make the plunge and just say, No, I've got to have somebody dedicated to this. Like Can somebody do This and another role and kind of test it out.

Leah 27:03
So I think it all depends on the size of the builder. Okay. And I think when you are, it depends on the size of the builder and your commitment to generating online leads. sure things are very important because you may be a big builder, you're not generating online leads, and then you have no leads coming in, or you may be a smaller builder and be generating lots of online leads, and you have no one that's really responding quickly. And when I say that, you know, when builders are utilizing their generating leads and sending them directly to their site agents, their site agents may be touring someone through the model, they may be writing a contract, they may be out walking a lot. So there's so many reasons why that lead then doesn't get attended to so if you go back to our one minute or less, that's a problem. So if you're generating digital leads, and you're wanting to see ROI on that you really should have an online sales counselor position. Now if you're building say only 25 homes a year or less Yes, that person probably can wear several hats in your company, but they're not your site agent. They're not sitting on your site, they're not doing those sorts of things. They are, are maybe they're managing some of your social media or something that is not as immediate. Okay? So when you especially I've seen this a lot where really small builders they have cross their, their marketing person is also their online salesperson. And that marketing person is giving so much last minute stuff to do and they're creating, and usually they're mentally not as involved in wanting to be an online sales counselor as a marketer. So you have to be careful there too. You know, you just, when you're looking at what an online sales counselor does, you should always be trying to move it into a, this is going to be your only role because of the importance of getting that top Constant follow up.

Spencer 29:02
Yeah, that makes sense. And it seems like if you're going to split the role, it would, it would definitely have to be an office function and to your point, something that whatever they're working on can usually get punted. So that if something comes in, they can immediately jump on the lead. But as you said, I mean, a lot of roles have important and urgent things, a part of them. So it becomes difficult as you split that role.

Leah 29:25
Yeah, it's hard because I have I have some smaller builders, I've worked with their online sales counselors have to take over the marketing. And it's not always easy and do they get, they probably get the minimal percentage of of ROI on that like 20 of the 2020 to 25% of their leads are coming through their online sales, whereas if they took everything off their plate, and just made them online sales, they'd probably be seeing 3540 or more percent coming through their online sales. So it just depends. And so as a small builder, you You may want to try it that way and then ramp it up. It also depends on if you're looking at growth, like, I'm working with a builder right now they're doing they did about 40 homes this year, but they want to do closer to 100. Next year. And so, in putting that online sales role in place, it's perfect timing. It's going to create that perfect bridge between their online and on site sales. Yeah, they're going to see a huge rise.

Spencer 30:25
Yeah, it sounds like you really need to make the commitment. But I mean, to your point, if you do, if you've got the lead flow, then suddenly all those opportunities, you're probably just losing them before, but now, you know, you can actually take advantage of them and set those appointments. So that's a good point. So, Leah, this has been awesome. I think for a lot of people that either don't have this role. I think it gave them a lot of, you know, I guess tools or tips on implementing and why the role is so important. But I guess before I get to the last few questions, how can people learn more about you and what you're up to or connect with you online?

Leah 31:00
Well, I'm it I do blue Gypsy ink is my company so they can always find me at Blue Gypsy ink.com. I'm very involved in our local Home Builders Association in Denver. I'm actually the chair of the mentoring Committee, which I'm pretty excited about with that. And I'm also involved in the professional women and building on the national level. So I go to IBS every year, I will be at IBS or you're going to IBS, right?

Spencer 31:27
Yeah, exactly. To meet up there, for sure.

Leah 31:30
Anybody who wants to connect at IBS, I will be there. And I'm just always open to a conversation. I'm always open to talking to people and helping. I'm doing a free consultation with someone who's trying to decide is this right for me right now. I'm, I'm more again, like an online sales counselor, I I'll talk to you all. I'll help figure out what you need if if that's what you need. So

Spencer 31:56
very cool. Well, yeah, we'll make sure to link up website in the show notes so everybody can, can hop over there easily. But let's move on to our last segment of the show. We call it the Fast Five. I'm gonna hit you with five rapid fire questions. And you can just say what what comes to mind. So, first one is what's your favorite business book and why?

Leah 32:19
Why am I my favorite business books is Who Moved My Cheese? It's an old one.

Spencer 32:23
Yeah, classic one.

