Consumers (and I) will tell you that agents have room for improvement when it comes to following up with leads. It honestly boggles my mind. Research clearly shows that consumers work most often with agents who respond first to their inquiries.

Why do some Agents struggle to sell five homes in a year and others sell 100? Two words: Lead management.

Frankly, getting leads isn’t that difficult. You can generate leads all day and night through your website, advertising, word of mouth, yard signs - on and on. The tougher job is managing leads. In fact, converting leads is the number one issue affecting the sales profession across all industries - real estate is not alone.

That’s why I believe the first investment an agent should make is in a lead management system - it is the kitchen for the restaurant. It doesn’t have to be the latest, greatest high-tech gadget on the shelf. Ask yourself, “Is my system helping me achieve my sales objectives?” If not, it is time to invest in one that does.

For additional information and guidance on this topic we have posted an article on our website entitled “Straight Talk on Managing Your Leads” for you to review.

Commitment for the Week:

Show us your commitment by commenting with your thoughts, plan and deadline below!

Make a Commitment: I will take a look at how I am managing my leads and will make the necessary changes.
Deadline: _________

Bob Corcoran