Your website is optimized, youve mailed out dozens of postcards and your contact information is all over town. A lead pops into your inbox, but youre up to your elbows in paperwork and, if youre working at home, the dog is begging to go out

What do you do?

Pick up the phone and punch the number.

Right?

Time is of the Essence

Youve likely used that phrase, or some variation of it, when talking to your clients about bidding on a home. Are you practicing what you preach?

Marketing Sherpa, one of the most respected research institutes around, says you have less than 10 minutes before a lead starts to grow cold. Why? Because people have relatively short attention spans and when they want information, they want it five minutes ago. If you havent answered, theyll often move on to someone who will. The Marketing Sherpa study also demonstrates that the longer you wait, the worse your odds become of even getting in touch with the lead.

The Right Kind of Follow-Up

When youre doing the initial follow-up with an email lead, its best to keep things simple. Dont push too hard, but dont come across as if you dont know much; either way, youll scare them off and into another Realtors inbox.

Read the information theyve provided before you call. That way, you know how many bedrooms and bathrooms they need, as well as where theyre interested in looking; youre not wasting their time or yours.

Introduce yourself and let them know why youre calling (you received their email). If theyve asked about a specific listing, relay the information you have and ask if they have any questions. Find out when they plan to move and how far along they are in the process.

Close the call by offering to send them a market report, a list of similar listings or a free eBook youve written.

Make the Most of Your Leads

While the initial call should be brief (unless, of course, they want to keep you on the phonethen, by all means, stick it out!), you always need to ask them if you can follow up again. Whether you want to send them listings, call them in a few days or otherwise stay in touch, subsequent follow-ups are almost as important as the first.

If you like more information on moving your license over to Benchmark Realty, we'd love to talk to you. Please fill out the form below.