After Bob Stewart announced his latest challenge/contest about how to convert internet leads, I wanted to take a few minutes to share what has worked for us to this point. This may not seem overly organized, since I never seem to take the time to outline anything before it spills out onto the screen, but that's okay, right?
Either way, I hope you find it to be helpful.
I remember when my business partner and I started our real estate website, AustinTexasHomes.com, back in 1998, and I also remember the types of questions we heard from our colleagues:
- Who's going to see it?
- Why would you want to spend your time on that?
- Do you think it will actually result in any sales?
BE PERSISTENT
This may run counter to your notion of what constitutes proper etiquette, but I assure you that it works. I sold a $1 million+ home on a golf course near Lake Travis to a buyer that my assistant called SEVENTEEN times before she reached anyone. By "assistant", I mean "wife". :) Was the buyer upset? Nope. He was grateful that we finally made contact and provided the information that he wanted. He ended up buying a downtown area condo for his daughter from me later, too.
If you think about how busy you are during an average week, you might appreciate this approach more. I'm not recommending that you leave sixteen messages. I'm suggesting that you earnestly try to reach each buyer at different times of the day for the first 48 hours or so after you have the lead in hand.
Will this work for every buyer? No, it won't. Will you increase your conversion rate if you manage to get more buyers on the phone? I would like to say an immediate "yes", but it probably depends on your phone skills, frankly. Which leads to my next point...
BE ENGAGING
AUTOMATE SOME OF THE PROCESS
Having used many "back end" systems (including a period when we had none at all), I can certainly attest to the importance of having a solid drip email campaign coupled with listings that meet your client's criteria. We use Automated Homefinder for this - it was actually developed by a friend of mine who is right here on ActiveRain: Joel McDonald. I have found the features therein to be robust and helpful for our agents. There's an interesting newer tool which allows us to look up the buyer on Facebook, Twitter and LinkedIn before calling. Hopefully, I don't have to go into great detail about how helpful this information can be when you make the first phone call or send the first email.
Automated Homefinder or any good CRM system does a good chunk of the work for the agent, but don't kid yourself into believing that automation can supplant the personal touch. Select a tool that works well for your needs, but keep in mind that it's meant to enhance your relationship, not replace it. As a side note, I was not paid for my endorsement of AHF, but if you sign up with Joel, let him know I sent you and he might compensate me. Who knows? :)
BE AVAILABLE
Four years ago this month, I answered a phone call from our website from someone who was interested in buying a home on Lake Austin. 22 days later, I closed this buyer on a $3.4 million home. Yes, really. It was one of the top 10 sales for 2006 in Austin. What's the lesson here? Answer the phone! If someone calls or emails you, and it takes days to get a response, do you think they will wait patiently for you and only you to get back in touch? You already know the answer to this question, I hope.
BE PREPARED TO FOLLOW UP FOR AWHILE
You've probably also heard this axiom at some point, or maybe many, many times: Internet buyers have a longer sales cycle. While this can be true, I think the anecdote I shared just above this section refutes this, and I have plenty of others. That being said, I will share another story with you in the interest of bragging teaching. In 2005, my business partner made contact with a couple who were very interested in relocating to the Austin area from out of state. Their budget wasn't unlimited, but it made my pulse race a bit. He met with them during two or three visits, months apart. After roughly 13 months of staying in touch with this couple, he sold them an luxury acreage property for almost $4.1 million.
DIFFERENTIATE YOURSELF IN SOME FASHION
This is one area that I probably need to work on a little bit in order to achieve it consistently, but I can give you a couple of quick examples from my experiences that might help:
- Consider sending them something via "snail mail" - most agents won't go out of their way to send any tangible package
- If the opportunity presents itself, take a video of a specific property, attraction, or area that you think they might find interesting, then personalize it and email it to them - I know this would make an impact on me. Make sure you appear in the video!
- If they express interest in a particular home, take a bunch of pictures, put them on a CD, write their name on it, and send it in your package - I got this idea from my friend Bruce Brockmeier of HouseHunt (good stuff!)
I hope these tips come in handy. Feel free to contact me with any questions you might have. Thanks for reading!
