Classifying Web Leads

Seems like the dark ages now, but long ago I was trained to classify leads using the "A-B-C" system described here...

• "A" Leads are HOT!  These prospects are ready to buy/sell now ... drop everything and contact them immediately to schedule an appointment.
   
• "B" Leads are warm.  Make it part of your daily routine to contact these prospects within 24 hours to schedule and appointment.
   
• "C" Leads are cold.  When you have time, contact these prospects to schedule an appointment.

In case you missed it ... you want time with the prospect face-to-face.  You will have a very hard time gaining their trust and winning their business any other way.  So here is how I apply this to web leads...

• "A" Web Leads are HOT!  They've provided all the contact information you could dream of and shared a little about their real estate needs.  Drop everything, respond to their requests, ask "what else can I do for you" and try to set a non-threatening appointment (chatting over coffee or tea).
   
• "B" Web Leads are Warm.  They've submitted more than the minimum required contact information with their online inquiry.  Respond to their request within 2-4 hours.  Always ask" what else can I do for you" and try to set a non-threatening appointment.
   
• "C" Web Leads are Cold.  They've only provided the minimum required information.  Respond to them when you have time.  Again, ask "what else can I do for you" and try to set a non-threatening appointment.

Prospects contacting you electronically via your online marketing take more work, but with the same end goal of gaining trust and acquiring business.  Web leads feel less threatened behind the veil of anonymity the internet provides.  Every agent has to discover techniques that work best for them and allows them to gain prospects' trust.  For me, it is providing the best possible service leading to an attempt to schedule an appointment. 

But there's one more class of web lead...

• "D" Web Leads ... my addition to the A-B-C system.  These prospects have disclosed that they are already working with an agent.  No matter how much information they share, these are "D" Web Leads.  
   You must be cordial and as soon as possible ask "Since I'm the one helping you, are you willing to work with me exclusively?" 
   
  - If they reply "Yes" ... GREAT!  Reclassify them as A or B web leads. 
   
  - If they reply "No" ... politely terminate the communication saying something like "I'm sure your agent will reward your loyalty by dedicating his/her time and resources to serve your needs.  Please contact me if you're not satisfied with his/her service."  In this circumstance D is for DELETE.

That's it! Hope this helps!