Takeaways:
- Consider texting leads; people rarely delete texts and may reach back out even if you don’t reach them right away.
- Reach out to leads six times; it often takes that many contacts to land a client.
- Vary up cold-calling blocks; different people are available at different times.
SAN FRANCISCO — Real estate brokers and agents hunt for leads far and wide, but converting them is where they make their money.
Kimberly Fell, an agent with HomeSmart Realty West; Wendy Forsythe, executive vice president of Carrington Real Estate Services; Tim Heyl, CEO of The Heyl Group and Phone Animal; and Scott Segall, an agent at Douglas Elliman Real Estate, discussed the art of closing on a panel at Inman Connect San Francisco:
Best Way to Convert Leads #icsf panel @timheyl @brandWendy Kimberly Fell Scott Segal pic.twitter.com/nR0w5lMPMG
— Paul Hagey (@InmanHagey) August 6, 2015
Calling expireds, @timheyl could get a good lead every 5 calls. Neighorhood lists, more like 1 in 25.
— Paul Hagey (@InmanHagey) August 6, 2015
Carrington has 2,000 agents and sends out 8K leads per month. Has a call center that scrubs some of the leads #icsf
— Paul Hagey (@InmanHagey) August 6, 2015
Cold-calling neighborhoods works, but takes more systems to make lucrative @timheyl #icsf
— Paul Hagey (@InmanHagey) August 6, 2015
Converting Zillow leads: Kim Fell's profile is just her – she has a pig, from Iowa. connects with some leads. http://t.co/weboEYckgf #icsf
— Paul Hagey (@InmanHagey) August 6, 2015
Creating culture of converting leads? @brandWendy Carrington has a "lead team." It's all about ACCOUNTABILITY.
— Paul Hagey (@InmanHagey) August 6, 2015
Reach out to leads 6 times. Also, mix up calls and texts. "There's magic in texts," @brandWendy #icsf Winning combo for conversion
— Paul Hagey (@InmanHagey) August 6, 2015
'@timheyl – vary up when you cold call; possibility of reaching different people at different times #ICSF
— Paul Hagey (@InmanHagey) August 6, 2015
Respond right away to phone calls and emails from Zillow, Kimberly Fell. Otherwise, lead's moving on. #icsf #dontcallthenextpersononthelist
— Paul Hagey (@InmanHagey) August 6, 2015
Focus on low-hanging fruit, responsive leads. Don't waste time – Scott Segall #ICSF
— Paul Hagey (@InmanHagey) August 6, 2015
"Always pick up your phone" No. 1 lead-conversion advice from Kimberly Fell #ICSF
— Paul Hagey (@InmanHagey) August 6, 2015
"Use text messaging," No. 1 lead-conversion advice @brandWendy people don't delete text messages
— Paul Hagey (@InmanHagey) August 6, 2015
"Use text messaging," No. 1 lead-conversion advice @brandWendy people don't delete text messages
— Paul Hagey (@InmanHagey) August 6, 2015
Block out times to make phone calls and follow up. Protect that time block, @timheyl #ICSF
— Paul Hagey (@InmanHagey) August 6, 2015
