Over 93% of real estate buyers and sellers use the internet frequently to conduct research on homes for sale.
Because of this fact, agents who have a strong desire to grow their businesses through internet leads MUST apply these 5 Critical Rules:
These 5 Rules can improve your ROI on your internet buyer leads. These rules apply to all leads from Real geeks, Zillow, Realtor.com and the hundreds of other lead sources that exist in the marketplace today.
For those that follow our coaching, they are seeing conversion rates on all types of internet leads of 6+%. This is significantly better than the less than 2% national average.
1) ANSWER YOUR PHONE!
If a lead calls you directly from Real Geeks, Zillow or other profiles and you don’t answer, they are immediately calling the next Agent.
By the way, most high-end buyers call directly!
The #1 Rule of Success: You have to Show Up in order to Blow Up. Statistics show that most agents with online leads don’t answer their phones.
This is one of those times when you don’t have to do anything extra to make a lot of money. All you have to do is what you are supposed to do…Answer Your Phone when it rings!
2) Return Call Inquiries back within 90 Seconds
There are various studies conducted by Harvard Business Review and MIT that shows the difference in conversion rates between a 30-minute and a 5-minute response time. You have more than a 90% chance of working with someone when you contact them within in 5 minutes versus 30 minutes.
We have found through lowering the response time to 90 seconds or less, we have driven up conversion even higher. Most important, the higher your conversion, the higher your profit.
Sometimes you may catch people off guard because you returned their call so fast. This is a great thing.
Your goal is to find people that are ready to take action. Those are the ones that will appreciate your quick response time.
3) You MUST know what to say
The days of ‘just winging’ it are gone. The consumer knows just as much as the agent does at the start. You have to possess the skill of asking great questions.
What are you looking to accomplish by moving to our area?
What are you looking for in a home?
Besides bedrooms, baths and neighborhood, what else are you looking in a home?
The more you know about them, the more you can serve them.
4) Text and Email a minimum of 14 times in the first 30 days
You are probably saying, “wow, that is too much.”
It may sound like a lot but we cannot miss the opportunity to get these people on the phone.
You must understand that making a sale requires a few small victories.
– You have to be the first to talk with the lead
– You have the be the best at asking questions
– You have to be the best at follow up
– You have to be the best at negotiations
When you win in the above area, you have made a sale.
But, it all starts with contacting them first.
5) For leads that are over 30 days old, email them the 9-word email once a month for 3 years
“Are you still looking for a home in ________?”
You need to send this question via email and text.
The goal is to open a dialogue with a prospect any way we can.
Bonus: Database Nurture Campaigns
Once you have done everything you could to reach them and you still cannot get them on the phone, place them in an Infusionsoft Real Estate Drip System.
Infusionsoft is a Smart CRM that we use to monitor the leads engagement within our drip campaigns. They may not be returning our call but they may be clicking through our emails. When they click, you will get an alert and then you can text or call them. This will dramatically increase your conversion because you will more likely get a response.