Do you dream of reaching seven figures (and beyond) with your real estate or mortgage business? You have probably gone over and over the numbers. You know how many leads you need to hit your sales targets. 

But what you cannot wrap your mind around is where you’ll find the time to gather the leads and sort through them to choose the most promising ones. This is where an automated sales machine comes in.

Imagine waking up every morning to a calendar full of qualified, eager prospects who already know what you do and have chosen to work with you. You can build this kind of automated sales machine and it is easier than you think.

With these five steps you can put your marketing, messaging, and technology skills to work and start seeing consistent results within a few months.

1. Identify Your Big-Ticket Target Audience

What is your number one goal? If you dream of reaching seven figures with your business, your number one goal should be to spend 100% of your time on revenue-generating tasks. For real estate and mortgage professionals, this means talking to real, qualified, and serious leads only. 

But you have got to know who you are looking for so you can more effectively separate the wheat from the chaff. In other words, it is time to identify your big-ticket target audience. Then get a little bit obsessed with figuring out how to get their attention.

Ask yourself: is this task a revenue-generating task? If the answer is “no,” the next question is how I can eliminate or delegate this task. Become proficient at this quick gut check and you will be on your way to closing bigger deals.

2. Supercharge Your Systems

If you do not have your systems set up for follow-up and nurture campaigns, no automated lead generation app—no matter how great it is—will save you. So, make sure all your systems are in place before you start running ads. 

There are three main vehicles here to set up: email, text, and retargeting on your social media channels. Understand how to use each of these and create a follow up strategy for each. This way you will see a strong ROA.

3. Understand the Power of Omnipresence

To find enough good leads to make closing on seven figures your reality, you cannot rely on only Facebook, Google, or only driving traffic to your website. You have got to figure out how to be omnipresent. 

Now, being everywhere at once might sound overwhelming. But this is the real beauty of automating your lead generation and sales processes. You can focus on one main source of lead generation, for example, Facebook ads and then automate your retargeting and tweak your systems to cover other platforms. This is the way to be everywhere without draining your most precious resource: time.

Remember also that you must pivot and adjust often. What worked three months ago may not work as well today. This is especially true in the fast-moving digital marketing space. 

LinkedIn is a good example of a platform with a huge audience, but most real estate and mortgage professionals are not taking full advantage of all that LinkedIn can do for them. There is a lot of power in LinkedIn!

Here is how to unlock this power: 

• Run a Lead-Form ad: LinkedIn will give you all the prospect’s contact information
• Run an In-Messenger ad campaign: You can send automated direct messages to leads
• Retarget LinkedIn leads and direct them to your website
• Run a brand awareness campaign, while posting and networking

What is my strategy? I post Tuesdays and Thursdays at 8am. On Mondays, Wednesday, and Fridays, I follow up with all the direct messages I receive. Then I run ads once per week and retarget warm leads on Facebook and Instagram.

4. Control the Narrative

Keep in mind that your #1 asset is your content (followed closely by your contact list). “What’s so important about my content?” you ask. Well, your content is really the power to control your own narrative. Your story and your message are what sets you apart from your competition. 

Set a goal to record and share a video tip every week. Make sure your content is tailored to your big-ticket target audience, not focused on your business or what you feel like talking about. Be strategic with your content.

5. Dial in Your Conversion Rates

The final step is dialing in your conversion rates. I can talk numbers all day because I know them cold. With real estate, if you are seeing a 2% conversion rate, you’re doing well. This means if you spend $1,000 per month and you generate 100 leads, that is $10 a lead, which is high. If you do that for a whole year, you have spent $12,000 and you have generated 1,200 leads. With the 2% conversion rate, you will have closed 24 transactions in a 12-month period.

The conversion rate on the mortgage side (e.g., loan officers, refinancing, and purchasing) is 4% if you do everything right. So, you can do the math on this one too.

The bottom line is numbers do not lie. If you know your numbers and analyze them when you are not hitting your goals, you should be able to figure out where to focus your efforts.

Alex Caragiannides, Founder of BSM Vault, is the creator of The Automation Sales Machine, which is a program designed to help handle all fulfilment, as well as generate and book quality appointments for Real Estate and Mortgage Professionals. Alex’s work has been featured in Yahoo Finance and Finding Leadership Within Podcast among other publications. To learn more and book a call, please visit his website.