Internet buyers (not just real estate buyers) are used to instant gratification.

Glenn Houck, co-founder of LeadQual, LLC talked recently about Internet lead conversion and how important it is to respond to Internet leads quickly.

Houck explained Internet buyers (not just real estate buyers) are used to instant gratification. Information is plentiful and if the buyer doesnt get what they want from one website, they will quickly move on to another.  When completing a form, the buyer wants a response NOW, not sometime tomorrow or next week.

Buyers visit an average of 5 websites and complete 3 forms. It makes sense then, that a buyer will most likely do business with whoever responds first. If they dont hear from you immediately they forget who you are and what form they filled out. Responding within minutes is crucial.  When I was selling real estate, I used to ask buyers why they were in my car and not some other agents. The response was always¦you were the only one that called!

Consistent follow-up is also crucial. Most Internet buyers start looking 6-9 months before they buy. Emailing or calling them once after they visit your website is just not enough for you to be remembered. It takes constant communication until they are in your car looking at homes or until they tell you to stop.

As a new agent I asked, ‘How do you know when to stop calling (there was no Internet in those days)?’ I was told, ‘When they buy or they die.’ This is an excellent rule to follow if you want to increase your lead conversion rate.

Drip email campaigns, weekly offers of value, monthly newsletters, and phone calls will increase your conversion rate dramatically. Dont be discouraged if you leave messages and they dont call you back. The message reminds them who your are, it shows you care about them and they will return your call when they are ready.

As you have heard many times: Plan your work and work your plan. If you do, you cant fail! Need help with your plan? As your real estate virtual assistant, I can take care of this for you.  Give me a call at 757-271-6047 or visit my website, MyREAssistant.com to learn about lead management.