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Breakthrough Strategies

How to Convert More Online Leads, Faster

Speed matters—contacting online leads within five minutes makes them nine times more likely to engage! Learn how to convert more leads faster with this proven follow-up strategy.

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Imagine this scenario:

You’re a buyer ready to start the process. One morning before work, you decide to browse listings online and find three homes that look perfect.

You fill out contact forms to get more information on each property.

Your phone starts ringing. You don’t recognize the number and decide to ignore it. Seconds later, a text message pops up from an agent who just tried calling about the home you like. They express genuine eagerness to help answer your questions and provide more details.

You absolutely love what the home looks like in the listing photos and are excited to get immediate info before your busy day at work, so you respond to the agent with a couple of questions. They provide answers to your initial questions and are even able to give info on your other two favorites. You’re impressed and decide to set up a time to meet about the next steps.

While at work that afternoon, you see two more messages from the other agents you initially contacted. You already received the answers you were looking for that morning, so you block their numbers and move on with your day.

Are you the agent who makes contact, or the agent who gets ignored?

Why it Matters:

According to the National Association of Realtors, leads contacted within 5 minutes are 9 times more likely to result in meaningful conversations. Your chances of getting a response go down by 400% after the first 10 minutes.

Your Action Plan:

Step 1: Immediate Call

Action: As soon as a lead comes in, pick up the phone and make that first call.

Goal: Introduce yourself warmly, express enthusiasm, and briefly discuss how you can assist them.

Script Example:

"Hi [Lead's Name], this is [Your Name] from [Your Realty Company]. I noticed you were interested in [property type/location], and I’d love to help you find the perfect home. Do you have a few minutes to chat?"

Step 2: Follow-Up Text and Email

Action: If they don’t answer your call, send a friendly text message and a personalized email immediately after.

Goal: Ensure your lead receives your message through multiple channels, catering to their communication preferences.

Text Example:

"Hi [Lead's Name], this is [Your Name] from [Your Realty Company]. I just tried calling you about [property type/location]. When you have a moment, I'd love to discuss how I can assist you. Looking forward to connecting!"

Email Example:

Subject: Excited to Help You Find Your New Home!

"Hi [Lead's Name],

Thank you for reaching out about [property type/location]. I’m thrilled to assist you in finding the perfect home that meets your needs and preferences. Let’s schedule a time to discuss your requirements in more detail.

Best regards,

[Your Name]
[Your Contact Information]"

Step 3: Crush the First 10 Days:

Action: Use the “10 Days of Pain” method. This high-touch strategy includes making 17 touches (6 calls, 6 emails, 5 texts) within the first 10 days. You might be thinking about how awful that sounds, but it works.

Goal: Engage leads with multiple daily touches over 10 days utilizing a variety of contact methods. Some leads prefer phone calls and some like texts. Uncover their preference by reaching out in different ways.

🚨 Pro-Tip 🚨 Send a video in a text or email (or both). It gives a personal touch and shows you’ll take the time to help with their specific needs. You can even make light of the fact you’re being persistent with all the calls/texts/emails to lighten the mood.

🎯 Mini-Challenge: Over the next 2 weeks, commit to responding to every single lead within 5 minutes and try out the “10 Days of Pain." Use a simple lead tracker or real estate CRM to track each contact attempt and outcome.

Visit the Marketing Center to customize and download done-for-you marketing and lead generation collateral.

Choose the plan that works
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