Agent Academy: How to Get Better Lead Conversion
On Episode 31 of Agent Academy, we are going to talk about lead conversion. How do you maximize the value of the lead that comes in?
Whether they called in or are an internet leads we need to make the most out of them when they come into our business. We have poured money into these leads and we need to take advantage of them to grow our income.
There are 3 things that will help you gain lead conversion.
1. Speed to Lead
That is the game we are playing in Real Estate. How can we get to these leads as fast as possible? I say throw out the 5 min rule, bring in a 1 min rule, or 1-second rule.
My Beer Home Team sold 220 houses in 2017 and did $164 million in business. What has worked for our lead conversion is leads come into our ISAs. We do this because our Agents are out at appointments.
A lot of people will do these round robins, where when a lead comes in it goes to the first Agent then after 5 mins it goes to the next. This will keep happening and it could be 30-45 mins before someone picks up the phone.
I believe in having a dedicated place for that lead to land. If you have a team you can build an ISA into your team. If you are an individual agent there are ways that you can give yourself support and have the response time of a large team. We like Agentology, they are a team of ISAs that are San Diego based, who will get on the lead immediately.
If you are out at the movies, having dinner, or with your kids, an ISA will still call your lead immediately. The ISA will say they are your assistant, so they know that you will be the one they work with.
What you are trying to do is stop them from contacting anyone else. You just need to let them know you have them taken care of.
My team has our own ISA department and also layer Agentology on top of it because speed to lead is that important.
2.Connecting on Multiple Levels
Are you connecting with your lead on multiple levels or just simply calling? Or are you afraid of the phone and just emailing?
You need to make sure your leads are coming into a smart CRM. That way you know how they are being contacted. You should be hitting them with multiple levels; emails, social media, voicemails, text, phone calls.
If you can reach them on different levels you will have a better chance to connect with them. Everyone works in a different way, you need to find the way that works best for them.
Many of us do not need more leads, we need more lead conversions.
3. Skill Set
Are you routinely practicing role-play and upping your game and becoming a professional in your field? By consistently practicing your skillset, you can take your leads from start to finish.
Depending on your skillset, how many levels of communication you are reaching them on, and your speed to lead will determine your conversion rate.
Get exclusive access to Dan in these 60+ minute live training courses every month.
Leave a Reply