You've Lost a Lead - Now What?

A lead you were assigned was lost because they weren't called within the required time. What happens next?

As long as this doesn't happen more than the average agent in your office, you will continue to get as many leads as the other agents. If you start to fall behind, you may be assigned fewer leads in the future.

Think of ways to improve your scores so you can get more leads and make more commission than the other agents in your office. Plus, studies have shown that agents are 22 times more likely to get a deal from a prospect they call promptly and persistently. Remember, we assign more leads to an agent within an office that has an even better performance score than the score of his or her colleagues. So to get more leads than the other agents in your office, maximize your Immediate Action Score by:

a) Response time: Call as many of the new leads within 3 minutes of sign up as you can- aim for at least 75%.

b) Persistence: Stay on top of new leads- the first 2 weeks are very critical as to whether you'll collect a commission check from this prospect in the future. Your approach should vary depending on whether the prospect picks up the phone:

When a prospect picks up: 

• Depending on when the prospect is looking to buy or sell, you may need to call the prospect back even sooner, but you should always call the prospect every month - just remember to keep the conversation relevant to the person's situation.

If the prospect doesn't pick up: 

• Leave a relevant voicemail that talks about the area in which the prospect is looking. Find a property or two that is similar to what the person has looked at before. 
• Call daily for at least 5 days at different times (or until the person picks up), and then spread out the calls with a few days in between. Remember, many times the most valuable prospects are those with the least amount of time to talk so persistence is absolutely key.
  
  

Please do let us know if you have any questions or concerns to the Immediate Action Score or Frequency Score.