Comments on: The Sales Cycle of the Web Lead http://www.loulynch.com/the-sales-cycle-of-the-real-estate-web-lead/ Lou Lynch - Internet Technology Professional Wed, 04 Aug 2010 04:53:47 +0000 hourly 1 http://wordpress.org/?v=3.0 By: Jolenta@Madison homes for sale http://www.loulynch.com/the-sales-cycle-of-the-real-estate-web-lead/comment-page-1/#comment-4395 Jolenta@Madison homes for sale Mon, 22 Mar 2010 00:20:49 +0000 http://www.loulynch.com/?p=164#comment-4395 @Lou: I hadn't thought about scoring each web lead in my lead management system. Currently I only have the ability to divide them into the following categories: active, pending (the default), rejected, closed. These are the categories that I see from the top level so if I want to know more about that prospect I have to click into each name. It's too time-consuming so I'm not even working the leads like I should, I've started relying on them to call me (I know, not good!). If I were to add some custom labels to the above categorization, which ones would you recommend. Again, the whole objective to tweaking what I have would be to make it clearer who I should call or how many times I've tried to call or email someone so that I can either stick them on a drip or move them to Active status because we've made contact and they are open to working with me. Thoughts? @Lou: I hadn’t thought about scoring each web lead in my lead management system. Currently I only have the ability to divide them into the following categories: active, pending (the default), rejected, closed. These are the categories that I see from the top level so if I want to know more about that prospect I have to click into each name. It’s too time-consuming so I’m not even working the leads like I should, I’ve started relying on them to call me (I know, not good!). If I were to add some custom labels to the above categorization, which ones would you recommend. Again, the whole objective to tweaking what I have would be to make it clearer who I should call or how many times I’ve tried to call or email someone so that I can either stick them on a drip or move them to Active status because we’ve made contact and they are open to working with me. Thoughts?

]]> By: Web Sales http://www.loulynch.com/the-sales-cycle-of-the-real-estate-web-lead/comment-page-1/#comment-3725 Web Sales Wed, 24 Feb 2010 17:24:40 +0000 http://www.loulynch.com/?p=164#comment-3725 This was a really useful post, I would not have thought to consider some of the points made here! I have a small business and am looking to set up an online base, so I will definitely have to bear this information in mind when I consider web sales and would like to thank you for setting it out so clearly! Meg This was a really useful post, I would not have thought to consider some of the points made here! I have a small business and am looking to set up an online base, so I will definitely have to bear this information in mind when I consider web sales and would like to thank you for setting it out so clearly!

Meg

]]> By: Lou Lynch http://www.loulynch.com/the-sales-cycle-of-the-real-estate-web-lead/comment-page-1/#comment-2304 Lou Lynch Wed, 06 Jan 2010 14:33:07 +0000 http://www.loulynch.com/?p=164#comment-2304 @Jolenta: I agree drip is not the answer but at the very least, it will keep your name in front of them while the lead makes the decision to move forward, which is vitally important as you know (8 out of 10 customers use the first REALTOR they come into contact with). Personally, I am not a big fan of receiving automated messages (drip). So when I am the one sending it, I try to make the information I am sending something of value to the user e.g. local resource lists, tips on financing, etc. This makes me feel better about setting customers up on drip as I am providing great customer service and not spamming them. In response to tracking leads, it is a good idea to use a lead management system (if you aren't already). Score each lead as they register and then again every time they return. Organize your lead list by score and start calling! @Jolenta: I agree drip is not the answer but at the very least, it will keep your name in front of them while the lead makes the decision to move forward, which is vitally important as you know (8 out of 10 customers use the first REALTOR they come into contact with). Personally, I am not a big fan of receiving automated messages (drip). So when I am the one sending it, I try to make the information I am sending something of value to the user e.g. local resource lists, tips on financing, etc. This makes me feel better about setting customers up on drip as I am providing great customer service and not spamming them.

In response to tracking leads, it is a good idea to use a lead management system (if you aren’t already). Score each lead as they register and then again every time they return. Organize your lead list by score and start calling!

]]> By: Jolenta@Madison homes for sale http://www.loulynch.com/the-sales-cycle-of-the-real-estate-web-lead/comment-page-1/#comment-2290 Jolenta@Madison homes for sale Wed, 06 Jan 2010 04:52:57 +0000 http://www.loulynch.com/?p=164#comment-2290 Excellent post, Lou. I'm looking forward to reading your valuable insights on how to convert Internet leads. I find it really awkward to put people on a drip campaign so I haven't up to now. I know that's probably a mistake but I just can't bring myself to do it (yet). The question then becomes however, how can I keep track of where all my leads are at without driving myself completely crazy?! Excellent post, Lou. I’m looking forward to reading your valuable insights on how to convert Internet leads. I find it really awkward to put people on a drip campaign so I haven’t up to now. I know that’s probably a mistake but I just can’t bring myself to do it (yet). The question then becomes however, how can I keep track of where all my leads are at without driving myself completely crazy?!

