How to systematically follow up with buyers to convert leads

Nobody wants to be a lead loser
  • People spend around five months researching homes before jumping into action.
  • 94 percent of potential buyers expect a response within an hour, and they don't sit around waiting in the meantime.
  • According to BoomTown, the magic number of follow-up calls or texts is six.

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CHICAGO -- Much like going to the bars in your 20s to find love, converting real estate leads is largely a numbers game -- but most top agents have at least one thing in common: persistence. Wendy Forsythe/Facebook Leading a panel at Inman Connect On the Road Chicago, Executive Vice President at Carrington Real Estate Services Wendy Forsythe spoke about efficiently using technology and good ol' fashioned (but systematic) follow-ups to convert leads. According to Forsythe, who is also global operations manager at Carrington, buyers spend around five months researching homes before jumping into action. "Almost all of the ways buyers are doing their research involves screens," she said. "It's on you to avoid being a lead loser." "Lead losers," she said, are people who let legitimate transaction opportunities slip away because of laziness or lack of communication. To avoid being a lead loser, Forsythe said there are three ways to ensure having the best chance at l...