For other methods of converting internet leads, be sure to check out giftofshift.com/activerain where you can purchase a limited edition hardcover of Gary Keller's book SHIFT, which comes with a free version of the eBook Soci@l: Attract Friends, Followers and Connections to Your Business, written by Ben Kinney and Jay Papasan (in which Ben shares his 'ten days of pain' lead conversion method) as well as free audio versions of Millionaire Real Estate Agent and Millionaire Real Estate Investor all for $19.99.
Photo credit: http://www.flickr.com/photos/gesteves/2477396306/
If you enjoyed this post, why not connect with me elsewhere or subscribe via email?
If you're looking for a home in the Austin area, you can also visit my primary Austin real estate website at www.austintexashomes.com. If you're interested in social media training, visit 210 Consulting. Thanks!
Thank you for sharing, Jason. You gave some good tips in this post.
oh i so want to read your post Jason - but we should get 100 pts for reading one of yours - its worth 4x the average post no doubt? Hey we didn't get a chance to wish each other a Happy New Year! Back when I've read it :-)
Maria - You're welcome - hope it comes in handy for you!
Liz - Happy new year, my friend - hope you enjoy the post!
Great information, Jason. I like the phone skills bit since that is my strong point, English accent and all. One needs to differentiate onself somehow.
Thanks for the informative post.
Ralph Gorgoglione
John Aaroe Group, Inc.
Los Angeles Real Estate
This is getting ridiculous. Almost every post being linked to on my blog is worthy of being featured. Don't be surprised if tomorrow all 18 posts on the feature board are from the contest. Awesome post Jason. I'm going to have to wait to feature it until a few other posts get up there about something else :-) I'll do it tomorrow. Remind me if I forget.
Jane - Perhaps I should have you make MY calls. You probably have the perfect voice for real estate.
Ralph - Glad you liked it!
Bob - Not to worry - I probably won't forget. However, I will also be making a day trip to San Antonio, so I'll do my best to get in touch. :)
I sold a $1 million+ home on a golf course near Lake Travis to a buyer that my assistant called SEVENTEEN times before she reached anyone.
Wow! That might be a record. Proving, yet again, that persistence pays off!!! :)
Bruce - True story! I think those calls were all within the first couple of days. :)
Great post JC !
I have found that persistence and patience served me well too :o)
Cheers mate !
Sheldon :o)
We have had success with being persistent with our phone calling. I am glad to hear someone else does it because when I am sitting there making those calls I wonder if it is the best use of my time. Thanks for reconfirm it for me.
I send out handwritten notes I think it makes them feel special. Thanks for the other helpful tips I will implement them.
Jason,
You remotivate me to keep up with those long-term possibilities! Thanks.
Jason after closing on a $3.4 million listing, how do you keep inspired for the person that calls right after or a $150,000 cottage. Each market is different and each approach also different. In the end it becomes a matter of what works and how pleased we are with our individual levels of success. Thanks for sharing
Jason, you gave me more tips to convert these leads. I plan to share them with the team today. We work hard to get our website to be noticed. Converting these to actual cash.....we can always improve.
Jason, excellent post! Saw that you had posted it on Twtitter this morning! Thank you for your ideas!
Great advice Jason. Your advice about persistency is key and also making sure the lead is addressed immediately. You were certainly far ahead of most Realtors having a website in 1998!!
Goodness, so you mean that it is ok to call someone that many times in order to reach them, finally? It seems like all of the internet conversion stories I've read so far have that in common - the need for persistence. I'll have to get my "assistant" (i.e. the wife) to free up some time for me to do that! Thanks Jason, this is a gem indeed.
excellent advice. especially the part about staying in touch. I'm going out Saturday to look at land properties with a guy and his dad - been intouch with them for more than 1.5 years!
Being persistent I believe is the key to real estate. Great advice and tips in your post.
Hi Jason,
Great information ...... people are on the move with a busy life, timing and plenty of persistance
Thank you
Persistence and patience can be the key with the online lead. My longest was three years with some overseas Buyers but was well worth the effort and time put in. Thanks for sharing your experiences!
Jason, you have outlined some excellent points here. With all marketing efforts, you need to identify what works and what about it makes it work, which you certainly have done. Your points about the personal touch and engagement are so important in combination with consistent communication - buyers have to realize there is a real person on the other end of the net that they can make a connection with to help them see that you are the right person to help them with their purchase.
Jason, I appreciate how developing a disciplined consistent approach to lead conversion opens the door to success. Sometimes remarkable success!
