Ross Novotny demonstrates how Ylopo & CINC integrate together to give you the best bang for your buck when it comes to lead generate, lead nurture & a CRM - a complete digital marketing platform.
[02:25] SECTION 1: Theory of “Why?”
A real estate agent’s “very simple” but not easy job – be a friendly and competent guide who prioritizes the need of the clients
To organize your database
Communicate quickly
Be aware of important activity in the database
Dunbar's number = the average human can maintain 150 relationships in a stable manner
Remember information about people
Use CRM to get more people
Make sure you can stay in front of them to be there when they need you.
You can't trust when they will really need you.
You need to constantly stay in front of people all the time.
Has your market been infiltrated by iBuyer programs?
Being able to manage your relationships with the people in your CRM is your key weapon against iBuyers.
How Ylopo integrates with CINC [Graphic: A CINC “dress” with a Ylopo “belt”]
Ylopo is not a CRM – a common frustration for many new clients
Ylopo is an accessory to CINC (or any CRM)
Ylopo decided to integrate vs create a CRM
The “All in ones” have 50 percent of engineers supporting CRM and 50 percent devoted to innovation
Ylopo uses 90 percent to innovation 10 percent to integration
This is why Ylopo is years ahead of other platforms (because of Ylopo AI (formerly rAIya), Dyva, listing rockets, etc.)
Rate of tech development is usually slow, but Ylopo was able to create new innovation on a much more rapid basis
By choosing not to be an all in one, Ylopo is able to iterate new innovation constantly
[10:15] SECTION 2: Daily Process and Use of CINC
Optimization for:
New and unconverted opportunities
Old and unconverted opportunities that are active
Converted and active leads
Don't overthink your CRM structure
The 5 D’s of CRM Success
Discover - how to find leads
Dialogue - how to talk to leads
Decide - what type of lead is this
Drip - stay in front of them
Don’t forget - stay active and follow up/be proactive
Discover:
Structure your CINC Day
Standard filters
P1 - Call now! (New leads)
p2 - Call again (Attempted contact, less than 14 days)
P3 - Call active (Attempt contact, less than 30 days)
Filters based on reminders
F1 - Call today
F2 - Email today
F3 - Do today
Custom Filters
P4 - Ylopo call now- Handraiser and Priority
P5 - Ylopo Call soon - AI-engaged
P6 - Hot - Showing urgent behavior
P7 - Watch/Nurture - Midrange prospect
P8 - Cold - Not trash but not worth a lot of energy
Understand your label icons
Stay away from doing 100s or 1000s, pick top 10 to 20 labels to categorize your leads
☑ “Or” - Click as many labels as you want with the checkmark to include in the search. (widens funnel)
🔒 “And” - Click to see any leads that include both or multiple labels selected. (narrows funnel)
⌧ “Exclude” - Exclude leads that have the selected label
Key notes:
Consider CINC and Ylopo as two separate systems
Treat Ylopo leads as separate from CINC leads.
Let leads stay in Ylopo and don’t try to convert them over to CINC right away because it could cause leads to get frustrated.
Exclude the Ylopo leads from mass texting to keep them separate.
Lead Dashboard Awareness
Last login - Ylopo leads may have never logged into CINC
Last touch - All Ylopo AI interactions will be noted here
Properties, Text Responders, & Buyer Matches
Filters can be found on the left-hand side menu of the dashboard under leads.
Properties: Where you can find new leads or potential new leads
At the top, you can choose whether to see your office/agent listings or all MLS listings
Buyer matches: New leads with match scores
Leads are ranked by how closely property search matches the listing in the market.
Match factors can be: by price, bed bath, area, etc
You can send listings to the lead from this section.
Text responder: Where you can create a campaign.
On social media, you can have them text a certain code to the CINC number for them to receive info about that property.
Dialogue:
Going Through Your P5-P7 Buckets
By having dialogues
Make a decision about what bucket they fall into.
Using the mojo dialer is recommended.
You can also mass send text/email alerts to leads.
Decide:
Magic Lead Decision Funnel
Dumping all the P’s through a lead decision funnel
Based on our dialogue.
It's our job to decide on whether they are hot or cold
Drip:
As you are deciding what bucket a lead falls into, you need to set up drip campaigns.
Make sure they have an assigned campaign to be able to drip constant value and info and to stay in front of them when they are ready to buy or sell.
Find leads that don’t have a drip campaign by going through the Subscription and find all those that are “Not Subscribed to Emails”
If leveraging Ylopo AI and remarketing to clients, you may not want to put them on drip campaigns but put them in your “Don’t forget” category.
Don’t forget:
Every lead, Ylopo or not, should have a reminder.
The standard filter is “Danger f4” but could depend on your CINC Manager.
[41:27] SECTION 3: Ylopo specifics for CINC
3 Standard Labels
AI_ENGAGED
Basic engagement
High priority - you may want to call them urgently but not necessarily drop everything.
YPriority
Clients who you wanna make a priority in order to interact with.
These are people who have shown urgent behaviors
Handraiser
These are people who are requesting a showing/info on a specific property, clicking on an Offer, or fill out an Offer form.
Stop what you are doing to pick up and call them
Ylopo AI vs Behavioral Messaging
Ylopo AI is proactive communication while behavioral messaging is reactive.
Turn off behavioral messaging for Ylopo engaged leads.
Ylopo Notes
Where to find the Stars link within CINC
Every time a lead engages or registers it will create a Stars link.
Stars is a dashboard where you can see what the lead is doing
Ylopo Stars Overview
Lead details are at the top.
In the lead message inbox: Ylopo AI interactions
Opt lead out if you’re already working with a lead or if a lead wants to be off your list, but it won’t unsubscribe them from CINC
Push listings - similar to property alerts within CINC.
Information about the history of leads can be found at the bottom of the page.
Ylopo/CINC 201
A 2-way integration is coming soon.
CINC AutoTracks provides more flexibility to start custom campaigns.
Zapier can allow greater flexibility on integration between CINC and Ylopo to assign leads to your team in a unique way, different from your CINC rotation.
Ross Novotny
RossNovotny@gmail.com
www.Thirddegreeleverage.com
6023738787