The National Association of Realtors research shows the average buyer searches for 2 weeks on their own prior to contacting a real estate agent. For this reason agents now need a strategy designed for internet lead conversion that can be completed over a 10 – 14 day time period.
I hear agents all the time !!!! saying “web leads suck” or “internet leads are a waste of time” and i know for a fact that they dont ! I Work with 2 top agents in the San Diego South County area and 80% of their closings are from internet leads !!! and i know a top agent in the USA that was kind enough to share this amazing and proven web lead strategy with us all and help others with the ongoing challenge of not knowing how to convert an internet lead and of course the below can be accomplished with a CRM of your choice.
Once you make contact you must adjust your message and plan to fit the client’s needs and timelines. Once you schedule the appointment, determine their timeline or verify their contact information then stop the system. If you have not scheduled an appointment and have missing information then the lead goes into the 10 day follow up system.
Your 10 Day Internet Lead Conversion Plan:
Day 1
- Send introduction email.
- Make introduction phone call.
- Send follow up email thanking them for speaking with you if they answered.
- Mail a notecard with 2 business cards in it.
Day 2
- Send foreclosure email or list of properties that fit client criteria if you captured that with whatever source generated this lead.
- Search for lead on Facebook and send a short message.
Day 3
- Email message that you are available this weekend.
- Make follow up call and leave voicemail if no answer.
- Send first video email (if video mentions that you are available it can be combined with step .
Day 4
- Send email with a free CMA offer or relocation package.
- Attach a Just Listed Property list to email.
Day 5
- Send a “how am I doing” email.
- Attach a Recently Reduced Prices Property list to email.
- Conversion Tactics
Day 6
- Take one day off during the plan. This can be put any day between Day 3 and Day 9.
Day 7
- Send Special Services Email.
- Make another follow up phone call and leave a voicemail if nobody answers.
- Send a text message if you are confident in the phone number you have.
Day 8
- Send specific property email.
- Search other social media platforms like LinkedIn and Twitter and direct message them otherwise send another Facebook message if possible.
- Research their listing search activity.
Day 9
- Email “Long Shot CMA” message.
- Make another follow up phone call and leave a voicemail if nobody answers.
- Research their listing search activity.
Day 10
- Send Contest or Trivia email or video email.
- Attempt contact once again via social media platform.
- Research recent listing search activity.
- Phone call for final call and leave a voicemail if nobody answers.
Day 11+
- Discard contact if not valid.
- Place contact into drip program if you have valid information for long term continued follow up.
I hope you find this lead conversion program helpful and that you never feel that internet leads are a waste of time again and now you can go Attack this Market !!!
Ulysses
