How Do You Convert 20% of Your Leads?

Real Estate Agent with Keller Williams Realty TN R.E. License 292369

I just listened to Josh Schoenly's interview with Gary Keller on this month's Agent Mountain.  Those of you with Keller Williams know about the outstanding monthly interviews Gary has with industry stars and that they can be some very eye opening sessions.  

Josh has perfected a craigslist strategy for capturing leads and offers a free webinar as a how to.  He alsocraigslist has systematized it and offers the system at a modest cost.  If you haven't caught the webinar you might not want to miss the next one.

At one point in the interview Josh spoke about implementing and tracking how well you do with the system.  This should come as no surprise to any of us that want to improve, but what did surprise me is his lead conversion numbers.  He said the he converts about 20% of his web leads from craigslist.  If I converted 20% I would have had a very good year.

I will be looking at my numbers and doing a better job at tracking and no longer be content with my anemic conversion rate of less than 5%.  Until now I thought the answer was just to generate more leads.  Grinding harder to convert could quadruple my business, I have to figure this piece of the puzzle out.  Any suggestions?  Do you know your lead conversion numbers?


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Franklin TN, Brentwood TN and Nashville Tennessee Real Estate

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Elizabeth Cooper-Golden
Huntsville Alabama Real Estate, (@ Homes Realty Group) - Huntsville, AL
Huntsville AL MLS

20%?  That's amazing!  I get irritated with Craigslist because of the spam...maybe I need to rethink my strategy!

Nov 07, 2010 01:54 PM #1
Matthew Boswell
Mortgage Architects: Matthew Boswell, Mortgage Planner - Mississauga, ON
Mortgages - Mississauga, GTA

Thanks for the post Mike. I was actually considering posting on Carigs List, so this is very timely. 

Nov 07, 2010 01:57 PM #2
Debra Davis
Keller Williams Realty Atlanta Partners - Snellville, GA
Realtor - Atlanta, Decatur, Snellville, Loganville

Thanks for sharing the link. I am signed up for the next class and looking forward to it.

Nov 07, 2010 02:00 PM #3
Franklin & Brentwood, TN Homes Mike Nastri
Keller Williams Realty - Franklin, TN
It matters to us as much as it matters to you.

Debra, you have the right idea, listen to the webinar, Matthew and Elizabeth you might also want to tune in, there are a few tricks to posting and getting links in, but it works, I saw web traffic double and drop off as soon as I stopped.  You need to have a website or lead capture in place, because they will fill out the registration forms.  Some bogus (always will be) but many real.

Nov 07, 2010 02:09 PM #4
TeamCHI - Complete Home Inspections, Inc.
Complete Home Inspections, Inc. - Brentwood, TN
Home Inspectons - Nashville, TN area - 615.661.029

Good morning Mike. 20%? That IS an awesome figure! That is absolutely great...

Nov 07, 2010 08:39 PM #5
Steve, Joel & Steve A. Chain
Chain Real Estate Investments & Mortgage, Steve & Joel Chain - Cottonwood, CA


We have had great sales success with craigslist.  We focused more attention there before we joined AR.  Probably should revisit...


Nov 09, 2010 02:11 AM #6
The Brewer Team - Benchmark Realty
Benchmark Realty - Franklin, TN

Mike - I don't think I've seen anybody get over 10 percent, but when they do, I'm willing to try it. By the way, Edsel was very optimistic to the future.

Nov 18, 2010 05:32 AM #7
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Franklin & Brentwood, TN Homes Mike Nastri

It matters to us as much as it matters to you.
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