Thursday, April 26, 2018

If You Aren't Working Old Buyer and Seller Leads, It's Time to Start


What do you do with old buyer and seller leads? If you aren’t currently working them, you’re missing out on a ton of opportunities.

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Not too long ago, I noticed a major problem within my own brokerage. We generate over 2,000 buyer and seller leads each month. You might be wondering why this is a problem. Well, the issue is that many of these leads aren’t interested in buying or selling right now. 

This brought up an important question: How can we work leads that aren’t ready right now? 

After researching the strategies different brokerages across the country use to approach this problem, I found a tactic I really liked. We now put leads into two categories: buyer archives and seller archives. These archives are made up of all the leads we’ve been unable to contact as of today. 

Whenever a lead comes through, we work them using what we call the “10 days of pain.” This means we’re calling, texting, and emailing leads once a day for the first 10 days we work them. By maintaining consistent communication with leads, we’re able to get face-to-face with as many buyers and sellers as possible. 
If you’ve got old leads, it’s essential that you have a system to place them in.
Typically speaking, people who haven’t responded within the first 10 days probably aren’t going to be a hot lead. Even so, they probably will be interested at some point down the line. So it is after a lead has been unresponsive for those “10 days of pain” that we move them into our buyer or seller archives. 

Leads in our buyer and seller archives are loaded into a three-line dialer called Mojo Dialer which all of our agents have access to. This provides a great resource for agents on our team who are looking for leads. We’ve compiled over 50,000 old buyer and seller leads over the years.

Until I set up our current system, I was missing out on so many opportunities. If you’ve got old leads, it’s essential that you have a system to place them in. And when you do begin to work these old leads, using a three-line dialer to reach out will be very important. This allows for a high volume of calls to be made each hour without requiring agents to waste their time manually dialing leads. 

Old leads are very valuable and there’s so much more I could say on the subject. So if you want to learn more, visit www.workingwithinvestors.com. When you input your contact information there, you’ll be able to view additional videos on this and other subjects. You will also gain access to my private Facebook group, where you can ask me any questions you might have. 


As always, if you have any other questions or would like more information, feel free to give me a call or send me an email. I look forward to hearing from you soon.