In 2018 there were 5 million Real Estate transaction and over 100 Million online leads sold. 95% of buyers start their search ONLINE and 51% found their home ONLINE. The average response time to an online lead is 44 hours! 50% of online leads never get a response! Are you missing opportunities from online leads? Many leads get resold over 5 TIMES mostly because business owners like you don’t call them!
Do you want a Real Estate ISA Virtual Assistant who can ensure you aren’t missing those leads? Click below to schedule your Double My Business Strategy Session to find out how!
We hear it from REALTORS ® ALL THE TIME, online leads suck, but after reading all those statistics, maybe it’s time to shift from that perspective and use it to your advantage. People’s needs remain the same; however, the way they fill those needs are changing. For example, people still travel, but instead of going to travel agencies they are going online. People still need transportation, but instead of renting a car or calling a taxi service, they get an Uber or Lyft. People continue to buy/sell homes, are you changing your strategies to make sure that you are on the channels that they are using?
Be Vigilant! Don’t allow opportunities to slip by you. Treat your online leads like you would treat any other — speed to lead matters now more than ever. You need to make sure that there is always someone who is keeping an eye on all your online channels and that you have something set-up where you reach out as soon as possible to all inquiries that come your way.
Be First! Being first is free and will more than likely get you the deal. Remember that calling within 5 minutes is 21 times more effective than calling after 30 minutes. According to NAR, 66% of sellers and 64% of buyers with the first agent they speak to. Tracking your speed to lead and continually improving until you can get to them within the first five minutes is a great way to start.
There are four main reasons why being the first to reach out is so effective.
Presence: The prospect is most likely already on their computer or phone when they submit their inquiry. Calling ASAP means you reach them at once and you avoid playing phone tag.
Engagement: The prospect is actively thinking about their current needs and is focused on that. Calling them immediately means that they are in the best head-space to engage with you.
Rapport: Quick response encourages trust and establishes stability. It makes your prospects feel like you are reliable and will be there when you need them, therefore, building your rapport and getting you started off on the right foot.
First Movers Advantage: First contact means you get to frame the conversation the way you need to thus setting you up with the best shot to get the transaction.
Be Mindful! So you’ve closed the deal, then what? Don’t forget about your past clients! Reaching out and following up every so often can bring you a lot of business. Don’t forget that you are not just making sales, you are also building relationships. A message every so often asking how they are doing, remembering special occasions and even saying thank you, this meaningful communication means a lot to people. They will remember you when someone asks for a referral or they need to work with an agent again.
Be a Leader! You probably do not have the time to personally follow-up on all your internet leads ASAP, or monitor all your social media and other online platforms. So delegate! Lead your team and make them understand the need for urgency and set-up a system that will allow you to focus on what you do best.
Online leads do not suck; it’s just that a lot of Real Estate Professionals suck at handling them. Don’t be like them, take these statistics we’ve shown you and turn them on their head and use them to your advantage!
Don’t forget to schedule your Double My Business Strategy Session!