All Leads Are Not Created Equal!

All leads are not created equal.  The people may be wonderful.  They may love what you show them. They may be committed to buy from you.

But if they aren't ready to buy now or can't get financing, they are not in today's top group of leads.

You want to assign your leads into one of three categories. "A" leads are ready to buy or sell now. "B" leads plan to buy or sell in the next month or two. "C" leads might buy or sell in the next three to six months.

Develop an action plan for each kind of lead. Don't salivate over the "A" leads so much that you forget about the "Bs" and "Cs" - they're your future business. Consider a "drip" e-mail system that automatically sends helpful e-mails to them every week or two - maybe information on homes that fit their criteria - and remember to get their permission before adding them to your e-mail list.

Things can change quickly with leads, so keep in touch.  If you have a would be new home owner with a credit issue who wants to buy before the homeowner's tax credit expires, he'll be quickly doing what he can over these next months if he has a fixable issue.  Just a B or C lead in March, he could be a hot-to trot A in August.  If you've been emailing him while the agent down the road blew him off, you'll have a sale.

Learning to tell the difference between leads is all a part of successful lead followup.

Bob Corcoran

Corcoran Coaching

P.S.  Signing up for my Tip of the Week is a great way to keep a steady flow of useable ideas coming.