"Best Practices for Lead Conversion: Once a real estate agent receives an online lead, now what?"  (Not to be confused with Lead Conversion from Web Visitor to Web Lead)

1.  Have the right tool to access your Internet Leads real-time.  Most of today's Realtors have some kind of handheld that gives them access to their email.  Many HouseHunt Members not only receive their email via email but also have their leads forwarded to them via text messaging to their cell phone.  If you have a Lead Coordinator, you might want to have your Internet leads forwarded to you and to your Assistant/Coordinator.  This way, you can achieve Best Practice #2.

2.  Call your leads immediately!  Phone contact should be made within 5 minutes to 2 hours from receiving an Internet Lead.  If you are not able to contact your leads within a few hours, you may want to consider having a Lead Coordinator make the first point of contact (see BP #1).  However, if a lead comes in after 9pm, it is acceptable to make phone contact after 8am the following day.  Did you know that NAR has reported that 50% of leads go unanswered?  And, of the remaining 50%, 75% of those are answered within 72 hours. 

3.  After the initial phone call (actual conversation or left message), send a personal emailto the prospect.  If you are able to determine the client's search information (SFR $200-250k; 3+br) from your lead form, then now is the time to set the prospect up on Listing Notification.  HouseHunt Members use the TIM (Total Internet Marketing) system to notify buyers of New Listing Matching.  Additionally, most of the MLS's provide a similar service for Realtors to send new listings to clients.  Letting your prospect know that they will receive listings that match their criteria is a great way to introduce yourself and your real estate business.

4.  If your initial phone call results in "leaving a message", include detailed information in your message.  Making reference to their search parameters, current loan rates, or a "hot spot" neighborhood will identify you as a real estate agent who is not only reliable but also knowledgeable.

5.  Have an organized system to make follow up calls.  One of the biggest questions that Realtors have when working with Internet Leads/Buyers is: How often do I call in the first week or 2 weeks?  At HouseHunt, we have found this to be successful: In the 1^st Week- Make 7 to 10 calls but don't always leave a message.  Try your calls at different times during the day.  A minimum of 2 phone calls and an email within the first 24-hour period will usually generate a response back from the buyer/seller.  For Keller Williams Agents, refer to the "33-Touch Rule" by Gary Keller.

This is Part One of "Best Practices for Lead Conversion: Once a real estate agent receives an online lead, now what?"  Part Two will be posted shortly.

Since 1995, HouseHunthas helped thousands of Realtors make money from online marketing through Exclusive Community Territories.  Agents and Brokers nationwide have helped HouseHunt create these proven and successful "Best Practices".