3 Listings in 30 Days with Nationally known Coach - Michael Hellickson:

Below is a detailed business plan focused specifically on the "Lead Follow-Up and Conversion" This plan is designed for real estate agents, particularly those in Tier 1 (0–25 closings/year) and Tier 2 (25–75 closings/year), to maximize lead conversion and achieve significant income growth (e.g., $500,000–$1,000,000 annually). The plan incorporates Hellickson’s strategies, tools, and scripts, with actionable steps, timelines, and performance metrics.

Business Plan: Lead Follow-Up and Conversion for Real Estate Agents

I. Executive Summary

Objective: Transform lead follow-up and conversion processes to generate a minimum of three listings per month, targeting an annual income of $500,000–$1,000,000 through disciplined, high-touch, and technology-assisted strategies.
Focus: Implement Michael Hellickson’s seven follow-up methods, speed-to-lead principle, and conversion scripts to convert leads into appointments and clients, emphasizing discipline and trust-building.
Target Audience: Tier 1 and Tier 2 real estate agents with more time than money, seeking to scale their business without heavy financial investment.
Key Metrics: Respond to 100% of leads within 30 seconds. Set two appointments per day, five days per week, with new contacts interested in buying/selling. Achieve a 20% conversion rate from leads to closed transactions within 12 months. Generate $500,000 in gross commission income (GCI) within 18 months.

II. Business Goals

Short-Term (3–6 Months): Establish a consistent daily schedule for lead follow-up (7:30 AM–Noon). Implement all seven follow-up methods (phone, text, email, video text, video email, AI, Facebook stalking). Set 10 appointments/week with new leads. Close 5–10 transactions from follow-up efforts.
Mid-Term (6–12 Months): Achieve 93% listing appointment success rate using Hellickson’s scripts and techniques. Convert 15% of leads to closed transactions. Generate $250,000 GCI.
Long-Term (12–18 Months): Scale to 20% lead-to-transaction conversion rate. Consistently secure three listings/month (36 listings/year). Reach $500,000–$1,000,000 GCI, depending on average sales price and commission rate.

III. Strategies and Tactics

A. Speed to Lead

Objective: Respond to every lead within 30 seconds to maximize connection rates.
Rationale: Hellickson notes that waiting 5 minutes reduces connection odds by 900%.
Tactics: Technology Setup: Subscribe to Black Hat ($400/month, via clubwealth.com/blackhat) for automated initial text responses within seconds. Use Callingly ($50/month, via clubwealth.com/callingly) to blast calls to multiple team members or lenders for rapid response. Process: Configure Black Hat to send an immediate text: “Is this [name]?” upon lead registration. Call the lead within 30 seconds, using Callingly to route to available team members if necessary. If no answer, implement the double dial (hang up and redial immediately; 35% pickup rate on second call). Training: Train team (if applicable) or self to prioritize speed over preparation; look up lead details while the phone rings.
Timeline: Implement within 30 days; test and refine response time within 60 days.
Budget: $450/month (Black Hat + Callingly).
Metrics: 100% of leads receive a response within 30 seconds. 35% of double-dial attempts result in a pickup.

B. Tenacity of Follow-Up

Objective: Engage leads with seven distinct follow-up methods to achieve 7–10 touches, increasing recognition and trust.
Rationale: Hellickson emphasizes that tenacity compensates for lack of skill or talent; multiple touchpoints ensure leads remember the agent.
Tactics: Seven Follow-Up Methods: Phone: Call immediately, using the double dial if no answer. Text: Send “Is this [name]?” after double dial; follow with “Calling you now” to prompt pickup (82% pickup rate). Email: Send a personalized email within 1 hour, highlighting value (e.g., market expertise, client success stories). Video Text: Send a 15–30-second video text within 24 hours, introducing yourself and offering to answer questions. Video Email: Send a 30–60-second video email within 48 hours, showcasing a recent sale or market update. AI: Use Black Hat to automate 5–6 initial text exchanges, intercepting by the fifth message to personalize. Facebook Stalking: Find the lead on Facebook and send a direct message (filtered). Reply to a public comment to tag them: “Hey [name], it’s [Your Name]. I’ve been trying to reach you. Sent you a DM (check filtered messages). Here’s my number: [Your Number].” Goal: Increase visibility and engagement via Facebook’s algorithm. Follow-Up Schedule: Day 1: Phone (double dial), text, AI (Black Hat), Facebook stalking. Day 1 (within 1 hour): Email. Day 2: Video text. Day 3: Video email. Weekly: Repeat phone, text, or email until contact or 90 days pass. CRM Integration: Use KV Core (free via eXp) or a similar CRM to track follow-up tasks and automate reminders. Log every interaction to monitor touchpoints (target 7–10 per lead). Training: Practice video creation (short, professional, client-focused). Learn Facebook stalking ethics to avoid overreach while maximizing engagement.
Timeline: Roll out all methods within 60 days; achieve 7–10 touches per lead within 90 days.
Budget: $400/month (Black Hat; assume KV Core is free; minimal cost for video tools like BombBomb, ~$30/month).
Metrics: 90% of leads receive 7–10 touches within 30 days. 50% of leads engage (respond or interact) within 14 days.

