When it comes to converting internet leads, phone calls, drip email and auto-responders are a good start but long-term follow up gets the job done. Even if your salesperson is responding to the lead in record time, the majority of leads just aren’t ready to talk. The best way to convert the highest number of internet web leads is to hire a lead coordinator. Read More
In my last post I wrote that 70% of web leads are non-responsive to sales calls (and emails) within the first 90 to 120 days. To better spread the word, I dropped a leader post over at ActiveRain and found out that some of my readers over there took what I said to mean that it was pointless to contact leads during the non-response period. This is absolutely not the case, it was my intention to convey quite the opposite. In my opinion the non-response period presents the greatest amount of opportunity for agents that are clever enough to make contact and begin building rapport. Read More
According to recent data, more than 70% of real estate web leads are not ready to buy (or even look at) homes until 90 to 120 days after they first register on a real estate website. In fact, the majority of the leads that are in the 90-120 day period are non-responsive and simply not ready to be contacted by a salesperson. The bright side is that almost 80% of those leads will eventually close up to 1 year after the 90 to 120 day mark making the average sales cycle 15 to 16 months in total. Read More
For salespeople, the task of analyzing lead data accomplishes a few things that help tremendously in the conversion process. Having in-depth information on the lead prior to follow-up puts the salesperson in a better position to sell. The better the intelligence, the better the opportunity exists for a salesperson to prepare a pitch that is relevant to the needs of the customer.
Website registration is one of the most important pieces of the conversion process when it comes to real estate websites. Websites void of user registration convert at such a low rate, the cost/benefit quickly becomes unbalanced, stunting the website’s ability to sustain itself. On the other hand, websites that practice strict registration prior to the display of real estate listings fail at effectively converting users to customers as users simply won’t register. The answer lies somewhere in between, something I like to call a hybrid registration.