Lead Follow-Up

Episode 6 of the This One Time in Real Estate... podcast, hosted by Mark Gellman, titled "Lead Follow-Up " was published on February 16, 2024 and runs 15 minutes.

February 16, 2024 ·15m · This One Time in Real Estate...

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Summary

The difference between a good, a mediocre, and a terrible lead follow-upper will show in one place: your number of closings. Think of leads in 2 different ways: a warm lead vs. a cold lead. A warm lead is someone you met face to face or belly to belly / ear to ear. If you meet a lead at an open house, then you're more likely to dazzle them since it was in person. It's a stronger start to building a relationship with them. A cold lead is a connection via text, email, call or any avenue that isn't in person. It's hard to make that personal connection when you're not face-to-face. To have a high conversion rate on cold leads, you have to have your follow-up dialed in. Pro tip: as soon as you get a lead, follow up immediately in the same platform. If they submit an inquiry on Zillow and you get an email, then email them back. If you follow up to an email lead with a phone call, you may not be as likely to reach them immediately. If they don't answer, then try another platform and stick to whatever form they respond to the most.

Episode Description

The difference between a good, a mediocre, and a terrible lead follow-upper will show in one place: your number of closings. Think of leads in 2 different ways: a warm lead vs. a cold lead.

A warm lead is someone you met face to face or belly to belly / ear to ear. If you meet a lead at an open house, then you're more likely to dazzle them since it was in person. It's a stronger start to building a relationship with them.

A cold lead is a connection via text, email, call or any avenue that isn't in person. It's hard to make that personal connection when you're not face-to-face. To have a high conversion rate on cold leads, you have to have your follow-up dialed in.

Pro tip: as soon as you get a lead, follow up immediately in the same platform. If they submit an inquiry on Zillow and you get an email, then email them back. If you follow up to an email lead with a phone call, you may not be as likely to reach them immediately. If they don't answer, then try another platform and stick to whatever form they respond to the most.

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