Steve
Hi Jason
Great Post. A lot of good information for a new agent. Also good for the older agents. The high point is answering the phone. I have had to call agents 5 or 6 times over a couple of days before they answer or return the call.
Much Success in 2010
Go Horns
Tom
Great, great post and couldn't agree more. Thanks for taking the time to share.
I particularly agree with the part about not necessarily being able to teach someone how to connect in that first phone call. It's an art, but IMHO the most important thing about the process. If you can connect with them the door is opened. After that your skills at finding them the property they need and being able to professionally represent them finishes the deal.
Amazing stories...very inspiring. Thanks.
Lots of good suggestions Jason. I think the CRM will greatly improve m y business. I'll check it out.
I haven't read all the internet conversion posts but THIS post is fantastic! Thanks Jason!
My ice-breaker on the phone? I tell them that e-mails from MLS will come from lcain@ . . . , but since my last name is Cain, e-mails from my personal account will come from razncain@ . . . I tell them it's not a virus - just a reflection of my personality. I would say that 9/10 laugh. :-)
Great tips, Jason!
Really informative post. Some great ideas in there too. There is no substitute for the personal touch, but as you said you can't go the extra mile for everyone so pick and choose to solidify those contacts.
I was given some advice years ago when I started in this business: never give up on a lead. You really gave me a few practical examples here. Thanks!
Jason, that answer the phone deal was SWEET. Great writeup. So many agents do not answer their phone, or for that matter return the voice mails.
Jason, as you know, and always needs to be shared, it is not any one thing: it is everything: and one muissed step drops the ball: i'll bet you do not do that often: I can see it in your face, youri intensity, your attention to detail, and your attitude: Mozletov.
Jason: I concur! My largest sale: $3.9M was from an internet inquiry. I had passed the lead to my buyer's agent who turned it down because she thought the lead was no good and the buyers weren't serious. I took the lead back, followed-up, and sold them a home within 6 months.
If anyone has this process down, it is you my friend. Thanks for sharing with the rest of the community! BTW I like the picture of your desk with ALL of the books above the computer, we are both "book worms"!
Jason,
The can do attitude you have is awesome. I love the fact you started on this in 1998, way back when in the Internet Lead Conversion world.
All the best, Michelle
Hi Jason. I appreciate that you share some of your secrets. Unfortunately some agents do not return my phone calls to show their listing(s) so IMHO it is key to respond and to be persistent whether it be for listings or customers. Just do not be annoying. Sometimes that can be difficult to ascertain. ~ Lana
Jason, thanks for this post. Excellent advice. I learn new ideas on ActiveRain almost every time I log on.
Great post!
Super great insights. I like the idea of sending a personalized CD, it seems archaic, but I will always remember the real estate agent that sent me a packet of marigold seeds to remind me of the pros of owning a home with outdoor space.
I like the idea of sending them something through the regular mail. I know when I receive something through the mail it's always a little bit exciting. I could see this act creating goodwill and setting oneself apart from the crowd.
Thanks for sharing. Remember what they taught us years ago: "Stick with 'em until they buy or they die." That's really what it takes.
Also, I can't agree more with making that connection over the phone. I have perfected this and found it to be very useful - it's not being fake, it's being genuine.
Those are excellent points, Jason. What's best is you speak from personal experience and have had great success using your methods. I've heard that it takes a minimum of 7 points of contact before the average consumer will respond. However most agents give up after the first or second time (I've been that guy a number of times). While no one likes being rejected, I try to keep that attitude of "I'm trying to help this person by providing the info they want and need." I'll be sure to remind myself of all your advice in the future.
Jason, what a wonderful clear and simple follow through campaign. I'll bookmark it as an excellent example for my clients. Thanks... And I love the idea of taking pictures and sending them along.
Jason, thank for for sharing this excellent information. The follow up is key and I'm sure we've quit trying to reach a lead after 4 or 5 calls when we should have just kept going. 17 may be an extreme, but it does make a valid point.
Jason,
I don't think there is a number on how many times you can call. I use the theory of call until they tell you stop!!
Jason, Thanks for the nudges. I am good at initial contact but admit to being bad at follow up when I don't hear from them. It's on my 2010 list of things to get better at.
