In my recent business planning workshop, I shared a variety of lead conversion rules that agents should follow to be successful. Today we’ll be shining the spotlight on rule two: Your leads are not your leads.
You may think you have a lead in your pocket, but think about it. If you met them at an open house or something similar, they probably gave their info to several other agents whose showings they also went to. Nobody just goes to a single open house. So, you may have a lead, but it’s not just yours.
A sub-rule to this is that you need to follow up with a new lead as soon as possible. If you waste too much time, another agent is going to swoop in. It becomes even more important when it comes to online leads, who are able to simply click and find a different agent at any time. Zillow also points leads toward other agents and sells the lead’s information to them. Do everything you can to follow up in a timely manner.
It’s also a good idea to follow up often—I’ve never lost business by following up too much or too soon. If a lead tells you to call them in a week, call them in two days instead. Whatever they say, divide it in half.
By following this rule, you can help keep leads in your pocket and prevent them from looking elsewhere. If you have any questions or would like more information, feel free to reach out to me. Until then, stay tuned for the next section of my business planning workshop.
