Straight Talk on Managing Your Leads

Consumers (and I) will tell you that most agents have room for improvement when it comes to following up with leads. It honestly boggles my mind. Research clearly shows that consumers work most often with agents who respond first to their inquiries.

Why do some Agents struggle to sell five homes in a year and others sell 100? Two words: Lead Management.

Frankly, getting leads isn't that difficult. You can generate leads all day and night through your website, advertising, word of mouth, yard signs - on and on. The tougher job is managing leads. In fact, converting leads is the number one issue affecting the sales profession across all industries - real estate is not alone.

That's why I believe the first investment an agent should make is in a lead management system - it is the kitchen for the restaurant. It doesn't have to be the latest, greatest high-tech gadget on the shelf. Ask yourself, "Is my system helping me achieve my sales objectives?" If not, it is time to invest in one that does.

Interacting with Consumers

Consumers - and certainly this is true with real estate clients - want it both ways. They want to look at what's out there for sale without being bothered by a sales agent. When they are serious about buying, they want an instant response to any inquiry.

That's why most successful lead management efforts include a drip mail campaign to keep your name in front of the prospect (and in your database), even when people leave only an email with no phone number. When they give a phone number, you can make initial contact with a quick call and learn valuable information that will help structure your plan for further contacts though emails and periodic calls.

If someone is shopping homes, actively or passively, it is likely they have filled out contact forms on other agent's site as well as yours. If these other agents are doing their jobs, they are also calling the prospects and turning on the faucet of drip emails. If you call first, you will reach a certain number of people who are ready to go. For those not quite ready to buy, you increase the likelihood they will work with you when they are ready if you put them in your database and continue to follow up by email.

Make a Commitment: I will take a look at how I am managing my leads and will make the necessary changes.
Deadline: _________