Do Your Leads Really Suck?

By Anthony Mann, Contributor - Posted on
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Last Updated on April 10, 2019

I am constantly battling with people about the leads they generate using social media platforms. I’m sure you’ve heard the hype about being able to generate a lead at just a few dollars. But the real question people should be asking is, are these leads converting?

So let me be 100% transparent with you. Let’s for example say we generated a single lead right this second. Here is what that person can expect:

  • 33% of people can expect to be followed up with in 24 hours
  • 38% of people can expect to be followed up with in 1 week
  • 29% can wait up to 90 days to be followed up with

Data Source: https://www.forbes.com/sites/forbesrealestatecouncil/2018/10/08/how-real-estate-agents-today-can-turn-leads-into-contacts-faster-and-more-often/#269b137c177e

Looking at the stats above, it’s painfully obvious why most agents and brokers feel that internet leads are crap! Most agents simply aren’t working them!

The On-Demand World

In the world we live in today, everything is on demand. From groceries, to Uber, to even alcohol being delivered within the hour, people don’t want to wait to get the information they want.

What this means from a “lead” perspective is that when someone submits their information, they expect to hear from you instantly. Ok, well maybe not instantly, but to be fair, let’s say within 5 minutes.

But let’s also be honest about the fact that you don’t want to be a slave to your leads. Especially if it’s late at night, or you’re on an appointment. That’s just simply not practical. But how can you ensure this happens? Well, there are a few things you can do.

What to Do To Work Your Leads (Without Slaving Away)

First, set up automation. The initial text or email when you get a lead can be set up to go out for you automatically. Setting up these kinds of automations can be done with most CRMs and I highly recommend using these features.

You can hire an Inside Sales Agent or Outside Sales Agent that contacts your leads within a minute or two after they are generated. This is the preferred method as you can find a high quality ISA that charges under 10 dollars per lead, that you can provide your scripts to… and the best part is they will work that lead for you 24/7!

The Script:

Now that we have covered the fact that it’s imperative to contact your leads within moments of them being generated, let’s discuss what you should be saying to the leads.

First and foremost, make sure whatever script you’re using is being somewhat customized to the types of leads you’re generating. If you’re going after sellers, make sure the script is about qualifying them as a seller. No more than 6 qualifying questions, and then go in for the appointment.

Similarly, if they are being generated off a specific home you’re advertising, lead by asking them if they have questions about that specific home or homes similar to it.

If they’re expired leads, ensure you hit the pain points on what they want to hear. Why their home didn’t sell before, or why you can do a better job than their previous agent.

The scripts you use can be adapted in many ways, and they should always be designed to get you that appointment. They should be specifically geared towards you qualifying that lead prior to you wasting any time leaving the office.

The idea should always be to only have your phone ring when someone wants to see a house with you, or list their home today. By following up in a timely fashion and using the right scripts, you will be able to spend more time with your loved ones and close even more deals!

Happy Advertising! OH- and a FREE SCRIPT (link below)

Oh, btw, here’s a sample of a script we give our clients to use when we generate leads for them on individual properties. As you’ll notice, it’s not only designed to get them the info they want, but to qualify them further and see if the agent can help them further.

Download Here!

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Anthony Mann
Anthony Mann has been in the real estate industry for over 12 years, getting his start in the worst market the US has seen in nearly 100 years. During his tenure as an agent, he sold more than 1,000 REO and short sale properties in Long Island, NY. He was able to get into a niche field within the industry, where there are less than 15 active REO agents and was the youngest by nearly 20 years. Anthony has seen many markets and new technology emerge without any real benefit to agents, so he decided to make a change in the industry and launched AM Open House in July of 2014. At that time, Anthony focused entirely on the AM Open House app and management platform. His goal was to make the lives of agents easier, while supplying them with technology they actually want and can benefit from using. He helped over 125,000 do better business within 3 short years. Founding A Social Strategy in 2016 was a milestone for Anthony as he has always had a passion for helping businesses grow through social media marketing and advertising. Currently, A Social Strategy handles advertising for many real estate agents and brokers, mortgage professionals, and businesses that need help generating quality and qualified leads. In his quest to truly help people, he is one of the few experts in the advertising field that makes a point to make himself available in groups and via messenger to help those who need it most, giving anyone and everyone direct access to him and his team.
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