Convert More Real Estate Leads and Close More Sales with This 3-Step Lead Conversion Process

July 14, 2016

Convert more real estate leads and free yourself and your real estate team to close more sales using this 3-step lead conversion process shared by Real Estate Rockstar Radio veteran Jim Keaty. Jim’s solution to convert online real estate leads is one guaranteed to help you balance out prospecting, handling active client deals and continuing to generate referrals while nurturing past client relationships.

In his interview with Pat, Rockstar Real Estate Radio veteran Jim Keaty discussed that his team had no problem generating leads. Instead, his team needed a more efficient way to convert more real estate leads without finding themselves spending too much time prospecting and losing sight on giving their clients enough attention.

Because of this problem, he began to speak with other successful agents and research the issue further. What he found out will help you convert more leads and close more sales immediately.

You Have 5 minutes to Convert More Real Estate Leads

While researching how to clear up the bottleneck in his lead-generation and conversion system, Jim stumbled upon a study by MIT. In that study, something caught his eye and changed the way he and his team approached the process of converting more real estate leads to clients.

The odds of contacting a lead if called in 5 minutes versus 30 minutes drop 100 times.
The odds of qualifying a lead if called in 5 minutes versus 30 minutes drop 21 times.

There was much more important information in this MIT study on qualifying and converting leads. It was this first 5 minutes, the importance of the immediacy of response, however, which caught Jim’s attention.

3-Step System to Convert More Real Estate Leads

Here’s how Jim and his team cleared up the bottleneck that was preventing his team from converting a higher number of leads and closing more sales by breaking up the problem in 3 stages.

Step 1 – Outsourced his first response to lead inquiries to a U.S.-based call center. Those first repsonders call leads within the first minute and qualify those leads with a series of questions. How the lead answers the questions determines what happens next – a direct contact with a real estate agent or the lead passed on to a buyer ISA.

Step 2 – The second step involves an inside sales agent who then qualifies the lead further during what many might consider a customer service call workflow. After a number of questions, this agent may create a MLS search for the lead. Then, at the right time, the lead will be passed on to a real estate agent.

Step 3 – Finally, when the lead is ready to see houses in person, that buyer is passed on to a real estate agent. Now, these agents are working with buyers who are ready to purchase a home instead of finding themselves bogged down with less-solid leads early in the home-buying process.

Jim offers an in-depth look at this 3-step process to convert more real estate leads and its success in the podcast interview with Pat. He also shares a very important takeaway on how he was able to get buy-in from his entire team who had to sacrifice compensation to pay for this new system to capture, qualify and convert more real estate leads and close more sales.

Listen to the podcast with Jim Keaty here.

What are your thoughts? Have you used or do you use a similar system? Please share in the comments below.

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