Big V here! Today, I’m doing a deep dive into the world of lead conversion and how to effectively follow up with real estate leads. I’m about to share a proven system that not only converts more leads but also generates more opportunities for your business.
The Real Challenge: Lead Conversion, Not Lead Generation
In most real estate businesses, the issue isn’t generating leads—it’s following up and converting them. Would you like to know how we help some of the best teams and agents in the world convert more leads, create more opportunities, sell more houses, and earn more income? If so, keep reading because I’m going to reveal the exact system we use: The ABCs of Lead Conversion.
No Bad Leads, Only People Who Aren’t Ready Yet
First and foremost, there are no bad leads, only people who aren’t ready yet. When a lead comes in, it’s essential to remember that everyone will eventually buy or sell real estate—maybe today, maybe 90 days from now, or even five years down the line. Your job is to understand their timing, build a relationship, and offer real value in your communication.
The ABCs of Lead Conversion
A-Leads: Immediate Action
An A-lead is someone who’s going to buy or sell within the next 30 days and with whom you have a scheduled appointment. As a team, we need to have a unified understanding of what constitutes an A-lead. During our morning huddles, when someone says they have an A-lead, they should be able to show a scheduled appointment on their calendar.
B-Leads: 30 to 90 Days Out
A B-lead is someone who’s 30 to 90 days out from making a decision. We follow up with B-leads twice a month, during the weeks of the 1st and the 15th.
C-Leads: 90 Days Out or More
A C-lead is someone who’s more than 90 days out. We call these leads once a month during the week of the 8th.
Work Your Sphere of Influence
During the week of the 22nd, focus on your Sphere of Influence (SOI). Reach out to people you know, like, and trust, offering something of real value. This could be a market update, a useful resource, or just a friendly check-in.
Systematize for Success
The key to converting more leads is to systematize your process. By following the ABCs of Lead Conversion, you can ensure that everyone on your team is on the same page, leading to higher conversion rates. Inspect what you expect—make sure appointments are set, and follow-up calls are made as scheduled.
Final Thoughts
Remember, we don’t have a lead problem; we have a lead conversion problem. By implementing these steps, you’ll see a significant impact on your business. Follow the ABCs of Lead Conversion exactly as I’ve outlined, and I dare you to prove to me it doesn’t work!
Subscribe to my YouTube channel to download the ABCs of Lead Conversion (along with access to ALL of my downloads) and put these tactics into play!