Jason
Thanks for sharing your experience and your thoughts. Back in the 70's, 80's and 90's I was one of those software development guys who helped create this technology (but in a different industry), but never had to use it. Now I am on the other side of the fence, trying to learn how to use this technology in my real estate business and I find blogs such as yours very helpful.
My goodness Jason - thanks for the plug! We had an abnormally high number of inquiries this morning and only after looking through our logs, found out about your post. It was a very nice surprise. Thank you!
Although I'm extremely proud of how automated our system is, automation is still only a catalyst. If you don't follow up and engage with your prospects, you won't be but 5% or 10% as successful as you could be by just picking up the phone and interacting.
For 2010, we're trying to encourage all of our agents to have a goal of calling their prospects within 5 minutes of getting a lead - which is why we implemented the text alert feature in our system. According to NAR, calling within 5 minutes increases your odds 21 times over calling just an hour later. Calling a day later drops your odds off of a cliff.
Thanks again Jason!
What a great post and it is really spot on! I appreciate your attitude and sharing of ideas that make us all successful.
Thank goodness for your persistent assistant!! :) I'm so glad to hear of your success via the internet leads. Great advice on making a connection with the person on the other end. :)
Jason - I find your post spot on. Some of the other ones I've read state people prefer e-mail. I was taught if they provide a phone number call them. I'm also a firm believer in snail mail, it's that extra step most agents don't take. Sending a CD is one I haven't thought of or heard of, but it's something I will definitely be doing in the future. Excellent Post!
Jason, Happy New Year and thanks for sharing some tips from your success. I agree with you about getting the prospect engaged in conversation and I especially liked your comment "Don't be afraid to make them laugh".
Very nice Jason - Transparent to Boot!!! - I have an "assistant" as well... :-)
Jason:
There are three things that I took away from you post:
Persistence is key. I wrote an offer over the holidays for a buyer I have "stayed in touch with" for five years.
Jason, Happy New Year to you. Thanks for sharing the information.
That is great information. I had completely forgotten about Lycos . . . Excite, etc.
Jason - When I first started as a Realtor three years ago I was a buyers agent taking about 100+ leads a month that came via Internet. I was on a KW team with a great team leader and learned a lot about converting Internet leads. Within my first 6 months I think I closed close to $1 million in Internet leads and another 500k in leads from my SOI, referral, open houses, etc. About 80% of the Internet leads I received buyers had submitted the correct contact information. Of those 80%, about 1 in 30 would actually end up moving down here. I employed the same tactics you mentioned in your post. I can tell you it works first hand.
Consistency, drip email marketing, regular follow up calls, and patience is the name of the game as you mentioned. I like the idea of sending something via snail mail. That's a nice personal touch.
BTW - Keep on letting it "SPILL OUT". Your writing skills after 600,000 points allow you to do so I think, or a combination of that and your natural ability to write good articles. Have you noticed a difference in your conversion rate on PPC leads vs. leads from the organic search results? I see you always pop up in the organic search results so you probably don't use a PPC campaign but i thought I'd ask in-case you did when you first got started.
Happy New Years!
Jason,
All my comments have been "taken", so I'll just say: congrats on your success. And, please, keep writing. :)
Great post, I'm browsing your links now
Three years and counting for me and I have as many leads from my meager internet capabilities as i do from word of mouth, etc.
I totally agree with everything you say. As a matter of fact, I got a call from someone just before Thanksgiving, this gentlemen was looking at a 4.8 million dollar home, but it was just recently "Under Contract", so we are feeding him other options. The kicker is his Brother-in-law/business partner wants a home too for around 2.5 million. Long way from the closing table. www.LovingCharlotte.com
Automated Home Finder is awesome! Their back end is easy to navigate and their follow up system is UNBEATABLE!
Thanks for the tips and the great blog!
All good stuff Jason.Some of those are just plain and simple no-brainers, but all to often forgotten in the day to day grind of being a Real Estate agent.
Congrats on the featured post my friend.
Hey Jason, nice post. Thanks. Read every word. Most of my business last year came from my website. And I'd like to get my turn rate a bit higher. Well, that's my 2010 goal!
All good. I am amazed that Realtors who would target with traditional media, take a shot gum approach to the internet. The media is different but the points like persistence, differentiation, and knowing who to go after hasn't changed.
