Realtors® need leads to survive. So why would I say that you don’t need more leads? Aren’t Realtors® always in need of more leads?
In a word, no. Very simply, what Realtors® really need is to be more effective with the leads you already have.
Did you know that 70% of leads are never followed up on? True story – I was meeting with a new Realtor® in my area over lunch. We were discussing the lead generation tactics in his agency, and he mentioned that one Realtor® had a drawing as part of an open house. To enter the drawing, visitors had to fill out their name, address, and phone number. I asked my friend what the other Realtor® had done with all those new leads he now had. My friend looked shy and said, “Well, he realizes that follow-up is his weak point.”
The Realtor® had gone to all that trouble to get information on dozens of visitors to his open house, and hadn’t done anything with the leads. NOTHING. And these were people looking to buy a home!
So that’s what I mean when I say you don’t need more leads. Chances are you have more leads than you are following up on. Until you’re effective in following up on what you have, you certainly don’t need more.
Lest I sound all “high and mighty”, let me tell you that I was just the same way. I was losing major sales because I simply couldn’t follow up on the leads I had. 70% of my leads were slipping through my hands, and I constantly had to generate more in order to survive. But not anymore. I’ve discovered how to capitalize on 100% – yes, 100% – of my leads. And you can too. Without breaking the bank.
I’ll share more on Thursday about the system I use to follow up automatically on my leads. It involves a very well-designed email automation program that saves me hours while earning me a lot of money. Until then, ask yourself the question I found myself asking several years ago – do you really need more leads? Or do you need to find a way to be more effective with the leads you have?
Where do you find yourself with leads? Do you have great follow up? Share in the comments!