Did you know that 70-75% of all listing appointments are set in a lead follow up call? Which means, you’re potentially leaving a lot of revenue on the...
Did you know that 70-75% of all listing appointments are set in a lead follow up call? Which means, you’re potentially leaving a lot of revenue on the table if you don’t have a solid lead follow up plan.Let’s start with defining a lead. Many agents assume that having any contact in a file constitutes a lead. In one sense, that’s a valid assumption. However, top performers work off a different premise defining a lead. Specifically, a lead, or more accurately, a hot lead, is someone who is ready to buy or sell within 7-10 days!Ironically, the more aggressive your annual transaction goal, the fewer leads you are likely to hold. Moreover, those leads will have very tight windows for action. Following are general rules of thumb with regard to your lead portfolio, as relates to your transaction goals:
In other words, to play at a high level, you must focus your energy on homeowners who have a stated sense of urgency. Which means, you need to work the phones relentlessly to get clarity on a prospect's intentions.The biggest trap an agent can fall into is repeating this type of self-talk: "I don't want to appear push, so I’ll back off. No need to bother and possibly them. They can contact me when they're ready." But here’s the reality: for someone motivated to sell, your call may be exactly the thing they were looking for at that moment. They might be "ripe for the picking,” possibly using your call as the catalyst to act immediately.Following are a few tips to help guide you toward a more productive lead follow-up strategy:
One final thought: there is a tendency for some agents to avoid digging too deep in their follow-up efforts. Why? Because they fear they will discover that they don't actually have a true lead. Sometimes it’s just comforting to know that you have a large database of contacts. But staying on top of such a database can be a waste of time, diverting you from working the hot leads that represent your best revenue potential. Don’t waste a lot of time chasing a phantom.
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