5 steps to a lead conversion slam dunk

March 26, 2018

If you’re reading this, you’re probably one of the 70 million who filled out a NCAA Basketball Tournament March Madness bracket with hopes of making it to the “Big Dance.” As fans tune in for the month of madness, it’s sometime around mid-March where most Americans miss out on their chance of bragging rights and are plagued with memes mocking their busted brackets. For others, their meticulous top choice continued to advance!

In the same way that teams make their way through the big tourney, real estate pros can use the right systems to repeatedly create lead conversion alley-oops for their business. Consider these 5 strategies to generate leads and grow real relationships to convert them into clients.

5 Steps to a Lead Conversion Slam Dunk

5 Steps to a Lead Conversion Slam Dunk

1. Facebook marketing

Facebook has 2.2 billion monthly active users, making it a great place to reach consumers. To generate leads from your Facebook business page, there are 3 things you should be posting now:

  • New listings
  • What’s your home worth?
  • Open house events

Dig into each type of post and view them on a demo Facebook business page here.

2. Auto-response

Did you know that responding to a lead within 5 minutes vs. 10 minutes can improve your contact rate by 900%? We know what you’re thinking, but responding that quickly to leads is not impossible…even for a busy real estate pro. While you’re juggling open houses and listing presos (and the million other things you do every day!), auto-response technology can help you to provide leads with a quick response behind the scenes. 

With FiveStreet you can funnel leads generated from hundreds of vendors into one central source. When a lead comes in from any of those sources, FiveStreet automatically sends a personalized text message from you within 2-3 minutes and an email within 5 minutes. The agent will will also receive a lead alert.

3. Discovery call

In order to move leads along, a discovery call is essential.

By uncovering prospects’ core pain points early on, you’re able to set yourself and your potential customer up for success. Here are two golden rules to follow when responding to and qualifying leads for your next discovery call. Harvard Business Review suggests:

  1. Best Days to Call –  Wednesday or Thursday
  2. Best Time to Call –  Between 4:00 – 5:00PM

4. Send value

Not having something of value could steer leads into the direction of another real estate professional. When it comes to buying and selling a home, there’s nothing more valuable than simple, easy-to-understand market insights. Connect with leads regardless of where they are in their buying or selling journey by sending them a Market Snapshot® report.

Leads can check out how much their home is worth, or take in details about their neighborhood of interest. It’s a win-win!

5. Keep in touch

Every time you use Top Producer® CRM to send a Market Snapshot® report (or make a call, send an email or text message), you will be immediately prompted to wrap it up. This gives you a chance to record any important details, and schedule a follow-up call so you don’t have any leads slip through the cracks.

And that’s all there is to it! While you can pretty much count on March Madness to devastate your household, office and circle of friends, don’t let your lead conversion become another upset. Click here to download the Conversion Funnels guide, packed with tips for launching a successful lead conversion program. Stick to the system and when it comes to your funnel, you’ll never hear “sorry about your bracket!”

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