Looking into LEAD follow up

Tony, we are pretty aggressive in reaching them on the front end, however if we don't reach them in 10 days, then we move to a 21 day follow-up then 30 day follow-up. This includes a combination of calls/emails.

Ryan, do you use a specific technology for your lead management?

Tony,

I agree with you 100%. Follow-up is one thing most agents are really bad at, and that's a shame because it's the one thing that can really make or break an agent's career.

We get an average of 10 to 15 leads per day. These all get entered into Top Producer, and a call sheet is printed out for our Inside Sales Agent daily. She calls a new lead 3 or 4 times (depending on how busy we are) over the span of a few days. If she doesn't make contact, they stay on an email campaign. By the time the first call is made (within 24 hours of the lead coming in), they've received 2 emails from us with the info that they contacted us about and some other important info.

In our experience, making a 4th call IS beneficial, as we've reached some new buyers that we hadn't made contact with the first 3 times. I have a feeling a 5th call would be as well. We have too many new leads to follow up on to make the 4th or 5th, and will be adding an additional Inside Sales Agent to pick up the slack.

Bart,

I started most of my websites when I first got into the business, so most of the leads we generate are from organic search results – Google, Yahoo, etc. The cost is nothing other than the hosting itself.

When leads are slow we turn on Google and Yahoo pay-per-click to pick up the slack.

What we were told by successful agents before us, and our experience was the same, is that the most successful ISA (Inside Sales Agent) is an agent who has some experience but no longer wants to show clients around or write contracts or take them through to closing (kind of fed up with that stuff). They would rather come into the office and be on the phone and go home in the evening without having to worry about the other parts of the puzzle. We were very careful to keep the activities very delineated – all our ISA does is phone work. She gives all of the updates back to me and I determine the next step with each (scheduling the next call, appointment with our mortgage team, etc).

It's working well…everyone enjoys what they're doing and is actually doing what they're good at.

Jody