Write a post about lead generation and working leads and you will inevitably read at least one common comment. You will read someone saying that not all leads are created equal. Some will go on to say that they will not waste their time with a non responsive person and that a lot of Internet leads are a waste of time.
Well guess what, not all of them are created equal and not all of them will work out. That goes for all leads no matter where you obtain them. Whether it's a sign call, a referral from a friend or another agent, or whether it's an Internet lead. In the end, they will not all work out, but some of them will and that's exactly why you work the leads. Because some of them will become prospects, then customers, then clients, and finally some of them will be come sales. You can't get sales without clients and you can't get clients without leads.
You can give two Realtors the exact same leads, and one will outsell the other. It's because one Realtor will truly work the leads and not every Realtor will do that. Your competition reduces tremendously when you do the job right, because there are only so many people who will do that, and the rest have taken themselves out of the competition.
You have to make the call on each and every one of them and you have to follow up with each and every one of them. You may very well waste a little of your time by leaving messages and sending emails that will never get a return response, but how do you know until you try. One thing is for sure, you will lose 100% of the business you don't try to get.
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JL Boney, III - Columbia, SC Realtor - Russell and Jeffcoat Real Estate
I specialize in Columbia, SC real estate and the surrounding areas, including Blythewood, SC, Kershaw County, Fairfield County, and Lexington, SC. If you are in the market to buy or sell a home in Columbia, SC or any of the surrounding areas, I would love the opportunity to speak with to see how I can help. Thanks for reading and feel free to contact me if I can be of service to you.
Office- 803-788-1450 Cell- 803-730-9601 Email- jlboney@russellandjeffcoat.com
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JL - A lead has as much life as you put into it. I spend a great deal of effort into generating leads. You bet I do the follow-up.
JL...How we handle the lead is as important as the lead itself. It may be the person handling the lead or it could be the lead themselves and the way personalities mesh.
JL-Agreed! Any lead has to be pursued to the best of your ability and whether or not it comes to fruition-you did your best! I get annoyed with anyone who makes the presumption that the lead "is not going anywhere." I have sold or rented places to those very same leads.
If a person falls into the trap of 'Most leads are worthless' then they are doomed to fail. It's all in how the lead is worked to see if it's viable.
JL
Your post hits the mark, thanks for sharing your thoughts.
Good luck and success.
Lou Ludwig
JL...
I think the last line sums up this excellent post. Great job. my friend.
Great and to the point. I love to follow-up . . . I've got my 'methods' ;-)
Internet leads are often a long way from buying that's why people find them so frustrating. I put them on a once a month news letter and try to get them on listing book. If I see them searching, I email them or call them (if I have a phone number.) and try to show them that I know what I am doing and can actually help them.
You are so correct....They mau not all work out but if you don't work them then you will always know the result.
Analyze each lead and determine the quality of the lead. Place each lead into an appropriate program for handling that classification of lead in order to generate the maximum potential business.
JL,
One of the great tips I picked up at RainCamp was that I need to pursue leads until they buy or die. So, in the last month I've started being more aggressive with my follow ups.
Well said. The key is contacting each lead before qualifying them.
Funny, no matter how many times you share this information with agents the bottom line is some will always do it right and others never will. I guess that's what separates the Great Agents from the herd.
To me .. leads fall into the two "H's" ... Hope and Hard work.
Gene
Every lead must be put to work - nothing good ever comes out of easy!
THanks for getting this post ou to us today on AR. I enjoyed it.
Patricia
Yes! I have really had to push myself to "call" the email leads. I have tried rationalizing that they don't want a 'call' since they didn't call in the first place. But this is only my own FEAR talking. If they entered a legit phone number, they are probably expecting a legit phone call! Thanks for the reminder.
Well i'm glad to know that other realtors work the leads until (as Irene Kennedy said) "they buy or die."
Sometimes it seems like we do sooo much work without knowing what will become of it. But we have to continue putting one foot in front of the other and believe that it's IN THE DOING!
Your competition reduces tremendously when you do the job right, because there are only so many people who will do that, and the rest have taken themselves out of the competition.
Hi JL,
What a GREAT point. I believe the 80/20 Rule applies here. The top 20% of agents in any market are probably those agents who take the time to do the job right.
Some agents are better at converting than others.
That is a fact.
It is totally up to the agent and their skills and persistence.
Leads =opportunity. They come at all levels and time frames. Thats what keeps us in business.
Interent leads can take longer to grow but thats building for the future. Your email updates or phone calls are the fertilizer. Happy 2010 farming!
Leads definitely need follow up--some more than others. Sometimes a lead does not seem like it is going anywhere and then all of a sudden, when you call, they are ready with a whole new attitude. It is always a great feeling when that happens!!
Congrats on the feature. I have to agree with most of these comments which is that you need to be consistent and follow-up with leads. How you approach the lead makes a difference on if you will get the sale or not.
So true. Just yesterday I got an internet lead. The writer may not be able to purchase for several months and may lose out on the home she wanted to buy, but I will work with her and get her squared around, and she will be a great buyer down the road. Just stay in touch...doesn't take much effort and everyone will be satisfied in the end.
JL- I agree! I have also passed a lead on to another agent because I sensed that I was not the right personality for the customer. Everyone ended up happy.