Lead Follow Up. VIP Realty Platinum - The Premier Firm in Real Estate

Transcription

1 Lead Follow Up

2 Calling Your Web Leads New Leads Be the First to Call Your Lead Reminders Online Returning Leads Past Clients Sphere of Influence Over 65% of leads that have been successfully converted are done on the first call. Why is this? Simple, homebuyers visit several websites when searching for a home. On average, a real estate web consumer will submit lead form on 3-5 of your competitor s websites. The real estate consumer will more than likely respond to the first (sometimes the second) call put into them by agents responding to the inquiry. As for the third, fourth or fifth... they are simply out of luck as the consumer is tires of receiving calls relatively quickly and become nonresponsive.

3 Call As Soon as Humanly Possible! Waiting longer than 5 minutes to call a lead after a lead form/registration has been submitted has a 46% lower rate of qualification than those called in UNDER 5 minutes. In fact, the under 5 minute response vs. the over 30 minute response drops your chances of converting the lead 100 times! In addition to increasing your conversion ratio, it helps build rapport with the customer generating the idea that you will be responsive to their needs.

4 The odds of calling to contact a lead decrease by over 10 times in the first hour.

5 Weekends and After Hours Calling The contact rate increases by almost 20% and the qualification rate increases by 30% when calling after hours. No big surprise here as most people that can afford to buy homes usually have jobs and are more often than not working from 9 to 5 Monday through Friday. Even if you were lucky enough to make contact with a lead during business hours there is frequently less focus and less time for a successful sales call as your lead is probably in the middle of something.

6 4 to 7pm is the best time to call to make contact with a lead. It is 114% better than calling at 11 to 12am, right before lunch.

7 If phone calls are so great then why ? Sometimes the web lead info contains bad numbers or we end up getting voic . In addition, too many phone calls may seem overly aggressive and set a bad tone. Using keeps a lead in contact with you and provides a form of communication that is received at a time that the lead is ready to receive it (opposed to a phone call during dinner).

8 Text Messaging 80% of the US population carry cell phones (250 million) 72% of cell phone users send and receive text messages Text messages have a 97% open rate!!! Hey (name of lead), thanks for visiting our site, my name is (your name) and I will be your REALTOR for VIP Realty Platinum. If you have any questions or need help getting started please let me know. Thanks again

9 The Sales Cycle of the Web Lead According to recent data, more than 70% of real estate web leads are not ready to buy (or even look at) homes until 90 to 120 days after they first register on a real estate website. In fact, the majority of the leads that are in the day period are nonresponsive and simply not ready to be contacted by a salesperson. The bright side is that almost 80% of those leads will eventually close.

10 The right way to do it When training my agents, I continuously used the words prompt and persistent when referring to the follow up of real estate web leads. Even though only 3 out of 10 will responsive, you risk losing even those 3 if you don t get to that lead before they move on to a different website. Another thing that is very important to understand is that the remaining 7 ARE NOT POOR LEADS. They are simply not ready to be contacted. You as a sales person must figure out how to be in contact with them at the point where they are ready to be contacted.