Five Easy Steps to Turn Leads Into Customers

(compliments of Bob Corcoran)

We know that consumers choose agents who respond first to their inquiries. It is a plain fact. Research has proven it and yet, lead management remains the single biggest problem in real estate. The solution to the lead management problem is simple. Yet, few have caught on.

Here are five steps you can start taking today to convert leads into customers.

1. Know the goal - Agents fail to understand the goal of lead management. The goal is this: to get the appointment - nothing more, nothing less.

2. Craft a powerful experience - To get that appointment, you must craft a powerful experience for all the kinds of leads that come to you. An experience that makes them say, “Wow, that’s amazing!” Create that experience by determining what your customers want, then give them that and more. What would make them truly want to do business with you?

3. Know your “ABC’s” - Assign your leads into one of three categories. “A” leads are ready to buy or sell now. “B” leads plan to buy or sell in the next month or two. “C” leads might buy or sell in the next three to six months. Develop an action plan for each kind of lead.

4. Use technology - Even though technology is clearly essential for agents, remember this: real estate is – at its very core – a people business. So determine if the software or gadget you’re looking to buy will give prospects the experience you’ve spelled out in your plan.


5. A positive attitude. If there were a single ingredient of success, attitude would be it. Can you imagine a top producer with a bad attitude? Well, if you can, I promise you they won't be one for long. The fire inside successful agents is at the very center of their belief that they can succeed - that they will succeed - no matter what. Period. Stop for a minute and ask yourself if you really, truly believe this about yourself. If not, do some soul searching to find out what will help you believe. Because once you do, watch out - this main ingredient kicks in and you'll have all the success you can handle.

Work hard on your business, lead conversion and attitude and you can find success in today's real estate market!