What is Lead Conversion...

As a real estate professional you really have two jobs, of course one is helping your clients, buy, sell or invest in real estate.   However, without being successful in your first job, which is lead conversion, the road to finding clients is going to be a difficult one.

Often when we work with new agents or even seasoned Realtors; we have to remind them, where to put their energy..

So let me ask you a question... What is a Lead?

a.  Anyone you meet?

b.  Someone you meet with an intention?

It could be either, but the real answer is B. A is a prospect.  To classify a person as a lead it should meet these qualifications.

a.  Ready - Their mind set is ready to take the steps necessary to make a move

b.  Willing - They are motivated and excited about the process

c.  Able - They have been pre-qualified and have an overall strategy

Of course, our job is to help clients get to point c.  However, if you are focusing on the wrong leads, you may be spinning your wheels.  The ability to see and find people who are "Ready" can be become lost.  

The two do go hand in hand, but it is about setting your standard and having a system to help you grow both sides.  Of course you want to nurture those people you meet, by adding them into your database and developing a campaign that is structured to include a variety of touches, i.e. marketing, email, calls.  However, this focus should systemic.  Providing you time to expand and close on business.

Understanding where your business is coming from is key in helping you focus on converting leads into customers.   

I like to think of our databases as a lake.. 

We are just about finishing up the 1st quarter of 2017.  As you look back on your business, where did your leads come from?  Where you able to leverage any of those sources into another lead?  What answers did you come up with?

It is important to look forward at your business plan, but it is just as important to look backwards to understand daily where your focus should be.

And remember...  To ask for an appointment, doesn't have to be a big production... Simply just ask!

Do you struggle with capturing leads, or you haven't developed a strategy for your real estate business.    Don't hesitate to contact us today for a FREE Coaching session.