Jason,
It's always refreshing to read a good blog post about internet lead conversions from somebody who really knows what they are doing and not trying to sell something.
What's your conversion rate for internet leads?
As Always... Great Post!
As usual, good stuff Jason! These are real, tangible, tips ... and may well become a contest winner! =)
Jason,
Thanks for the excellent & helpful post. You teach so much to all of us out there! Love your website it is so viewer friendly. Also love the story of calling someone 18 times. Patience does pay off.
Jason, great tips! I feel like almost all of my leads are internet leads, but when I look back, only a few actually closed. I need to be more persistent and not let them fall off the map!
Jason, great tips! I feel like almost all of my leads are internet leads, but when I look back, only a few actually closed. I need to be more persistent and not let them fall off the map!
Thank you for getting this out to us on AR today.
It's appreciated.....
~Patricia/Seacoast NH
Excellent post, Jason! Thanks for all the great tips.
I have a client that tried to kept in touch with another agent 4 times on a property, and when I got her inquiry, I wrote her back in 5 minutes. Not only is she looking to purchase a home around $1.5 million, her parents need something around $800,000 and they also want to purchase some investment property.
Jason: As always, a great informative post. thank you!
Lycos...haha, wow, haven't hear that referenced to in forever!
Hey Jason-
Great Post!!! I will keep this one in my log for future reference!!! Thanks for the info.
Thanks for the tips, Jason. I'm going to try the ones I haven't been doing, and try to adjust those I'm already involved in. I still don't convert as many of my Internet leads as I'd like. Maybe this will help me get better results!
Great tips, Jason. I really like the CD tip. I agree, persistence does pay off~take it from a Newbie, who has never considered giving up too quickly!
Great information. I get a ton of internet leads and have difficulty with follow up. I still convert quite a few but occasionally get bthe dreaded "We closed yesterday"
DOH!
Great post I will re read.
I've found that my conversion rates are better if I call as soon as I get the lead AND put the lead in TP on the right action plan. I just went in and made adjustments to the frequency of calls and emails based on my interpretation of the local market. Bring the Rain!
Jason,
Great post, liked the idea of using Facebook, thanks!
I am cracking up beyond belief about "Lycos Juice"! You are hilarious! This is such a great challenge to see what all the big boys are up to and I can't wait to read all the posts and cherry pick little hints, tips and tricks to add to my personal systems from my favorite bloggers!
Jason,
What a great post, chock full of useful information on converting leads!
Thank you so much for be willing, and taking the time to share from your experience.
Thank you for the valuable post, Jason! While I'm partial to the personal relationship approach as it is working for me and meshes well with my natural personality, this will be a good addition to my arsenal - well-rounded is never a bad thing!
Hi Jason, Thank you for a great post, persistence, patience and follow-up are key.
Jason,
I am a little behind the times and i know I will look silly when I ask you this but...
How do you take a video and email it? Maybe my video camera is too old and it isn't equipped with what is needed to do this. You might have to write a blog on this for many of us who probably really don't know how. :-)
Wendy
As always you nailed it! I don't do much online but should and I will use your advice and experience to get started.
Thanks very informative,
Frank Marta (Texas Home Loan Specialist)
Thanks Jason. Good reminder that follow-up is more than one or two calls.
kp
Good advice there...especially persistent, engaging and automate! Thanks.
Thanks for the informative post! I've just started using a drip e-mail system.
Jason - This is a self fulfilling prophecy for me... thanks for the motivation... I needed that... Happy New Year my friend...:-)
Great post...thanks for sharing your success stories. It all works ~ it's up to us to make it happen.
Jason that is a great article that most people would have given up way before 17.
Jason -- NIce post. I really liked your differentiation tips -- especially the video. That's certainly something that makes you stand out among the rest 1)for the extra effort and 2) you are definitely in the minority of those providing it.
Thanks for the tips. I just bookmarked your article to save.
Jason, thanks for these great tips, this is an area that I need to work on strengthening a lot.
Jason, this post is very timely. I am just now starting to see the fruits of my labor from blogging. I worry that I'll be too much of a pest when getting back to internet leads. After reading your blog, I can see that those are the people who get the business. Thanks for the suggestions.
Jason, you are so right. There is always a time during 'internet courtship' that I think I've lost the lead. But what I find out later is they were really busy and put their relocation on the back burner. Definitely never give up!
