Real Estate Leads 101 - Are You Copping Out of Following Up

Working with a lead generation company has given me an interesting insight into both assets leads and agents. I treated both ends: the buyer and also the agents themselves, and my job was to form them both happy. Yeah right. Easier said than done.

According to Toby McCosker, the consumer side is straightforward - assets lead need a home value, they need information on the market, they need a true broker and that we get them that. the important estate agents? Well, that's another story - they beautiful much wanted everything under the sun when it involves realty leads.

They wanted to be handed people able to list their homes with them asap, with no work involved on the agent's part. they require listings, not realty leads.

Well, if I could provide that consistently, all the time, I'd either have a multi-million dollar company, or I'd be doing property full time myself. Get this through your heads agents: there's no magic service out there that will hand you listings for an occasional fee.

Instead, these services provide you with land leads and it's YOUR job to show them to clients. Got that? assets leads + you = clients!

YOU visited the classes, you observed au fait sales and marketing techniques and YOU printed up all types of trinkets together with your name and logo on them for your realty leads.

Ergo, you want to convince your property to end up in work with you. And if you are not converting them, maybe you wish to require a glance at your methods, instead of immediately blaming the source of the important estate leads.

By now, I've probably heard every excuse under the sun on why online property leads are bad or bogus. and that is all it's, an excuse, a opt to form you're feeling better about not having the ability to show your property leads into listings. That being said, here are the highest 5 cop-outs I've heard over the years about following up with assets leads and my responses to them.

1. I'm a replacement agent and nobody wants to use a replacement agent.

Well, how do they know you are a new agent? Did you announce it the second you spoke together with your property leads? you do not have to tell all of your realty leads that you're new. If they ask, tell them, and be honest, but don't just volunteer the knowledge and the way to you recognize "no one" wants to use a brand new agent - seems like a gross generalization to me.

You will not know until you get out there and check out - convince your assets leads that to be new means you're innovative, the most effective thing out there without delay, show them what an expert you've become, whether or not you're new the business. Just try and convert them.

Assuming from the beginning your property leads won't want to use you because you're new doesn't even provide you with an opportunity.

2. Some assets leads are on the don't Call Registry.

So? there is no such thing as a don't Knock list. If your property leads are on the DNC Registry and you are feeling THAT uncomfortable risking a call, you ought to have you interfere with the car, directions in your hand and preparing yourself mentally for your introduction once you knock at their door. and really, as per the essential rules of the don't Call Registry, if a consumer on the lists inquires (which is what online property leads are!), you'll be able to contact them for up to three months after the inquiry.

So you have 3 months to urge them on the phone, after that, there's still always that door! Don't use the DNC as a cop-out method with realty leads. it is a flimsy excuse.

3. It's unprofessional to travel play someone's door.

This is the road I usually got after suggesting stopping by the property. My thing is, who said so? Who told you it's unprofessional to travel visit your property leads' homes and drop off the data they requested? that's a matter of opinion and as long as your property leads don't think it's unprofessional, you're good. And by showing initiative and going out of your thanks to meet your property leads, you will have just earned a client for keeps.

4. These land leads are too far away from my area, or it's during a very bad part of town.

This is probably my favourite choice because it just sounds ridiculous to me. If your land leads are too far, why did you join up for that area? Or, if you're getting some property leads out of your area, how far? Most of the time, agents complain about having to drive half-hour away.

To me, a half-hour of my time is definitely worth the fat commission check I could get. And if some assets leads are too far, haven't you EVER heard of a REFERRAL COMMISSION? Find a great agent within the lead's area and send it on over. That way you'll still get some of the commission and you've got saved 30 precious minutes of it slow.

When property leads are in a very bad part of town, it always means it is a very low-value home and is found in either a ghetto or backwater somewhere. It pisses me off when land agents say that the house isn't worth their time.

Guess what buddy? once you got your license, you gained knowledge that others do not have, but will need at some point. you ought to be willing and receptive to share this with your land leads, regardless of the economic status of their home and income is.

If you do not want to assist them, nobody can force you, but you're a foul agent if you are not a minimum willing to seek out someone who will your land leads.

5. If they wanted to be contacted, they might have given all their correct contact information.

This is a tricky one because on one level I do trust this SOMEWHAT. assets lead who provides a good name, number, address and email seem to be more approachable than realty leads that have fake names, or fake numbers, etc. But again, this statement is a matter of opinion. you have got NO idea what is going on through the consumer's head once they filled out their information.

Maybe they don't seem to be technologically savvy and thought if they put their signal over the online, everybody would compass. Maybe they mistyped something. Maybe they do not want to be hassled daily by telemarketer calls but DO still want the data.

Until you truly interact together with your assets leads, you have got no idea where their head is at. What would hurt worse, getting a phone slammed in your ear, or missing out on a $15,000 commission because you THOUGHT they didn't need anything since they gave a wrong phone number?

These 5 objections are just cop-outs and excuses in disguise for not following up together with your realty leads. And pretty flimsy ones at that. If these are your objections to your land leads, you wish to prevent sitting around thinking up objections and just get out there and GO said "Tobias McCosker".

Start contacting those land leads, start making phone calls and send postcards. you'll not convert all of them, but I guarantee if you set your all into following up with every single one amongst your property leads irrespective of what objections you will have, you'll see an enormous increase in your conversion rate. you only need to get in there and check out.