Home : Blogs : Chris Svec : Get Real!

Close The Online Leads You Generate

I recently read an analysis regarding the number of un-closed leads generated online. The results were staggeringly LOW. In my opinion, the reason for the low capture rate is today's online consumer colliding, head first into traditional agent populations without the tools and savvy to work them. CRASH... BANG.... BOOM!!!!

Here are some tips to manage leads generated online...

Train, train, train. Leads generated online are quite different than traditional leads. If your salespeople are not equipped and prepared with proper scripts, tools and web savvy, the lead will be lost.
Pre-qualify. Ensure they are able to buy and/or sell by asking a few probing questions.
Speed matters. Follow up times should be kept to a minimum. If you are unable to connect fast they'll go somewhere where someone will. Your competitors are a simple Google search away.
Accountability. When disseminating an online lead it is 110% necessary to follow up with the agent to learn the outcome and why. You'll not only get to know your consumer better this way, the message will be sent to the agent that non-follow up is not acceptable.
Close. 100% of un-closed leads will lead to $0 in commission.

If you are interested in learning about Real Living's e-agent program, connect with me offline. How does your company handle e-leads?

Posted by Chris Svec on 11/17/2008 01:36 PM

Comments (7)

Closing Leads in the Online Marketing Channel

online leads, lead generation, real living, eagent, closed leads

Post is included in group: Marketing 101
Post is included in group: Ohio Active Rainers
Post is included in group: Real Living
Post is included in group: Realtors®
Post is included in group: Running a Brokerage

7 Comments on Close The Online Leads You Generate

NOV

2008

I can close online leads, I just need more of them! But you're really right about the SPEED! It's important to respond immediately.

I agree. Connect fast. Not technically sell fast. Connect fast and work on educating, at their speed. Its a delicate balance though of being there for them/not overstepping boundaries, without them searching for more info from other professionals. Also incredibly important is a follow-up system/CRM to work leads over the next weeks, months, and years.

Yes follow up is key. With Google especially, you have a narrow window before your lead moves on to plan B.

What a great topic Chris!

Follow up is the most important part of internet leads. We teach a course that is all about internet lead generation and conversion of those leads. It's one of our best courses for agents today. Another thing to keep in minds with online leads is typically the time from connecting with them to closing a transaction with them is longer than your traditional lead sources. The internet allows them to stay at arms length until they are ready.

Again great post!

Allison

Well said...

Good information, I completely agree!

NOV

2008

Thanks for your comments all. This topic is huge in our world and close percentage point increases or decreases can drastically effect bottom line.

Leave a response…

Name:

Email:
(optional)

Comment:

What does the graphic say?