Great ideas all. Jason one of my best lead conversion tools has been me. Just being honest and hardworking.
Jason - Thanks for all of the encouragement and tips about internet lead conversion.
There are some good tips in here... I have to admit, I don't see myself (or my "assistant) calling anyone 17 times in a row...
Wow, you just about covered it all. Great ideas in this post. Some of them I've already implemented and some I will be. Being persistent enough to reach someone after 17 calls is impressive. Maybe I need to get an assistant. LOL Great post!
Thanks for sharing this Excillent info....Good advise! I'll deffinatly use your advise to get better results from internet leads.
Jason,
It's obvious you have had a lot of success and done a lot of refining of your interenet conversion/follow up over the years.
I may need to look at that CRM. I need one.
Great tips. Obviously you are much older than I first suspected. Otherwise you would have been blogging and setting up systems when you were.. what?... 10 years old? Nice try! lol
This is good, solid advice Jason. I tend to give up too soon. Thanks for the motivation.
JAson - Well done. What a terrific list of what folks need to do to be successful with on-line Internet conversions. How can you go wrong when you follow these suggestions?
Jeff
Mark - Now you have me sincerely curious - how old did you think I was?
This is one of the best posts on this topic I've seen so far. You're a likable guy. If I were in Austin, I'd want you to be my agent too. I've listened to your radio show and read your blog. Good work.
Another great post. Great points to help succeed in the internet marketing world.
Have a great day
Tony
Jason--that is one impressive post. Well deserving of the feature, my friend. I bookmarked to re-read it again later.
I really must take steps to automate some of the process. Think I'll add that to my 2010 "to do" list.
You get the golden pineapple award for today - this is some post - chocked full of on-target info, engaging text, while exceeding the traditional character count is a nonobnoxious manner. Bravo.
Jason, thanks for sharing your tips with us. Maybe it's the inspiration I need to keep staying in touch with some buyers that I've been working with for 8 months. Lots and lots of work little extras. Every now and then I have a pity party and think I need to find a job in which I actually get paid for my long hours - but then something good happens and I get all excited again!
Jason
I have been quite successful in attracting website leads and am always looking for ways to improve the conversion rate.
Your blog has given me a couple of things to think about and I also agree with you in it is difficult to know how many times you should keep following up.
All the best
Ty
You're gonna laugh at this one, Jason. I have a 2 million dollar buyer that I have had on a personal gateway into MLS for over 4 years. Yes, no typo...that's a four and of course, I have contacted her personally from time to time. She contacted me just before Christmas telling me that the hubby was finally "throwing in the towel" on his current job and would be coming to buy in the spring...I think 4 years might be a record, don't you?
Great post Jason...thanks for the tips...good information to start the New Year out right!
I'm finding so many common threads to these blogs. It's sales 101.....really that's all it is:
Contact
Follow-up
Drip....Longterm Contact Program
Personality
I'm not sure if I expected anything different, the exact programs and products vary, but the theme is the same.
Jason, thanks for some "solid" food. Good stuff!
Great tips, thanks
Thank you for sharing all of those great ideas...great information to start off the New Year
I have always said that the secret to real estate is to live long enough (to finally get those people you have been talking to for years to the right life cycle where they are ready to buy or sell).
This is the second opportunity this week that I have had to think about drip email. Probably time to do something about it besides think. Thanks for the link to Ahf. I'll be sure to give youn credit!
Hi Jason,
I agree one follow up is key. I had one client register on my website for the automated listing notifier, I also put her on a drip campaign and followed up by email every 3 weeks asking if she received the listings. She aslo didn't leave a good phone number. The only reason I knew sh was still active was because I could see some activity in my online office of my website.
Two years later, 28 DEC, I get a call, "Oh, we're coming to town on 3 JAN to look at homes, are you busy?" I had no idea who I was talkng to, but it came to me really quick. We met, found a house in 2 days of intense searching, and closed the transaction three weeks later.
I've also had many internet leads buy within one week of intial contact. My advise, take every single lead serious, even if the search information seems bogus, like they ask for a bungalow with a double garage in the $100K range, when these homes are actually selling for $250K. I found that some people simply fill in the web forms incorrectly.
Good post. Thank you.
