Did you know that if you were doing pro-active marketing and advertising, you could have closed 2 - 3 times more transactions in the past few years than you ended up with?
"Dan, how could that be?"
"There's no way I lost that much business!"
Well, let me show you how it happened.
If you could go back in time and make a list of every prospect who ever contacted you by phone, e-mail, open house or in person, I can pretty much guarantee you threw away closings in the garbage can, where another agent got paid instead of you!
You see, most agents only want to work with "NOW" buyers and if a buyer isn't ready to buy right away, they would store them in some database to work with later. Well, 6 months go by and you finally remember them and call, only to find out that they already bought a home.
So, you say "Those stinkin' buyers!" You know what? It's your fault! You didn't drip on them until they were ready to buy, so another agent helped them out.
I recently read where when you generate 25 buyer prospects, many agents end up only working with 2 of the hottest ones and only closing one of them.
You're thinking, "Who can buy right now, because I need a paycheck right now?"
Well, keep thinking that way and you'll soon be out of business.
Sure, about half of them (50%) won't qualify for a mortgage or just never make a move, but out of every 25 leads, half of them WILL buy a home within the next year.
"But, Dan, I can't wait that long. I need business now."
You say you can't wait that long, but the average buyer takes 6 - 9 months before they buy a home. When they first "raise their hand", they are only beginning to think about buying...they may need to repair their credit before starting...they may not know where they want to live, so they search online looking at homes...they want to become educated, so they learn more on the internet, etc.
Well, start building an active list of prospects and soon you will be able to convert a few of them every month, like clockwork. But you must start now, because it'll take some time to find the prospects before you can start going to closings.
Just think, if you can generate 25 prospects per month, that's 300 per year. If 50% don't qualify or aren't motivated, that leaves 150 (or 12 leads per month). How many of those can you help IF you stay in contant touch with them and are there when they're ready to buy?
Is 'three' a number that could work?
That would triple your current conversion number!
Most agents with those numbers would only close 12 transactions a year...while you can have 36+ closings per year!
But it starts with building your list of prospects and consistently month after month staying in touch with them until they're ready to buy.
In reality, you have to consciously make the effort to improve your lead conversion rate once you put a prospect into your pipeline. Don't let them leak out! That's like burning money in a fire pit...and it's gone forever!
So start your list right now. Go back and search for any possible leads that may or may not be dead. Contact them (or mail to them if they're on the 'Do Not Call' list) and see if you can revive them.
"Dan, how could that be?"
"There's no way I lost that much business!"
Well, let me show you how it happened.
If you could go back in time and make a list of every prospect who ever contacted you by phone, e-mail, open house or in person, I can pretty much guarantee you threw away closings in the garbage can, where another agent got paid instead of you!
You see, most agents only want to work with "NOW" buyers and if a buyer isn't ready to buy right away, they would store them in some database to work with later. Well, 6 months go by and you finally remember them and call, only to find out that they already bought a home.
So, you say "Those stinkin' buyers!" You know what? It's your fault! You didn't drip on them until they were ready to buy, so another agent helped them out.
I recently read where when you generate 25 buyer prospects, many agents end up only working with 2 of the hottest ones and only closing one of them.
You're thinking, "Who can buy right now, because I need a paycheck right now?"
Well, keep thinking that way and you'll soon be out of business.
Sure, about half of them (50%) won't qualify for a mortgage or just never make a move, but out of every 25 leads, half of them WILL buy a home within the next year.
"But, Dan, I can't wait that long. I need business now."
You say you can't wait that long, but the average buyer takes 6 - 9 months before they buy a home. When they first "raise their hand", they are only beginning to think about buying...they may need to repair their credit before starting...they may not know where they want to live, so they search online looking at homes...they want to become educated, so they learn more on the internet, etc.
Well, start building an active list of prospects and soon you will be able to convert a few of them every month, like clockwork. But you must start now, because it'll take some time to find the prospects before you can start going to closings.
Just think, if you can generate 25 prospects per month, that's 300 per year. If 50% don't qualify or aren't motivated, that leaves 150 (or 12 leads per month). How many of those can you help IF you stay in contant touch with them and are there when they're ready to buy?
Is 'three' a number that could work?
That would triple your current conversion number!
Most agents with those numbers would only close 12 transactions a year...while you can have 36+ closings per year!
But it starts with building your list of prospects and consistently month after month staying in touch with them until they're ready to buy.
In reality, you have to consciously make the effort to improve your lead conversion rate once you put a prospect into your pipeline. Don't let them leak out! That's like burning money in a fire pit...and it's gone forever!
So start your list right now. Go back and search for any possible leads that may or may not be dead. Contact them (or mail to them if they're on the 'Do Not Call' list) and see if you can revive them.
To your success,
Dan
What's your BIGGEST FRUSTRATION in your business? E-mail me at: dan@agentsuccesscoach.com
All content copyrighted © 2007 - Dan Weis, Agent Success Coach
Dan
What's your BIGGEST FRUSTRATION in your business? E-mail me at: dan@agentsuccesscoach.com
All content copyrighted © 2007 - Dan Weis, Agent Success Coach
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