Leah 32:25
Classic one is probably back in this bookshelf somewhere I loved Who Moved My Cheese because we always have to be thinking about what the next step is, and you can't get comfortable and you can't get complacent. And I think that's really important in this whole digital world we live in and it really applies to what we do. You've always got to be seeing what's going to be the next thing to help increase business and where do you need to move in order to be happy? I like it.

Spencer 32:48
Yeah, that's a good one. All right, who is the most inspirational person in your life?

Leah 32:55
Well, that that one, there's there's a lot of great inspirational people. In my life, but one of them has to be my dad. My dad is definitely one of my most inspirational mentors. He has owned his own business. He was in training as well. He did industrial training. And he mentors. He used mentor CEOs through through Vistage. For many, many years, he had CEO groups, and now even in his 80s, he can't retire. He works for business incubators. He helps, you know, small businesses, and he's always been there for me. Whenever I got off a plane from somewhere exotic, he'd be handing me a disc test or a Myers Briggs, or goal setting sheet or a five year plan. So he's my inspiration.

Spencer 33:44
I love it. That's awesome. All right. If you could have one superpower, what would that be?

Leah 33:51
superpower I think yes. P because I want to know what people are thinking so I can help them better. You know, you too. Try through asking lots of questions. But if you knew what people were really thinking, you could get to the root of their issues and help them more.

Spencer 34:07
That's true. Yeah, you could just jump right to the finish line there. And I

Leah 34:11
don't mean it in a bad way. But sometimes people won't be honest with you and you want to help them. So,

Spencer 34:17
yeah, that's a good one. All right. Describe yourself in three words,

Leah 34:22
ooh, myself in three words, motivated.

Inspired. And

this isn't really a word, but it's a belief in abundance. That's I I fully believe in abundance and that there's something out there for all of us.

Spencer 34:40
I like it. I like it. Alright, final question. If you could leave our listeners with one piece of advice, what would that be?

Leah 34:48
It would be be open to change. And, and be open to looking just just be open to reevaluating what you do and how you can do it better because we're Here to help people in the homebuilding industry. That's what we're doing. We're helping people find the biggest purchase I'll ever ever make. So just be open and and yeah, I guess that's

Spencer 35:14
cool. Yeah, I like it. No, that's it's good being open to change. I mean, I think a lot of times we get stuck in our own little worlds and you are only exposed to certain things just by the nature of your own experiences. And so being open to new ideas and new new things. That's That's great advice. And, Leah, thank you again for for joining me today. This was awesome.

Leah 35:36
Okay, great. Thank you so much for having me. I really enjoyed it. And we will have to meet for coffee and Castle Rock or something.

Spencer 35:41
Yeah, we'll make it happen. Alright, thanks so much.

Unknown Speaker 35:45
All right. All right.

Spencer 35:49
Hey, guys, I hope you enjoyed that episode with Leah fellows. Again, I'm really excited about this topic and passionate about it just as Leah is because with the internet, everybody does research online. And for some reason, whatever it is, when we get these internet leads, the tendency is to think they're junk. But when we do research, we go to websites, we fill out forms, and we look around. And a lot of times we look around for months, if not years, thinking about certain products or services. And those could be small purchases, or big purchases and anywhere in between. And so if you think about it for your own business, there's going to be a lot of people that hit your website, and they're just browsing around. So if they fill out some forms, and they're looking for more information, you want to start to build that relationship so that six months, 12 months, 24 months down the road, you've actually already built a relationship. So then when they actually schedule a call, or come into a model, whatever that first step is in the quote unquote, sales process, then you've already done a ton of foundational work and you've got a huge opportunity to close that deal. So I think the big takeaway for me is to treat online leads likely said as gold, but just think about the approach that you're taking. It's not that classic sales approach. And so you want to start thinking about how can I set up some templates or some systems so that when I follow up with these leads, it's coming across as kind of a helpful method rather than just am trying to set a meeting or moving on and recognize that it is a long journey. So hope you guys enjoyed this episode. Again, this is a super important topic, especially as we continue to move forward in time, more and more people do research online. So again, action item for today is think about how you're taking in those internet leads and how you're responding to them, not only in the moment, but on an ongoing basis. Thanks again for listening guys. We'll see you next time on builder funnel radio.

Thanks again for listening, everybody. And as a quick reminder, Text Radio 233777 for some free goodies as a thank you for listening to the show. And if you got some value from today's episode I just asked that you leave us a quick review on iTunes. It really helps us spread the word and grow this awesome community of people who are working to improve their lives and their businesses. Thanks again and we'll see you next time on builder funnel radio.

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