Most of you know that I have been testing a Lead Conversion Administrator (LCA) for the past year. Over that time period, there really hasn't been any increase in business between her 4 Agents, and the rest of my Agents. In fact, these Agents have tended to do less business than my Agents who do this on their own.

I met with all 4 Agents and the LCA to determine what the problem might be. I know it's not my LCA because she is awesome and probably has one of the best work ethics in my company. What we figured out is that these Agents had a complete disconnect to the customer and even though they would receive their follow up notes to contact these people, they very seldom did so.

After learning that, and hitting a few golf balls so I didn't hit my Agents, we decided it was in our best interest to either end the program or try another approach. Since I have faith in the program, we decided to change the program to where the Agents make the initial call and then our LCA concentrates strictly on follow up calls as the Agents assistant.

It's been a few weeks so far of testing this and all signs show that this is going to be a great change. Her 4 Agents up until June 30 had closed 31 sales which is off from our desired rate of 1.5 sales per month per Agent. Since implementing the program, these same 4 Agents have 12 closings coming up within the next 30 days. At this rate, this could triple their sales, if they double I will be very happy with the program.

I know there are many of you who are looking at having lead coordinators and I thought this info could help some of you along. Keep in mind that it's only been a few weeks of testing this new approach, and some of these sales might have come regardless of the switch. However, it's looking positive so far. I'll keep you updated as we move into the next month or testing.

__________________
Mitch Ribak
The eHomes Realty Network
www.ehomesrealtynetwork.info
mitch@ehomesrealtynetwork.com
http://www.ehomesrealtynetwork.com/i...fm/Mitchs_Blog
(321) 258-4150