One of the biggest challenges in a real estate agent’s business is converting a lead into a real estate closing. Every real estate agent has the ability to successfully work leads and close deals. When you receive a lead you should make a habit to contact immediately, this will give you the best chance to turn a prospect into a client. The goal should always be to have a conversation with the lead this will help take them offline, thus lessening the chance of the lead connecting with another agent. Today the internet is where people start their search, but they may not be ready to actually buy or sell for months which makes the conversion more challenging. Internet leads require patience and persistence and a plan from the agent to get the lead to the closing table. The reason real estate agents have such a low success rate on converting leads is failing to follow-up. Consistent follow-up is a proven success for closing leads, but too many agents give up after the first failed attempt. The mindset that contacting a lead too much will offend them is only limiting the opportunity for generating more business from your lead resources. Consistently following up shows the potential client you are there when they are ready.
Reaching out consistently and providing value, assistance, and knowledge will pay off in the long run when dealing with online leads.
2% of sales are made on the 1st contact
3% of sales are made on the 2nd contact
5% of sales are made on the 3rd contact
10% of sales are made on the 4th contact
80% of sales are made on the 5th to 12th contact
(Information provided by: https://leadsandleverage.com/how-to-convert-real-estate-leads-and-close-more-sales-just-like-a-mega-agent/)