"If you can find a point of commonality with the prospective client early in your conversation (kids, movies, news, etc.), you'll find that they will warm up to you a lot faster. However, don't force it. Most people can sense insincerity very quickly."
This is so true and I find that the more "real" people are in this business the more business gravitates towards them!
Great points and great post!
Thanks for the "remider" regarding persistence paying off. Sometimes I too wonder if I am wasting my time, or upsetting the lead....This just reinforces the importance of due diligence to get to a closing!! Thanks for the post.
Great advice! Thanks for taking the time to spell this out. I'm working on it. Happy freezing weather there in Austin, and sorry about the game last night.
Great information - you make it sound so simple. Thank you for sharing these successful tips!
Jason, Good Points. I subscribe to your blog and enjoy learning from your experiences and suggestions. I've contacted Automated Homfinder recently and am waiting to hear from them. Any suggestions or comments about them adding part of North Carolina to their customer base?
Hi Jason, Thanks for a terrific overview of your system. I love the soft sell and persistent combination ! Happy 2010 to you !
Very good solid advise. Time is the key element. I have had people tell me know several years ago who I notice still check out my web site.
Jason - it's hard to believe how everything changed with consumer trying to do research ... presence on the web is essential and non questionable...Thanks for sharing...
With smiles,
Bo in Yukon
Thank you for the advice. I just spoke to a man who is looking to buy two investment houses at the beach. He doesn't have an agent anymore because the realtor who helped him buy his 2.2 Million dollar beach house didn't stay in touch! I just don't get it! You know who's gonna stay in touch? ME!!!!!
Dear Jason:
Thanks for all the great ideas. I'll put some of them to work right away. Keep up the good posting.
Tom Waite
Jason , you and the other comments have inspired me..i usually give the buyer a 2 or 3 times a call and then just put them on 2 different types of email drip campaigns....what can they do... tell me not to call? In a previous work i called bank presidents..selling a million dollar investment(minimum) sometimes, as a joke and to "test" and break the ice I would tell them "If you just make a purchase today I will not call you for a month" sometimes they laughed and bought
Jason - Thanks for the great tips. They are tangible and can be put into use immediately. 2010 is going to be a great year!
So many great tips. My phone is the key to so much of my business it is hard for me to believe other agents are slackers in this area. It is a must!
Great Post Jason. run a similar lead generation service (www.brokerdynamix.com) and the one point that you touched on but I think should be emphasized is that you need to reach out to prospects immediately after they have sent in a lead registration form or left a voice mail.
Our info shows leads conversion degrades as follows: after 15 minutes 10%; after 3 hours another 15%; After 24 hours another 40-50%. This was one of the biggest factors in our study of the numbers.
Awesome post, and I would expect nothing less from you. Keep it up, and don't forget to take your wife out for dinner!
* Who's going to see it? * Why would you want to spend your time on that? * Do you think it will actually result in any sales? - Funny thing is that I still hear these questions on a weekly basis.
Great information. I think the key lessons to be learned are a) persistence, b) professionalism, c) tact and d) desire or "hunger"
If you've got those four traits about you, you can handle internet leads and converting them to commission dollars.
Persistence, follow up, and be engaging.
Great advice for anyone in sales, or any entrepreneur.
Jason, I always enjoy posts, you make Active Rain worth my time to read.
Super post! Internet leads take patience but I find these buyers tend to be more informed and tend to look at less homes once they are ready to purchase. I have had many buy just off pictures and videos I have sent to them.
This is AWESOME STUFF! Jason can I have permission to print this out for my use?? Thank you for sharing. p.s. One thing I do is answer my phone. Need or want a home here in Franklin, NC? lol
Hello Jason! Thank you very much for posting your tips. I know I will remember them! It is so nice to have access to such valuable information. Keep it up!
Anna
Jason - Your assistant called SEVENTEEN times! I'd like to hire your wife...urrrr I mean assistant.
I just gave our agents a class in lead conversion and this is a great post to encourage them to keep at it. Persistence! Thanks for this.
Nice post. I am glad to have read it.
I definitely need to be more persistent. Sometimes I give up after calling 5 or 6 times. Maybe the magic number is 17.
Great and helpful stuff! You are ahead of the game, there are still agents without websites now! Bizarre.....and there are lots that don't get the online marketing and response time thing.
Best wishes, I hope this year is your best year ever!
