Leads and contacts come from a variety of online sources and locations. Many contacts, leads, and relationships are established and built on the Web. It takes contacts to get appointments, and you need appointments and clients to close transactions.
I recommend the following tips for best lead and contact conversion results.
Always respond quickly to online leads and contacts (3-5 minutes max)
Try to answer your phone when it rings as often as possible.
Your first question is: “ask how they prefer to communicate?”
Don’t give up on a contact/lead until 7-10 contacts are made.
Add, edit, manage, and update contacts, tasks, and follow-ups.
Timing is everything, don’t ever waste your time or theirs.
If they ask a question, answer it, then end by asking one in return.
Build better quality relationships, not bigger quantities of leads.
Always be listening and looking for opportunity to qualify a lead.
Get the appointment, meet in person, interview and get commitment
Having a good CRM or contact/lead management tool is an essential part of managing and following up with contacts you receive from the web and online sites and platforms.
The key to contact conversion and lead response management is to find and use the proper tools in which you can manage your existing clients and tasks, stay in contact with your past clients for future and referral business, while prospecting new clients to keep your pipeline balanced and flowing.
5 key areas of focus when prospecting and farming should include: 1) Best days to make contact 2) The best times to make contact 3) Response times 4) Personal persistence and 5) Response audits. Here’s an interesting study and infographic based on the research of James Oldroyd, PHD Ohio State University and David Elkington, CEO of InsideSales.com.
“Don’t Burn Your Bridges” is a term everyone has heard before right? This post is all about burning those half-built bridges so you can focus on the “business bridge” that needs to be built in order for you to be successful in real estate.
The first step in making any decisions in business or in life is to ask yourself and decide the answer to this very important question? Then be honest with yourself and your answer and take the following steps to success.
Do this everyday and you will never fail.
The next 3 minutes might make all the difference and could change your life!
Coach Tom Ferry does and “outstanding” job breaking down what it takes for you to meet your business and financial goals for the year. In this short video, he explains the critical key components needed to achieve personal success.
Tom travels the world coaching some of the top minds and top producing agents in the World. His knowledge and expertise on the subject of business and goal planning is tried and true in any market and in any geographical location.
What’s The Right Number for You?
Now, using the Agent Assist formulas below designed around what Tom explains in his video, we’ve simplified the entire process. In a simple 7 step calculation, this tool will not only help you achieve your business and financial goals, you’ll exceed them!
This works for any agent in any market in any location.
In the above sample, we used an old NAR statistic that says 35 contacts gets 1 appointment, and 4 appointments closes 1 sale. With a $350,000 avg. sales price using 3% as the commission, we are able to determine exactly how many contacts are needed (per day) for this agent to reach their financial goals.
The reality and truth to the entire “success” process is that it takes contacts to get appointments, and appointments to close transactions. Try Tom’s suggestions, use Agent Assist to define and specify exactly what your goals are, and then break it down into bite size and realistic pieces. This is how Real Estate Business gets done!