With Special Guest – James MacDonald
Real estate professionals often focus on generating more leads, but the real game-changer is the ability to convert those leads into actual clients. In this recent webinar conversation, Kristie Filion sits down with James MacDonald—a sought-after trainer and consultant in lead conversion—to discuss strategies, mindsets, and best practices for boosting real estate sales.
Key Takeaways from the Interview
- Mindset: Overcome phone fear by viewing follow-up as helping, not bothering. Persistence is key.
- Value-Driven Offers (“Gold Bricks”): Present compelling benefits—like off-market listings—to make meeting with you a no-brainer.
- Appointments: Use “tie-down” questions (small yeses) before asking for a meeting. Address objections by highlighting time and money saved.
- Tech & Outreach: Combine calls, emails, texts, video, and more. A multi-touch approach boosts responses.
- Skill-Building: Role-play, record calls, and fine-tune scripts to gain confidence and improve results.
- Referrals & Repeat Business: Treat clients as “lifetime customers” and consider charitable tie-ins to encourage loyalty and word-of-mouth.
Watch the Full Interview
Want to dive deeper into all these insights? Grab a notebook and enjoy the full conversation between Kristie Filion and James MacDonald. They discuss everything from how to handle phone anxiety to the tech tools that can automate parts of your follow-up.
Click below to watch the entire webinar interview:
About the Speakers
James MacDonald
- Started his career as an Inside Sales Agent for one of the top RE/MAX agents in the world.
- Has conducted over a thousand live training events focused on lead conversion.
- Trains top-performing real estate teams to improve their Inside Sales systems, helping them convert more leads without buying more leads.
- Learn more or reach out to James via AgentLeadToClose.com.
Kristie Filion
- An experienced marketing and lead-generation professional in the real estate space.
- Has shared the stage with top trainers, helping agents and teams build robust pipelines of motivated buyers and sellers.
Final Thoughts
Improving your conversion rate can be the difference between merely collecting leads and consistently closing sales. As James says, “Booking more face-to-face appointments is the single most dollar-productive activity in real estate.” Once you master the phone calls, the follow-up, and the overall process of making strong offers, you’ll see a dramatic jump in your transactions—and your income.
Ready to level up your real estate game? Watch the video, take notes, and start implementing these strategies in your business today!
Our team of digital marketing experts has 27+ years of experience designing effective follow-up strategies, plus technology you can leverage to get more conversations with less effort. To learn more, click the green button below to get started with a free marketing assessment.
