You’ve Got the Leads – Now How Do You Convert Them?

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So many real estate agents have been putting insurmountable levels of time and effort into capturing leads – but then once they get those leads they are baffled by why so many of them slip through their hands and are a lost opportunity. The question is, as an agent, how do you manage to keep those leads and actually convert them into business?

The answer is in one word: system. Without a system, most prospects remain just that – prospects with the distant potential to possibly, maybe do business with you at some future, unknown date. But hands down, agents with a clear-cut system of lead follow-up in place are the ones that are able to capture the highest percentage of business from those prospects.

The system I follow is all tied into one very important component of my day, mainly time that I devote to prospecting. You must allow a set amount of time each day, dedicated to following up with people that have expressed an interest in one way or the other or have been referred by others.

Jeff’s System of Lead Follow-Up

I begin with my daily schedule so I can see a snapshot of time spent during my day and where I have allocated time to work on leads. Next, I call and speak to each one, with the express goal to move them into my “7-Day Leads” folder. Though it may seem “old school” in today’s digital world, the truth is that with a physical folder in hand, it makes it easier for me to visualize and then finalize the movement of one lead either in or out of the folder. My main objective is to move my incoming leads into the folder initially once they have agreed to either an appointment with our firm or if they are slated to either buy or sell in the next 7 days.

Once they are in the 7-Day Leads folder, my next goal is to move them out of the folder with either a pending contract or at least a signed agency agreement.

Systems In Place Will Simplify the Process

Unfortunately, many agents fail to set up viable systems that work for them rather than against them. An important consideration when you are setting your way of managing leads is not to focus on too many steps but rather keeping it simple. Lead comes in. Follow-up call is made. Appointment set. Buy or sell transaction initiated.
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