Lead to Lease
Today everyone wants information immediately. The internet, newspaper, flyers and other advertising provide this type of initial information to perspective tenants but how do you take someone from looking at information to signing a lease.
The answer is a good system and immediate follow-up from a qualified professional.
You would be surprised how many companies rely on someone to leave a message and then follow-up with that "Lead" sometime later. Actually, only 29% of callers who get an answering device will leave a message.
A good receptionist, that can record initial information, is invaluable because they are talking to a real person that can capture the customer's needs upfront and be able to direct them to the correct person immediately. This also allows you to track the number of leads and conduct follow up next day call backs to determine customer satisfaction.
The most important aspect of a good system is that the perspective tenant talks to someone who can show them property immediately. Transferring leads directly to a property manager or leasing agent will allow them to immediately set an appointment because we have found that a rental lead has a shelf life of about 72 hours before they sign their next lease.
Each lead converts into a lease, right?
We have spent some time researching and recording the number of leads we get with respect to the number of leases we sign.
We have found that 10% of the leads generated actually sign a lease. And that's with good follow-up!
Take the time to initially screen a lead to determine what they want and if they meet your requirements. Just a simple process of asking the right questions eliminates "window shoppers" and those that do not meet your rental criteria. This will allow you more time to concentrate on the good leads.
Every lead that is generated becomes very important because it is initially hard to determine which ones will ultimately sign a lease. A Great Lead Follow-up System that includes immediate follow-up and screening will ensure that you are focusing your efforts on the correct leads and signing more leases.
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