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Last Updated: 27.09.2022
Reading: 2 Min.
DID YOU KNOW?
*** Lead Flow ***
You must generate a minimum of 25 leads per month to close 24 deals per year. These leads can come from all sources. On average, you should be converting more than 5 percent of the leads you generate. You might even find it necessary to generate closer to 35 leads to close two deals a month. We keep up with our lead flow using a lead tracker, where we put 100 percent of leads on the first contact.
If you want a copy of the leads tracker worksheet, please let me know (it is also in files).
HOW DO YOU CREATE THESE LEADS?
Call FSBO-- ask me how
Call EXPIREDS--ask me how
Ask to join the 52 week action plan--ask me
Hand out 50 business cards per day
Host "Open Houses on Steroids" (in files)
Utilize Social Media to gain leads (ask how)
Join our LEADS GROUP to accept leads!
Get out and MEET PEOPLE, give them your card
Share your ONE app 5x per week!
Ask EVERYONE YOU KNOW for business DAILY
REMIND EVERYONE WEEKLY you sell houses!
Make sure you have a database list- ask me how
Put a system in place for FOLLOW UP- ask me
Build your database list to 1000 people- ask me
REPEAT 1-13 EVERY WEEK WITHOUT FAIL!
WHAT DO I NEED TO KNOW ABOUT LEADS?
Sales statistics state that:
• 48 percent of leads generated never get followed up on by an agent.
• 25 percent of salespeople make a second call.
• 12 percent of salespeople make the third call.
• Only 10 percent of salespeople ever make more than three calls!
The harsh reality is that we don’t really need more leads, we just need to follow up better on the ones we have. PLEASE READ THAT AGAIN!! The question is how and when do we follow up?
Here is what we know:
• 2 percent of sales are made on the first contact.
• 3 percent of sales are made on the second contact.
• 5 percent of sales are made on the third contact.
• 10 percent of sales are made on the fourth contact.
• 80 percent of sales are made on the fifth to twelfth contact!
This means that we need to step it up and personally contact our leads a lot more than three times.
IF YOU ARE NOT TIME BLOCKING, IT MAKES IT VERY DIFFICULT TO REMEMBER TO DO THIS EFFECTIVELY! SCHEDULE YOUR WORK TO ENSURE IT IS DONE!
HOW DO I MAKE SURE I DO THIS CORRECTLY?
First, WE must understand the difference between A, B and C leads:
A leads always have an appointment. If you don’t have an appointment scheduled, it is not an A lead. When you have a buyer’s day out and they don’t write an offer, schedule the next appointment. Make sure you ALWAYS SET THE NEXT APPOINTMENT IF THEY ARE NOT READY TO MAKE AN OFFER! MAKE THIS A HABIT!!
B leads are 30-90 days out from being ready to buy or sell. A B lead should be called two times a month during the weeks of the 1st and 15th (for example).
C leads are 90+ days out and should be called during the week of the 8th (for example).
PLACE THE LEADS ON A SCHEDULE TO ENSURE YOU FOLLOW UP! YOU ARE MISSING A HUGE OPPORUNITY TO INCREASE YOUR INCOME IF YOU DO NOT FOLLOW THIS ADVICE!
WHAT ABOUT FACE TO FACE MEETINGS:
Face-to-Face Appointments
You should strive for two face-to-face appointments with new buyer or seller prospects each week. It doesn’t matter whether these prospects are ready to move forward now or won’t be ready for a year. As long as you keep meeting new prospects face-to-face, you’ll keep your pipeline full. These face-to-face meetings come in various forms, like showing a buyer prospect a home, meeting a prospect for a sit-down at your office, visiting the home of a seller prospect, or meeting up at Starbucks to discuss the home-selling or -buying process. You’ll never have to worry about the number of closings you’ll have if you focus instead on these important initial face-to-face meetings. We keep track of our face-to-face buyer and seller appointments using our Daily Success Habits Tracker. This sheet will be loaded in files in the FILES tab on left hand side of this group!
IF YOUR INCOME IS NOT WHERE YOU WANT IT, ARE YOU GIVING IT 100% EFFORT WITH WHAT YOU SHOULD BE DOING? If not, re-read this and start TODAY!!!
Click the button below to download the lead tracker spreadsheet!