Chris Smith’s new book “The Conversion Code” has finally given the real estate industry insight on cracking the code to online lead generation but even more difficult and important the insight on cracking the code to lead conversion. It amazes me in 2011 there were 2.9 millionreal estate leads generatedonline for 4.4 million home sales and by 2014 the numbers skyrocketed to 40.6 million leads for 5.1 million home sales. Internet lead generation and conversion is so new to the industry and the best advice to lead conversion is typically built around two major code cracking activities.

1) Speed to lead response.
2) Tenacity in the number of follow up attempts you make.

These are the two main pillars required to crack the conversion code.

In fact, you have a 100x better chance of turning a lead into an appointment in the first five minutes than you do after only the first thirty minutes. You can also increase your conversion rate from 48 percent to 93 percent by calling the lead not once but six times.

It is incredibly helpful to know the ideal time to convert leads is between 8 A.M and 10 A.M. and 4 P.M. and 6 P.M. Calling on Wednesday and Thursday gives you a better chance of reaching someone. These stats makes sense, reaching someone before their day begins and as it is ending and in the middle of their week rather than the hectic start or finish days of the week seems logical.

Beyond calling quickly and often with lead conversion you must also use automated emails and automated text messages to compliment your quick calls in order to achieve the highest conversion rate possible. Using a system like FollowUpBoss, Twilio, BetterVoice, or Sendhub that have the ability to automatically send the emails and texts for us and only leaving us with the follow up calls is golden. Don’t think of the auto emails and texts as lead converters but think of them as conversation starters. They ultimately lead to conversations more quickly and conversations are what create appointments and not drip emails and automated texts

When receiving a lead you should send emails and texts on day one, two, four and seven. Here is the game changer conversion sample email.

Subject Line: Checking in
Body: I was checking in to see if you needed anything from me today.

That is it. Not kidding!!

Bursting your calls, texts and emails closely together, you will connect and convert leads at the highest rate possible. Think of your calls, texts and emails as a team and not individuals in lead conversion. You need to focus on speed, tenacity and using multiple channels for following up to ensure that you are converting the highest percentage of Internet leads.

Strength and courage,
Wade

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