sales: 10 Ways To Dramatically Improve Lead Follow-Up Results
- 06/03/22 10:24 AM
Ask yourself: How am I doing with Lead Follow-ups?Lead follow-up in Real Estate is akin to running a marathon. It takes patience, dedication, and most importantly, persistence (yes, that means never giving up). Roughly 44% of RE professionals give up after one “no.” Another 22% give up after two. This means that 66% or two-thirds will more than likely never follow up a third time. Yet, according to several studies, 80% of “non-routine” purchases like a home are made after at least five follow-ups. Another startling statistic is that up to 63% of people who contact you today are just looking around … (1 comments)
sales: Why Prospectors Mostly Fail (And What To Look Out For)
- 11/22/21 12:11 PM
Too often, in-house salespeople can fail. And, too often prospectors never earn ROI for the business. Too often, businesses do not earn stable revenue from their inbound sales department. “Inbound prospecting is a different kind of beast.” THE FOUNDER’S RATIO: SOLVE THE PROSPECTING & SALES CHALLENGEIn order to be successful, you need a ratio that “matches” your revenue growth. To set the right precedent, the company Founder’s sales ratio serves as the benchmark for your entire sales team. If you, as the Founder, have a 60% monthly sales closing ratio — take your ratio and cut it in half. This is the sales … (0 comments)
sales: Hate Prospecting? You’ll Love Having A Real Estate ISA
- 09/20/21 08:18 AM
Let’s talk prospecting: the real estate jobs that every agent loves to hate. If you’re an agent, you find reasons to avoid it. If you’re a broker, you deal with pipeline issues because your agents are avoiding them. You might try passive lead generation or even buying leads to get around it. Alas, you’ve still got to call them and still very time-consuming. Prospecting is a hit-or-miss activity that takes a lot of time, patience & skill – and it definitely requires a thick skin. There’s always the worry that you’ll get a negative prospect on the phone yelling at you. This … (0 comments)
sales: The Secret Weapon of a Great Real Estate ISA
- 07/22/21 10:11 AM
The Problem a Real Estate ISA SolvesAs you're growing and scaling a real estate practice, what you realize is the number one leading indicator to revenue is more listings and more buyers. Once you discover that as a real state person, and you start measuring how many calls and conversations you're having you realize you need more people. More people calling and having conversations. The number of conversations you're having is always the lead indicator to success. Enter... a real estate ISA (Inside Sales Agent). The problem the ISA is solving comes after you already have enough leads, and your team … (2 comments)
sales: Must-Know Statistics For Real Estate Referrals!
- 11/19/19 07:56 AM
“92% of respondents reported that a positive recommendation from a friend, family member, or someone they trust is the biggest influence on whether they buy a product or service.” — Paul M. Rand, VP Communications @ University of Chicago Most Real Estate Agents complete nine out of every ten deals from their sphere of influence. This usually includes loved ones, friends, and past clients. The amount of business you can generate from referrals is essential and should not be overlooked nor neglected, and yet, many Real Estate professionals do. In the modern business world, 74% of consumer say that word-of-mouth is a critical influence … (0 comments)
sales: How To Increase Real Estate Lead Conversion
- 11/14/19 01:42 PM
The quality of your real estate leads is very important. However, spending a lot of money on lead sources does not guarantee a high conversion rate. A small percentage of leads will convert right away, the rest of the leads typically have a lag time to conversion. Therefore, conversion rates increase the more we connect with these leads and build relationships. This takes time and effort. Essentially, to get your “money’s worth” you need to go that extra mile and ensure that your opportunities within your lead pool are not wasted. So how do you go about doing this? Schedule your Double … (0 comments)
sales: Are Your Sales Questions Losing You Deals?
- 11/14/19 01:38 PM
Communication plays a huge role in making sales. Asking the right questions could be the one major factor that gets you the deal or not. Unfortunately, asking the right questions isn’t always as intuitive as it seems, like it should be. If you’ve ever had a lead straight up refuse to answer your questions, only respond with one-word answers, or hedge their responses, it’s not because you have a problematic lead on your hands. It’s because you haven’t (yet) mastered the art of effective sales questions. The good news is, it’s never too late to shift gears and begin framing the right questions. … (0 comments)
sales: Stephanie Masterson - Leading Central Ohio's #1 Real Estate Team!
- 11/06/19 09:46 PM
Get ready to take your real estate sales to the next level as you learn valuable techniques to increase your sales production, generate more buyer & seller leads, and boost your sales conversion levels with one of the industry’s most innovative top-producing teams! In this exciting interview, we’re talking with Stephanie Masterson, President & Chief Sales Consultant for The Raines Group / HER Realtors — Central Ohio’s #1 Top-Producing Team! Out of over than 1.2 million Realtors nationwide, The Raines Group has been named on The Wall Street Journal’s Top 100 List and REALTOR Magazine’s top 100 Realtors list. In addition to Ron and Sandy … (0 comments)
sales: Why Speed To Lead Will Make Or Break Your Business!
- 10/31/19 04:30 PM
How fast is your lead followup? If it’s more than 5 minutes, you’re losing business — and you’re losing a lot of it. Believe it or not, while many companies still cling to the belief that it’s good to “wait a few hours” so they don’t seem desperate, the truth is that if you don’t follow up within the first 5 minutes, you won’t make the sale. In the Lead Response Management Study, Professor James Oldroyd performed an in-depth study of response times & contact rates, and found that for every 5 minutes you wait, there’s roughly a 4x reduction in your chance of … (0 comments)
What’s more important to you — sheer numbers, or referrals & repeat business? Transactional agents focus on the numbers while relational agents focus on building their business through referrals and repeat business by taking time to nurture connections. The truth is, if you want to achieve lasting success in our changing industry, it’s essential to nurture your relationships with your best clients. 82% of all real estate transactions come from repeat and referral business, and 25% of agents generate more than 50% of their business from repeat clients. This is why relational agents are experiencing massive success in their business. For them, the relationships … (0 comments)
sales: You Do The Sales; Hire A Virtual Assistant For The Marketing
- 01/22/19 11:15 PM
Sales is not marketing. Back in college they had us memorize a definition of it long enough to give you a headache, so I'll break it down simply for you here: marketing is mass-media, and sales is 1-to-1. Pretty simple, huh? As a real estate agent, you're responsible for doing at least part of your own marketing to get eyeballs on your listings & generate new leads, but in truth you specialize in sales. That's a good thing, because salespeople have a lot higher earning potential than marketing folks do, although neither group likes to admit it. The problem with doing marketing in real estate is that it's … (0 comments)
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