4 Real Estate Coaches Share How to Convert an Internet Lead via Phone

The strategies you use to successfully convert leads are a big factor in your level of productivity. As we are able to find leads through an increasing number of channels, it can be challenging to identify the best ways to move toward conversion. Taking advantage of the opportunities that come via the Internet can require some new ways of thinking, and creative combinations of tools that you might not have tried before.

One traditional yet effective way to move an online inquiry into the pipeline is to make contact by phone. Following up is critical, and it's amazing how frequently initial contacts are ignored.

For example, the WAV Group measured lead responsiveness from a sample of 384 different brokers across 11 states. Researchers inquired about online listings and recorded the data on responses by agents. In their experience:

• 48% of buyer inquiries were NEVER responded to
• Average number of call back attempts after the initial contact was 1.5
• The average number of email contact attempts was 2.07
• Average response time was 917 minutes (or 15.29 hours)

So, strategy number one: RESPOND. Beyond that, many industry coaches recommend using the phone to convert these online leads. Here's a roundup of wisdom on the subject.