It's about time

[webmaster]

I think it's no surprise that everyone here is actively seeking to generate more leads online - but how well are most of us following up on these leads?

How many of us have drip email campaigns for more than one customer type?
How many of us have taken the time to learn / customize messages sent out by various IDX's instead of just using the boiler plate?
How many of us actually track conversion rate (From lead to sale)

There are so many things that I know I could do better for myself and my company and from what I have read from the membership, there is a large portion of us who feel that our follow up can be improved.

So let's get to it - you now have your "lead follow up" forum - bookmark it, and let's get planning

[AaronSOLD]

Yay!

[Micheal Pannell Realtor]

Cool, This is a good one. Now we need for for companies looking to higher agents. I talked to you about a year ago but nothing ever happened.

[webmaster]

Responded to your PM - now let's get back on topic Lead follow up

Cool, This is a good one. Now we need for for companies looking to higher agents. I talked to you about a year ago but nothing ever happened.

[jerome]

I think the FOLLOW UP Forum is a Great Addition.

Besides a Unique E-mailed Drip Campaign, it Really gets back around to the Telephone and Fast Response (within 5 minutes!), Persistance and Organization to Truly have a Good conversion rate.

I hope All my Competators overly rely on E-mail to get Clients!

Then, of course there is the Scripted Talking Points when indeed you Actually CATCH the Prospect.

And I track my conversion rates from Site Hits to Leads to Contacts to Appointments to Closed Deals.

[Ryan Ward]

Question for you Jerome...

When someone simply registers to use your site, do you contact them immediately?

This is different than a "contact me" type of lead which we can probably all agree should be done ASAP.

I have not been of the opinion that an immediate response to a registration is the right method, but, I'm open to hearing ideas about what is best here...

[rvolk75]

Ryan, I agree with you that when someone registers for the IDX search on the website, you shouldn't contact them immediately. Visitors might feel like they're being watched.

Instead, I try to reply within a few hours and I send a personalized email. Since I know what criteria they used, I try to include a few listings that match their criteria. That way, the email is targeted.

On the other hand, if someone requests information, you should contact them immediately.

[jerome]

Yes ASAP.
I realize I'm probably one of "afew" Sites they have visited and one of "acouple" of IDX Searches/Reports or CMA's they have signed up for if the lead source is a Search Engine (you might be the only one if the lead source is Multi-Media).
So my goal is to CATCH them while on my Site believing that this demonstrates desireable attributes: Organization and Promptness as opposed to being too aggressive and pushy...or late in comparision to reply and maybe running more of a Lax show.
If they don't want to be contacted by phone, usually you'll get a Bogus number (and I get my share).
Buyers too often "just want the address" so if indeed they are interested in a property they can drive by and call the Listing Agent on the yard sign and forget all about the Buyer's Agent Site they visited that gave them the Home Search Info. in the 1st place.
But I've found a Strong USP helps the Prospect WANT to talk to you because your Offer interests them and separates you from their other (and there are Many) choices.
It is Very Rare I get a Weirdo that feels I invaded their space by calling to ask if their Home Search went OK, if I could modify any choices on my end for them, or further assist them.
And the ones we've been phoning for awhile before CATCHING a lot of times apologize for not returning our previous calls.
We actually have an Inside Sales Team to strictly work these E-mails (and calls), Qualify them and set the Appointment and Confirm such for the Outside Associate Agents.
The Early Bird gets the Worm!

[hicrc]

We have a highly effective Leads Coordinator that manages all incoming leads from the site. This person monitors inquiries that go directly to agents (our listings) for a quick and effective turnaround, and actively replies (even on weekends) to inquiries for non-company listings. This has improved our conversion rate dramatically!

[u2man]

I think the FOLLOW UP Forum is a Great Addition.

Besides a Unique E-mailed Drip Campaign, it Really gets back around to the Telephone and Fast Response (within 5 minutes!), Persistance and Organization to Truly have a Good conversion rate.

I hope All my Competators overly rely on E-mail to get Clients!

Then, of course there is the Scripted Talking Points when indeed you Actually CATCH the Prospect.

And I track my conversion rates from Site Hits to Leads to Contacts to Appointments to Closed Deals.

I'm with Jerome here.....the first agent who calls and can build repoire (sp) will win most of the time. The more time goes on the colder the lead.