Unfortunately, most real estate investor and investors & agents lack consistency and are not able to see past the next transaction or deal. How does that relate to online lead generation? Too many in my experience focus too much on the person ready, willing, and able to do a deal today, which is only 20% of people.
To illustrate, you generate 10 leads today. One or two of those leads are going to be ready, willing, and able to do a transaction within the next 45-60 days. That still leaves 8 or 9 other leads that are at least somewhat interested, somewhat thinking about real estate, but they’re just not ready now.
Consequently, investors & agents don’t do the right things to consistently follow-up with the majority of their leads…that 80-90% of people who are going to be ready to do a transaction at some time in the distant future. Maybe it’s 3 months, 6 months, a year or more.
In fact, the longest time it took for me to incubate a lead was around 29 months! How does that possibly happen!? The only reason was because I consistently followed up and communicated with them, so when that person was ready they emailed me and said…
“Hey, you don’t know me, but I feel like I know you. I’ve been getting your emails for almost 3 years now. I’m finally ready to sell the house I’m in and go buy a new home. What do we need to do?” We buy ugly houses Mesquite
That person had already come to the conclusion that they were going to use me, only because I followed this 3 step process and consistently followed up with my leads. You can’t forget about constant communication and follow up. Without it, you are leaving the majority of potential clients and potential commission dollars on the table.
If you can’t take a long-term view of your real estate business, you’ll always be chasing the next deal, and you will never build a scalable, predictable business where you’re in control. Remember, you’ve got a real business, so you’ve got to think long-term and consistently follow up with your leads to convert them into clients. If you do, you’ll ultimately turn them into repeat clients and build a strong base of referral clients to boot.