In lead follow-up, real estate agents must first determine the value of that lead. Value is determined by considering the level of effort it will require to turn a lead into a committed client, plus the level of service to ensure they make a purchase.
Agents should first determine whether the lead actually needs and wants their service – not just whether they’re interested in making a purchase. Next, determine if the lead has the funds and credit to proceed.
Finally, agents need a way to categorize their leads based on length of time to closing and the client’s commitment to working with a real estate agent. Do that by separating leads into columns – those who will commit to working with an agent, probably will work with an agent, and possibly will work with an agent. The level of service accorded any single lead, then, is based on their category.
Source: Realty Times (08/27/10) Zeller, Dirk
Source: INFORMATION, INC. Bethesda, MD
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