by Vince Villegas
We hear so much talk in our business of getting more sales and more commissions. What this talk is really all about is getting more leads. Getting more leads (or, more specifically, getting more high quality leads) on a consistent basis is the KEY to getting more sales and making more money . . . period. We all know this.
- What is the difference between the agents who are getting a ton of high quality leads, and the agents who struggle to get leads or who get a lot of low quality leads?
- Do the successful agents work harder?
- Are they just better agents?
Well I suppose in some cases they do just plain work harder. In my experience, though, the explanation is most often something else.
The answer is usually that the successful agents have a better strategy for where and how to get (and convert to clients) high quality leads.
Here are three of the top lead-getting strategies a lot of agents are NOT using. If you are not using these, you are losing a lot of high quality leads.
Top Lead-Getting Strategy #1 – Use A Lead Magnet: If you only use one of these three strategies I’m giving you, please use this one! One of the biggest lead LOSING strategies is to send people to a “business card” website. A business card website is one like most agents start out using – one which has their picture, their name and contact information, and a list of all their listings. What you want to use instead is a lead magnet website. A lead magnet website is designed to entice people to give us their first name, their email address and their phone number – meaning it is designed to allow you to be able to contact and create a relationship with each lead. I have a business card website – It gets one or two opt-ins PER YEAR. My lead magnet website gets dozens of high quality opt-ins every day. Why? Well a lead magnet website attracts people looking for something more general (e.g., people who want to ‘stop searching Craigslist and get the best deal’) as opposed to only attracting people who are looking for one particular home
Top Lead-Getting Strategy #2 – Utilize Lead Banking: So it’s great that you are now using a lead magnet website and thus are getting higher quality leads to opt-in. The obvious next question though, is what do you do with those who opt-in (so that you can ultimately convert these leads to clients)? This is where you need to use an autoresponder system tied to your lead magnet website so that you can start LEAD BANKING. Not every lead is going to be a buyer or seller right now. You want to learn how to bank your leads so that you have them on your list and available for you to contact.
Top Lead-Getting Strategy #3 – Give Value: The third part of this 3-part lead getting strategy is VALUE. So now you’ve attracted high quality leads with your lead magnet website, you’ve banked those leads with an autoresponder, and now you need to cultivate and maintain a great relationship with those leads. It’s very important to stay in touch with and cultivate good relationships with your leads. Your goal should be to get and capture a lead, so that you can get them on the phone and convert them to a client. My goal is to get people to ‘raise their hand’ and reach out to me, and for me to get them on a call (and convert them to a client). The way to do this is to keep in touch with your leads – but not selling to them or promoting yourself and your services. It is to just give them continuous value – valuable information that they can use. You do that and they will reach out to you when they need your services.
For home inspection services in the Seattle area, look to Property Inspector, LLC. Call Or Text (425) 985-3289 for immediate service. Click here to take advantage of our online scheduling for your convenience.
Call Or Text (425) 985-3289 to get the most comprehensive home inspection in the Seattle area. Property Inspector, LLC has been perfecting the art of Home Inspection since 2001. The industry has continued to evolve with new standards and more advanced technology to confirm the condition of the home. But one thing has remained consistent: our dedication to providing the best Home Inspection solutions.
