First and foremost, you have to make sure you get to the lead within 5 minutes after their registration onto your website. The story goes that you have 80% higher chance of making contact with them if you reach out immediately. An interesting fact is that the number goes down to 25% if you wait for 40 minutes or more to reach out to them. Always remember that your website is not the only one they are hoping to be able to register on and that if you re not there to reach out first - well, someone else will.
♦ That being said, if you don't manage to have a conversation with your leads after the first attempt, you should try calling them every second day for 2 weeks. Remember to double dial them - call your leads once and if they don't answer, call them again right after. This will create a sense of urgency and can increase the amount of valid conversations.
♦ It will happen sometimes that you get to 8 calls and still not make contact. After that, start calling once a week, as long as that lead has been actively looking at listings or has been active in some way or form within the last 30 days. Remember, with just one phone call, you are further ahead than you were yesterday.
♦ If you have leads that have been approved and have a timeline within the next 6 months, you definitely want to follow up each 7/10/14 days, just to check if they have any questions or to send some personalized information that may help them with their home search. You may come across an article that might be useful for them, such as Hidden Secrets of Saving Money. Give them a reason to be loyal to you!
Keep calling your leads! It is usually between the 5th and 12th call that you are going to get a hold of the lead. Remember: if you are not calling your leads, there is probably another realtor doing that!
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