]]> By: Anthony@Sales Help http://www.loulynch.com/the-sales-cycle-of-the-real-estate-web-lead/comment-page-1/#comment-2284 Anthony@Sales Help Wed, 06 Jan 2010 02:02:46 +0000 http://www.loulynch.com/?p=164#comment-2284 It is amazing how much quicker everything goes on the web. If used properly you can make more money and faster. It is amazing how much quicker everything goes on the web. If used properly you can make more money and faster.

]]> By: Ana @ Air Hogs Switchblade http://www.loulynch.com/the-sales-cycle-of-the-real-estate-web-lead/comment-page-1/#comment-1802 Ana @ Air Hogs Switchblade Wed, 09 Dec 2009 22:04:28 +0000 http://www.loulynch.com/?p=164#comment-1802 Great article :-) the stats youve mentioned really dont surprise me that much - so many people use the internet to browse these days. Ive read stats somewhere that say that for small purchases of books, people often visit the website 3 times before finally making a purchase! .-= Ana @ Air Hogs Switchblade´s last blog ..<a href="http://airhogsswitchblade.com/air-hogs-rc-planes.php">Air Hogs RC Planes</a> =-. Great article :-) the stats youve mentioned really dont surprise me that much – so many people use the internet to browse these days. Ive read stats somewhere that say that for small purchases of books, people often visit the website 3 times before finally making a purchase!
.-= Ana @ Air Hogs Switchblade´s last blog ..Air Hogs RC Planes =-.

]]> By: Eric@Tampa Commercial Real Estate Broker http://www.loulynch.com/the-sales-cycle-of-the-real-estate-web-lead/comment-page-1/#comment-1764 Eric@Tampa Commercial Real Estate Broker Mon, 07 Dec 2009 03:34:40 +0000 http://www.loulynch.com/?p=164#comment-1764 Agreed...agents that are new to Internet leads get frustrated by the lack of response and lag time in response. For those individuals that don't talk to you. You have to have a consistent and persistent follow up system (emails, newsletters, etc). A lead is a lead. You have to work it. Eric @Tampa Commercial Real Estate Broker´s last blog ..<a href="http://floridatriplenet.com/blog/vacant-commercial-real-estate-tampa/florida-immigration-attorney-chimes-in-on-us-visas-for-real-estate-investors/">Florida Immigration Attorney Chimes in on US Visas for Real Estate Investors</a> =-. Agreed…agents that are new to Internet leads get frustrated by the lack of response and lag time in response. For those individuals that don’t talk to you. You have to have a consistent and persistent follow up system (emails, newsletters, etc). A lead is a lead. You have to work it.
Eric @Tampa Commercial Real Estate Broker´s last blog ..Florida Immigration Attorney Chimes in on US Visas for Real Estate Investors =-.

]]> By: darren@berwickrealestate http://www.loulynch.com/the-sales-cycle-of-the-real-estate-web-lead/comment-page-1/#comment-1703 darren@berwickrealestate Wed, 02 Dec 2009 12:38:27 +0000 http://www.loulynch.com/?p=164#comment-1703 Thank you for the great information you have included here. Certainly given me some ideas. Thank you for the great information you have included here. Certainly given me some ideas.

]]> By: Chino Hills Homes http://www.loulynch.com/the-sales-cycle-of-the-real-estate-web-lead/comment-page-1/#comment-1170 Chino Hills Homes Sun, 25 Oct 2009 14:14:37 +0000 http://www.loulynch.com/?p=164#comment-1170 Lou I agree that the time line for contacting the lead and following up is short. You have about three seconds once they hit your site to capture their attention. I'm always working with my team to stay in contact with a lead with more then just a drip email campaign. Lou I agree that the time line for contacting the lead and following up is short. You have about three seconds once they hit your site to capture their attention. I’m always working with my team to stay in contact with a lead with more then just a drip email campaign.

]]> By: St Paul Apartment Guru http://www.loulynch.com/the-sales-cycle-of-the-real-estate-web-lead/comment-page-1/#comment-1143 St Paul Apartment Guru Fri, 23 Oct 2009 16:11:55 +0000 http://www.loulynch.com/?p=164#comment-1143 Thanks for the tips, we are in the process of launching a new website ans this is really helpful. Thanks for the tips, we are in the process of launching a new website ans this is really helpful.

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