C. Lead Conversion

Objective: Convert leads into appointments and clients using trust-based scripts and disciplined processes.
Rationale: Hellickson stresses that most agents fail in conversion, not lead generation; appointments are the gateway to closings.
Tactics: Appointment Setting: Goal: Set two appointments/day, five days/week with new contacts interested in buying/selling. Script: “I just want to make sure I’m not dropping the ball on my end.” (Disarms and prompts reciprocity.) Focus on securing a face-to-face meeting, not prequalifying or discussing details over the phone. Showing Conversion: Script: “At what price would this be a great deal for you?” Encourages offers, even low ones (e.g., $250,000 on a $500,000 house). Write the offer to stay on the client’s side, gently educating later. Avoid requiring prequalification or buyer agency agreements before showings; secure agreements on-site (e.g., on the car hood). Lender Engagement: Script: “If they could save you $10–$20,000 on your mortgage, would you be interested in chatting with one of our lenders?” Use after setting the appointment to ensure lender involvement. Three-way call both lenders’ teams via Callingly; ensure lenders take applications over the phone and endorse the agent. Maintain two lenders to foster competition and reliability. Listing Appointment Conversion: Use Hellickson’s door approach and walkthrough strategy (see original outline, Section X). Closing Script: “Are there any other questions before we get started on the paperwork? Fantastic. Here’s the property disclosure form.” Employ head shake (NLP) to prompt agreement. Handle commission objections: 1st: “No. Are there any other questions?” 2nd: “If an agent’s not strong enough to negotiate their own commission, what makes you think they’re going to be strong enough for your home?” 3rd: “My listings sell 5.25% higher, netting you 3.25% more even with a 2% higher commission.” Team Collaboration: Partner with a lender trained in endorsing the agent’s value proposition. Develop a statement of authority (e.g., “I close 93% of listings at 5.25% above market average”). Training: Role-play scripts daily for 30 minutes to internalize delivery. Attend Hellickson’s webinar (via [email protected]) for advanced conversion techniques.
Timeline: Master scripts within 30 days. Achieve two appointments/day within 90 days. Reach 93% listing appointment success within 6 months.
Budget: $50/month (Callingly; lender training costs absorbed by lenders).
Metrics: Set 10 appointments/week (520/year). Convert 93% of listing appointments to signed agreements. Close 15% of leads to transactions within 12 months, scaling to 20% by 18 months.

D. Perfect Daily Schedule

Objective: Embed disciplined habits to prioritize follow-up and conversion.
Rationale: Hellickson emphasizes that discipline drives success; 87% of agents fail due to avoiding calls.
Tactics: Schedule: 7:30–8:00 AM: Daily huddle with accountability partners or team to review goals and leads. 8:00 AM–Noon: Dedicated call time for follow-up (phone, double dial, texts); block emails, texts, and social media. Afternoon: Handle appointments, video creation, and CRM updates. Environment: Work in an office (e.g., eXp’s Regis or Brent Gove’s provided space) to minimize distractions and foster accountability. Collaborate with other agents making calls to maintain momentum. Accountability: Partner with a peer to report daily call volume and appointments set. Track time spent on calls (target 4 hours/day).
Timeline: Implement schedule within 14 days; maintain for 90 days to form habits.
Budget: $0 (use existing office resources).
Metrics: Complete 4 hours of calls daily, 5 days/week. Attend 100% of daily huddles.

IV. Implementation Plan

Month 1: Subscribe to Black Hat and Callingly; configure for instant response. Train on seven follow-up methods and scripts; practice daily. Establish daily schedule and office routine. Begin tracking leads in KV Core; aim for 7–10 touches/lead.
Month 2–3: Achieve two appointments/day; refine follow-up cadence. Close first 2–3 transactions from new system. Partner with two lenders; train on scripts and endorsement.
Month 4–6: Scale to 10 appointments/week; hit 15% conversion rate. Generate $50,000–$100,000 GCI. Attend Hellickson’s webinar for advanced training.
Month 7–12: Maintain three listings/month; reach $250,000 GCI. Optimize listing appointment conversion to 93%.
Month 13–18: Achieve 20% lead-to-transaction conversion. Hit $500,000 GCI; explore team-building for Tier 3.

V. Budget

Monthly Expenses: Black Hat: $400 Callingly: $50 Video Tool (e.g., BombBomb): $30 Total: $480/month ($5,760/year)
One-Time Costs: Training Materials (e.g., Hellickson’s checklist): $0 (via email) CRM Setup (KV Core): $0 (eXp-provided)
Total Annual Budget: $5,760 (excludes potential lender contributions).

VI. Performance Metrics and Evaluation

Weekly: Calls made: 100–150. Appointments set: 10. Touches per lead: 7–10 for active leads.
Monthly: Listings secured: 3. Transactions closed: 1–2 (ramping to 3–4 by Month 6). Response time: 100% within 30 seconds.
Quarterly: GCI: $20,000 (Q1), $50,000 (Q2), $75,000 (Q3), $100,000 (Q4). Conversion rate: 10% (Q1), 12% (Q2), 15% (Q3), 18% (Q4).
Evaluation: Review CRM data weekly to ensure follow-up compliance. Conduct monthly accountability meetings with partner or coach. Adjust strategies if metrics lag (e.g., increase call volume, refine scripts).

VII. Risks and Mitigation

Risk: Overwhelm from new processes. Mitigation: Start with phone and text follow-ups; add one method/week.
Risk: Low response rates due to poor lead quality. Mitigation: Diversify lead sources (use Hellickson’s 31 sources via text to 727-287-5993).
Risk: Resistance to daily schedule. Mitigation: Partner with a disciplined peer; join Brent Gove’s office for accountability.
Risk: Lender underperformance. Mitigation: Train lenders on phone applications and endorsements; maintain two lenders for redundancy.

VIII. Conclusion

This business plan leverages Michael Hellickson’s proven lead follow-up and conversion strategies to transform a Tier 1 or 2 real estate business into a high-performing operation. By prioritizing speed, tenacity, and trust-based conversion, agents can achieve three listings per month and $500,000+ in GCI within 18 months. Discipline, supported by affordable technology and accountability, is the cornerstone of success.

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