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

1. Discover - how to find leads

2. Dialogue - how to talk to leads

3. Decide - what type of lead is this

4. Drip - stay in front of them

5. 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