Converting Leads into Life Long Clients

Wendy ForsytheEVP/Head of Global Operations, Carrington Real Estate Services

Wendy.Forsythe@CarringtonRES.com

Twitter, Instagram, Snapchat: brandwendy | Facebook: brandwendy1 | LinkdedIn: wendyforsythe

Question:

Do you currently work online leads?

79% of online leads never turn into sales

Converting Leads into Life Long Clients

We have a much bigger

problem!

3 Simple Strategies to Avoid Being a Lead Loser

Strategy 1: Speed of Response

Question:

How quickly should you respond to an online lead?

78% of consumers upon initial contact with an agent expect a response within 30 minutes.

94% within an hour.

Source: 2014 CAR Home Buyer Survey

Strategy 2: Number of Attempts

Question

How many times should you try to contact an online lead?

40% of online leads only get contacted once

6xSource: Boomtown

Attempt One: Within 5 Minutes“Hi, this is Wendy Forsythe with Carrington Real Estate. Thanks for your inquiry on 123 Main Street.

I’m calling because of the request for more information you made on my website.

You can call or text me at 555-555-5555. If I don’t hear from you I’ll give you a call back in a couple of hours.”

Call or Text?

Q: What was your preferred method of communicating with your agent?

Q. How did your agent actually communicate with you?

Source: 2014 CAR Home Buyer Survey

Attempt Two: 2-4 Hours Later“Hi, this is Wendy Forsythe with Carrington Real Estate. Thanks for your inquiry on 123 Main Street.

I’m calling because of the request for more information you made on my website. As you are likely aware properties are selling quickly in today’s market so I want to make sure you get the additional information you were looking for on this home.

You can call or text me at 555-555-5555.”

Attempt Three: 4-8 Hours Later“Hi, this is Wendy Forsythe with Carrington Real Estate. You recently requested more information on a property through my website.

I have some important updates that I think you’ll be interested in.

You can call or text me at 555-555-5555.”

Attempt Four: 8-12 Hours Later“Hi, this is Wendy Forsythe with Carrington Real Estate. Thanks for your inquiry on 123 Main Street. I’m calling because of the request for more information you made on my website.

I’d be happy to answer any questions you have and assist you with your real estate needs.

You can call or text me at 555-555-5555.”

Attempt Five: 12-18 Hours Later“Hi, this is Wendy Forsythe with Carrington Real Estate. I’m sorry we haven’t been able to connect but I did want to make sure I responded to your inquiry.

It’s important to me to respond to all inquiries about real estate that are directed to me. I hope your real estate search is going well and would be happy to help.

You can call or text me at 555-555-5555.”

Attempt Six: 18-24 Hours Later“Hi, this is Wendy Forsythe with Carrington Real Estate. I’ve tried several times to connect with you in response to the inquiry you made on my website.

If you are still looking for information please let me know and I’d be happy to help.

Unless I hear from you this will be the last time I follow up but please call or text me at 555-555-5555 anytime if your need assistance.”

1…2…3…4…5…6!

Strategy 3: E-Alerts

A lead is 2.5 times more likely to directly contact you when you set them up on

an e-Alert!

And on average, prospects with e-Alerts return to your website 15 times more than

leads without e-Alerts!

Source: Boomtown

1. Be Fast- Speed2. Be Persistent- Attempts

3. Stay in Touch- E-Alerts

Wendy ForsytheEVP/Head of Global OperationsCarrington Real Estate ServicesWendy.Forsythe@CarringtonRES.com

Want the scripts?

Text COTR16 to 44222

Twitter, Instagram, Snapchat: brandwendy | Facebook: brandwendy1 | LinkdedIn: wendyforsythe