By Phil
Mar. 15. 2021

Online leads are a great way to boost your business and build your client list, however, a lead is merely a lead until it is effectively converted. Seems simple enough, but many agents struggle when it comes to making the jump from lead to client. Below are a handful of tips on how to convert online real estate leads from top-producing real estate agents. 

Tip #1: Fast Follow Up

Chris Nevada,

Speed to lead, the faster you can get a hold of the internet lead the faster you take them off looking at other sites and you can truly help them out.

Make sure to ask internet leads open-ended questions, get them to talk to you, get them to trust you.

Tip # 2: Be Persistent

Mike Loewenberg,

I could give so many tips, but the first one that came to mind is “keep going”. You have to keep building the pipeline. Recent stats show that an online lead’s average life from registration to close is over 600 days; that’s close to 2 years! Don’t let that scare you but ask yourself, are you prepared to invest in lead gen for 2 years? The good news is you will get some laydowns, ready to speak to an agent with a 30-90 day time frame, and who doesn’t love those?

Could I give 3 more tips? Follow up, follow up, follow up!

Tip # 3: Add Value

Nicholas McMillan,

One tip for converting online leads would be to follow up as quickly as possible. However, you should have as much information as possible about the property or information the leads are inquiring about. Try to do a little research before contacting the lead so you can provide value to the potential client.

Tip # 4: Client is the Priority

Alex Platt,

My biggest tip for converting online leads is when they are fresh, do not wait until the following day to reach out to them with a phone call. Customer service is king and you have to be on top of your follow-up game. Online leads can move onto a competitor quickly so as soon as they come in, be ready to hit the phones.

When you start looking at a lead as more than just a potential commission check, seeing the people behind the information, you will begin to notice the results. At the end of the day, leads are looking for an agent who is helpful and authentic, worrying less about the “sale” and more about ensuring client satisfaction.