How Much Time
Do You Have Before
How much time
does it
take to get back
to a Lead
?
30
Did you know you are
100 times more likely
to connect with a lead
if you call within 5 minutes rather than 30 minutes?
If you feel like you are not getting any business from the leads you are generating,
or you are concerned about the quality, here are 5 tips that might help you
Act Quickly
Your prospects are busy and will move on quickly
When prospects call, email or submit an online form, they are actively asking you to engage with them. As
mentioned, even a 5 minute delay drastically reduces the chance you’ll turn that lead into a client. In fact, for the vast majority, if you wait more than a day they’ll probably have forgotten they even contacted you.
And I know we can always answer our phone, but keep this tidbit in mind: our internal research at Top Producer shows that 70% of people who get an agent’s voicemail don’t leave a message. They simply move on to the next agent. It’s vital to pick up the phone whenever possible (of course, not when you’re with a client!).
If you’re worried that you don’t find out about incoming leads in time, automate your notification with text message alerts (let me know if you’re looking from more help with that).
tip
Do Your Research
Before Responding
We work in a busy, fast paced world,…
…so look for solutions that let you provide personalized information - quickly and easily. Hopefully your lead generation forms give you a good cross-section of information so you can begin a follow up call on the right foot.
tip
Appreciate the Lead
Not every lead is created equal,
and not everyone is ready to transact today.
Be patient, and tailor your follow up, and you’ll find you’ll have more opportunities to connect with those internet buyers. Some early stage buyers & sellers take up to 12 months to transact.
That is future business, if your follow up is consistent.
tip
thr
Use the Same
Method of Contact
This one is pretty simple.
If they emailed you, email them back.
Same goes for calls. Some people just ‘don’t do email’ and want to talk to a live person. These individuals usually have more specific questions, and have often done more research on the neighborhood.
Just remember: get back to them ASAP.
tip
Leave Them with
Something Useful
They’ve reached out to you,
isn’t there something you can send them?
This shouldn’t be promotional, but information. A listing detail sheet, a great article about the neighborhood, market trends are all great ideas. When we follow up well it is a service to our prospects - service they will thank us for through future transactions and referrals.
tip
5 Tips for Better Lead
Follow-up
Step-by-Step guide that shows how Top Producer 8i
helps you respond instantly to hot leads.
LISTINGS (ACTIVE) Go to Listings ADDRESS EXPIRY DATE MLS# SELLERS LIST PRICE
Los Cocos Drive N, Ranch Mine Rd
2011-05-11 ! XX1234567 McAllroy, Rory $123,456.00 55 Pads Avenue 2011-04-19 ! XX1234567 Woods, Nick $123,456.00 1234 Murray Boulevard 2011-06-21 ! XX1234567 Gargoyle, Greg $123,456.00
4 Saint George Street
2011-07-11 ! XX1234567
Minett, Kraeg $123,456.00 LEADS
Go to Leads Favorites Leads for Today (0)
Last 7 Days Last 30 Days Lead Quality 18%
18% 64%
Number of Leads by Quality Hot 2 Warm 0 Cold 2 Exclude 0 Not Set 7 MY BUSINESS NAME CONTACT METHOD REASON LAST CONTACT 0 0 0 0 0 1 5 40/49
Last refreshed 22 hours ago
Edit Settings Show All Create Report
Mass Exclude Mass Remove
Davis, John!
123.456.7890 (B)
Last contact was 3 months ago 2010-12-01
Colbert, Michael!
904.555.8888 (H)
Last contact was 4 months ago 2010-10-12
Woods, Nick !
604.555.8888 (H)
Lead was last contacted 10 months ago 2010-04-14
McAllroy, Rory! 111.444.8888 (H) New Lead Never Contacted Gargoyle, Greg! 123.123.1234 (H) Never Contacted Never Contacted + + + + + Contact Status
Last system update 2011-02-10 11:30 PM
Ready to Transact Active Inactive Never Contacted Exclude Not Set
13% 37% 16% 34% Contacts Last Name Go A B C D E F G H I J K L M N O P Q R S T U V W X Y Z All Dahl, Alesia [email protected] Daigle, Ryan 555.666.7777 (H) Dalton, Susana [email protected] Daly, Hugh 333.444.5555 (H) 333.444.5555 (H) 333.555.6666 (M) 333.666.7777 (F) [email protected] 133-8009 Shell Rd. San Francisco, CA 90210 Primary Damico, Danilo [email protected] Damron, Coletta cdamron@nologo .net Daniels, Todd 604.221.0914 (H) Davies, Jim 604.221.0914 (H) Delfino, Carl [email protected] Delk, Tina [email protected] Dee, Billy 777.888.9999 (W) Diaw, Beatrice [email protected] Financial Email Calendar Home Marketing Contacts Listings Mobility Contact Us | Self-Help Topics | Pre
ferences | My Account | Sign Out FULL SCREEN QUICK ACCESS
Welcome, Sales Agent
HomeHome
Click here to watch video on how to refine your follow-up program.
Have you seen the new Top Producer® 8i®?Receive instant lead alerts right to your phone by text and email. Respond within minutes. Quick response to leads equals a higher lead conversion.
To Learn how you can receive instant lead alerts, and for more tips, call Top Producer at 1(866) 561.0036
Buyer or seller
fills out a lead
form online
Lead goes into
Top Producer
®8i
®Instant notification
via SMS on your
mobile phone and
Follow-up
Immediately!