Page 4 - Southwest Florida Regroup

Succeeding with an internet lead based model

Only 2% of internet leads are ready to buy NOW!

It’s So important for you to understand this. This means 98% of the money is in the LONG TERM follow up.
This also explains why new leads are hesitant to answer their phone or respond at the beginning of their
search. Leads become more responsive when they are within 3 months of making the move. FACT.

Study’s continue to show speed to lead wins!

1. Wednesdays and Thursdays are the best days to call in order to contact (by 49.7% over the
worst day) and qualify (by 24.9% over the worst day) leads. Thursday is the best day to contact a
lead in order to qualify that lead (by 19.1% better than the worst day).
2. 4 to 6pm is the best time to call to make contact with a lead (by 114% over the worst time
block). 8-9am and 4-5pm are the best times to call to qualify a lead (by 164% better 1-2pm, the
worst time of the day). 4-5pm is the best time to contact a lead to qualify over 11-12am by 109%).
3. The odds of calling to contact a lead decrease by over 10 times in the 1st hour. The odds of calling
to qualify a lead decrease by over 6 times in the 1st hour. After 20 hours every additional dial
your salespeople make actually hurts your ability to make contact to qualify a lead.
4. 4. 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.

According to a study conducted by Prof. James. B. Oldroyt at MIT, your odds of reaching a lead if you
call them within 5 minutes of their reaching out compared to waiting 30 mintues drop 100 times. The
odds of qualifying a lead if called in 5 minutes versus 30 minutes drop 21 times. Short response time is
by far the most critical component of capturing an online lead! Your number one job in capturing and
converting online leads is “be responsive”. Hand in hand with speed is being the first to respond.
Research shows that 35-50% of sales go to the vendor that responds first. (Source: InsideSales.com)

Keeping your “lead” on your site is key!

It’s pretty obvious that the better we are at making sure our leads STAY on our site and continue to use
our site as a resource, the higher the likely hood we have of closing that lead.

The #1 way to keep them coming back to our site is through the use of Listing Alerts. Every lead should
have a listing alert set up. No exceptions.
Making sure the listing alert is set up properly so that the prospect is intrigued enough by the listings
being sent is EXTREMELY important.