Increasing conversions for internet leads

Very simple to increase conversions is scientific..

The most important day in the lead conversion process has always been the day the lead was received.

From my experience, you have the highest percentage chance of making contact with a lead while that consumer is still browsing your website.


Our goal is always to make initial contact within minutes of receiving a new lead notification. The InsideSales.com/MIT Lead Response Management Study reported that “the odds of qualifying a lead in 5 minutes versus 30 minutes drop 21 times.”


By waiting just 25 minutes, you are reducing your opportunity to get the sale by more than 20 times. During a shifting market when leads are scarce, you can’t afford to take those risks




Every new lead with a phone number

1. Call right away-minimum within 4 hours

2. We call 10 times over 14 days or until we get them on the phone or appointment

3. We push for the appointment to get them out looking at houses

Every new lead no phone number

1. we email them listings

2. we email a market report

3. we email them 10 times over 14 days


after the first 14 days are up

we email them the weekly market watch newsletter forever

weekly best deals

new properties to market

new solds

every month they get the just checking in..email..forever




1. Email –Email is the most common piece of information that you will be provided. You’ll want to be connected from the office, your phone, and through a Web interface for those times when you just have to log in from someone else’s computer.



2. Social Networks –If you were provided an email address or name, you can easily search online and see if the lead has a profile on any of the major social networks like Facebook.com, LinkedIn.com, Twitter.com, and Plaxo.com. Make sure you have accounts on them all.



3. Direct Mail –If an address was provided, take the time to mail a relocation package, seller’s guide, thank-you card, or a postcard. Whenever possible, include a couple of business cards in the envelope.



4. Video Email –Use a service like Eyejot.com or Goldmail.com to create a video that can be embedded into your email. Tyrone Bafaro from Seattle, Washington, commented that his best responses have come from sending video emails with mistakes like bloopers. Tyrone says, “If I can make them laugh with a video email, I am 50 percent closer to getting a buyer appointment.”



5. Text Message –Determine if the phone number provided is a cell phone and try sending a short text message. Many times you will get a response back from a text message long before ever getting a call back.



6. Phone Calls –Use Google Voice to track your calls, reduce long-distance charges, and create vanity numbers.


tips for conversion

1. Keep It Short –A few sentences will do best for most communications.



2. Make an Offer For Immediate Response (MOFIR) –Each message should include a time-sensitive offer that encourages an immediate response.



3. Include Properties –Buyers really only care about one thing: properties. Make sure you include a link to properties in every email, or in the case of a phone call, mention a specific teaser property (“I just heard about a good deal located in X area of town.”). In Fathom’s lead system you can set up every lead on a “e-alert” to receive a list of properties and also send a single property or list of properties right from the “compose email” section by clicking on the “Insert Listings” link.


http://www.fathomrealty.com/agentbox/lead-management/10-days-of-pain