Ok, this has been brought up 100's of time before at REW but I'm too lazy/drunk to search the past posts.

Any tricks to converting those internet leads?
I've only got two years in the biz and could use some help from you older guys....

I'm sure I've thrown aways 50% of my business by not working my old leads. In the last two years I've only worked with the clients who were ready to BUY NOW. Of those who are not ready to BUY NOW, what % of them will typically BUY LATER? Do you have any special techniques to make them BUY NOW? or if not now BUY SOON?

I've got to quit drinking and posting....

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Coastal Delaware Real Estate Sales
REHOBOTH BEACH CONDOS | REHOBOTH BEACH REAL ESTATE | REHOBOTH BEACH MOBILE HOMES
* Results not typical. Individual results may vary.

LOL

Do you use a contact mgmt system of any sort? Perhaps setup a drip campaign for follow up.

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Jessie: Panama City Beach Real Estate, Panama City Real Estate and Panama City Beach Condos

If you can verify a phone number in google that is left, call. Otherwise, people generally don't want to be contacted. So I set them all up on a drip campaign. Most of these don't turn into anything, but a few do.

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Sam Chapman
Austin, Texas
Austin, TX Real Estate |Austin Luxury Homes |Austin Real Estate Blog

Most of my registrations on the IDX side were 1-2 years out. Many had never been to my city, or even to the state... I wouldn't waste my breath calling idx registrations.

Having said that, you may want to screen the leads so they only sign up if they are more serious. In my case, they had to register to see the homes, meaning I got tons of fake info.

Anyway, for me, so far out of about 4,000 leads, I've had nothing but immediate buyers or nothing - no gray area yet.

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Drew T. Nichols
Greenville SC Real Estate

I'm working on a new CMS which is nearing completion. It's so cool I might sell copies of it.

I've also had my share of the curious wanna be buyers, Those who take the time to find me, call me, request info, schedule an appointment or two and then disappear. Where do they go?

Do they buy from another Realtor? Decide it's not a good time to make a purchase? Realize they have to sell their own home first in a down market? I really should know but I have not had the time to deal with anyone who was not ready to move quickly.

Maybe they just wanted a tour of the area, a ride in a BMW and a free lunch?

Has anyone done the calculations on the cost of a client that does not end up buying from you?

Time
Gas
Ware and tare on equipment
printing, e-mailing, phone bills
lunch
having to get up and leave the house


Wow! If I could have skipped all of these deadbeat buyers I could have made another $20K or more this year and had an extra month off.

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Coastal Delaware Real Estate Sales
REHOBOTH BEACH CONDOS | REHOBOTH BEACH REAL ESTATE | REHOBOTH BEACH MOBILE HOMES
* Results not typical. Individual results may vary.

If they are not buying within 3 - 6 months it's hard to manage. Chances are that same "cold" buyer will stumble upon your nice ranking site again when he/she is serious.. DRIP & Outlook are some options, but there is only so much you can do unless you have a staff of ten.. I wouldn't think you have thrown away 50% of your business. Lots of "surfers" online.

I'm a one man show, but would like to expand and build a team.

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View Port Orange Homes
Daytona Beach Condos For Sale
Daytona Beach Real Estate

I agree for past 5 years I've only worked with ready, willing and able buyers all looking to purchase sometime within a 12 month period. Some type of central email or address file is ok to market toward, but individual follow up on internet leads might not be worth time spent. Another good source of income is to generate and work rental leads, especially with current market conditions and on off season. This allows for a generous supplemental income, and a large pool of potential buyers to work 6-24 months down the road, depending on lease term.

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What kind of drip campaign do you guys use? How often do you hit them? If someone has a really good one I sure would like to discuss online or off.

Right now I am only sending out 2 responses

1) the day after they register - thanking them for registering, offering more services and giving them a hot link back to the site - in case they don't know how they got there.

2) 3 days later they get a follow up email saying that I want to make sure they know all the ways to search on my site and offering a hot link to
map search
subdivision search
offering to set up a custom search

I don't know where to go with it next. Maybe 7 -10 days later offering more info like hot link to schools info page, and blog.

Any thoughts would be appreciated.

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Wayne Long
Search all the Columbus Ga Homes for Sale listed in the Columbus MLS
as well as Fort Benning Real Estate and area info.
Check out the Columbus GA Real Estate and area info.

Cool leads - the ones you put on a drip...I've closed one 20 months after first contact, one 15 months out and one 26 months out. Hot leads - the ones who call or email and are ready now - I've closed one in 40 days and one in 60 days and they were both pretty high dollar, cash deals. These "stats" are for the last 2 years. There have been others, but these are pretty good examples.

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Sam Chapman
Austin, Texas
Austin, TX Real Estate |Austin Luxury Homes |Austin Real Estate Blog

I am this a year and a half, and it seems that buyer loyalty is all but non existant. It seems its a numbers game, good screening, and a bit of luck.

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Dave Kovaleski REALTOR
Pocono Pennsylvania Real Estate Agent
Pocono Real Estate
Pocono Homes
Lake Wallenpaupack Real Estate