I like to be the best at everything I do. I am 1 of 9 so we grew up with a lot of healthy competition between academics, athletics, and our parent’s time. When I come up short, it pushes me to learn better ways of doing things. Failure truly does lead to success if you are willing to learn from it.
I worked in the mortgage and real estate industry for 8 years and used online leads to compensate for consumers not walking through the door or being handed off from realtors. Let’s face it, people are online and using the latest technology these days. I thought online leads were not my niche and were a waste of time and money. Geez, was I wrong. I had to change my way of thinking and quickly.
The lead was an opportunity and that alone. If someone walked into your office and sat in front of you, they may or may not commit to what you have presented to them. They may or may not be truthful or remember what has happened in the past. You have to take it as an opportunity to build your pipeline. If they say no now, who knows what can happen in 6 months to a year so please make sure to x-date.
One of the bullet points on my neverending job description is to increase the revenue of leads sold (I am sure it’s worded more professionally on the actual document). In order for me to increase that number, I set my relationships up with resources that will make them more successful in working online leads. Why? Because if the leads they purchase are not working for their agency then they won’t be my customers for long and I am not accomplishing my goal. With that being said, I would like to offer helpful tips on the best contact practices of working online leads.
Who remembers “The Lead Response Management Study?” Although I agree with Elkington and Oldroyd’s study and have had great success with implementing some of these practices it does not mean as a salesperson I don’t have to only contact within those guidelines. I usually don’t schedule meetings for Friday afternoons. I don’t know if it is because I am being considerate of others or if I just don’t want to for my own consideration. Neither here nor there, but if I get a new lead on Friday I am still reaching out to make contact. Let’s be honest, sales is a numbers game. If you make enough calls, you will reach enough people. In order to make enough calls, you have to have enough leads and be organized and efficient to work them. The LRM study has been proven over and over by other studies that have found that the practices still stand to this day.
I have created an easy to read infographic that is a great resource you can download, bookmark, or print off and share with others. It’s great for training as well. Let me know what you think. Tell me your success stories. Tell me what doesn’t work. We are all in this together. Let’s learn from each other. Feel free to email me directly.