I have worked with internet leads the last couple of years and I came across this article. I always knew this information was true. I used to work on a real estate team where the team leader provided internet leads. Many of the agents on the team would complain about the quality of the leads. Here is what I have found to be true. Calling them the moment that you receive the lead (as long as they are during reasonable hours) will increase your chances of them working with you. The longer you wait, the less probability of them contacting you. My personal rule has been to follow up with them 3 times. I put them in my personal planner to follow up by phone a week after the initial call. I always supplement this wiht an e-mail drip campaign. The drip is an important part of the process - it's that wonderful, mindless, no need to remember to hit the send button e-mail that autogenerates. It's a beautiful thing! I also make sure to put a picture on everything!
The below listed article is based on an MIT Management Study and has very specific details regarding the best times to call and the facts of knowing how your delays as an agent waste your money! Remember friends, Sales is a Contact Sport!
Be positive, be happy, and own that lead before you call them. Be thankful when they tell you that they are not interested because they are not serious buyers anyways! The rule of thumb is that 1 in 100 internet leads are workable. I hope you enjoy this article! Happy Selling!
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