Katherine
Great Post...The most important aspect is the immediate response. First one to respond wins...Good job on this post!!! My goal is to simply gather enough information to set them up on the IDX weekly report and add them to my weekly email blast to all clients. Congratulations on the big lick.
Great post Jason. Especially as it relates to persistence.
GO COWBOYS!!!
HAVE FUN AT THE GAME.
Jason: at $ixty grand per phone call, you can afford to come dry alot, unless your normal phone call pays you $100000! Great article, thanks.
So Jason, as a follow up, have you seen this post by Brian Jambor (U.S. Cybertek, Inc.)? Here's the link: http://activerain.com/blogsview/1422920/you-only-have-5-minutes-for-effective-internet-lead-conversion. I'd love to hear your take on this post. What do you think about the 5 minute rule?
Good article Jason! You mentioned a newer tool which allows you to look up the buyer on Facebook, Twitter and LinkedIn before calling. Would you mind sharing the application name?
Thanks for your insight.
Bill - It's mentioned in the post - Automated Homefinder. You can contact my friend Joel McDonald with any questions. He's a member here on ActiveRain.
Great tips - I feed e-mails in to find current clients that I am already working with - or closed with- but never thought to do this with a lead. I have a pending on my first million dollar buyer - and he was an internet lead that I sent a follow up e-mail to and we started working together. However, I definitely am not good at calling - but that is the BIG message I am getting - Thanks for the post.
Another great post JC and gives one a lot to think about. As a buyers agent I don't care where the leads come from as long as they keep coming. Our broker takes care of that and works them to the point of buying then we get them.
Thanks for sharing, and Teaching, (bragging)! If I had your record I would (teach) too!
Connie
Wow Jason, your persistence really has paid off...thats great. And a fantastic post! Thank you.
Good reading. Good post. Good examples as proof. I like.
We still get negative remarks from Associates who think that the Web and Blogging are just a waste of time! Boy, can you show them Jason!
Larry & Sheila
The internet is just a fad, isn't it? *kidding* Great Post!!
Nice price range you sell in there! How did you end up in the luxury end? I'd love to make a push in that direction in my area.
Justin - My primary advice is to just go after that business like you would any other. They're just people, after all. :) Don't be afraid to market yourself, and show them that you are willing to go the extra mile for them.
Thanks. I grew up in an area where the housing prices were pretty high. There are a core group of agents that have been selling there for years but they won't be around much longer due to their age (they will most likely retire). In addition, these agents don't all have great reps and I have not had good experiences with two of them. Seems like i might be able to break in there, huh?
They are just people, but lots of them have big egos/attitudes to go along with those big purchase prices. Thanks for your reply.
Jason - do you also use a Contact Management System for tracking and following up with buyers or just the homefinder system? We're looking at new options for this right now. Thanks :) Monica
Great suggestions, thanks for sharing.
Justin - You can actually use the big egos to your advantages. Big egos like hearing great things about themselves, eh? Either way, having a lot of money doesn't make people into superheroes. Go for it!
Monica - Actually, it doubles as our contact management system.
Ah Jason - your mind IS a writing machine! I'm a tad late in getting to Bob's bribe offer for this topic. Reading through them has been very interesting. Like that you use yours as a tool. Great idea and great info.
Great tips and blog. I love the tip about making a video for the client and also the talk about calling a customer until they get in touch.
Jason,
What an avalanche of comments, good ones.
It is of course amazing how far you went in 10 year. Very solid and simple (which is great) system. And the whole thing just makes sense.
Very well laid system, thanks
Jason - Never heard of this company.....so glad you mentioned it here! I've got an inquiry in to them to see if they serve my area.
I always learn something new reading your posts....thanks so much!
Hi Jason,
I have been looking for a good drip campaign...so your post is very timely. Also my new year resolution is to put all my new & old prospects into a drip campaign & be persistent. So thank you for all the tips :-)
Okay, so now Jason I am blog stalking you, but another great post with 2 great take aways for me.
#1--somewhere someone taught me to call 3 times. I usually try 6 and thought I was pretty special for doubling the "recommended" effort--now Ihave no idea where I learned that but 17 times? I have some phone calls to make.
#2 is the video of the area, house, etc. What a great idea! I am going to add that to my plan right away. Thanks for your great ideas.