7 Tips To Convert Online Leads

Presented by:

Bob Corcoran, Corcoran Consulting and Coaching

Twitter: @bobcorcoran1

CorcoranConsulting.com/Blog

Where Buyers Find Their Homes

Internet

Newspaper

Yard Sign

#1 Call Quickly & Frequently

Fast Response95% of prospects are successfully contacted when called within 5 minutes of the lead being received.

That number decreases by 80% for leads called after 10 minutes. That’s only 5 minutes difference!

After 45 minutes, the lead is all but lost.

Sales Statistics

48% of sales people NEVER follow up with a Prospect.25% of sales people make only the second contact, then stop.12% of sales people only make three contacts, then stop.

80% of sales are made on the 5th to 12th contact

Persistence Pays

#2 Email Effectively

The average person receives 147 emails per day.

Truth About Email

That’s almost 50% of emails deleted!

Are your emails being read?

Receive 147

Delete 71

Image courtesy of and full story available at: Http://mashable.com/2012/02/09/boomerang-email-infographic/Data courtesy of Baydin

Building Better Emails

GOOD

BETTER

BESTCompelling Subject Line with a Quick Question & Short Email Message

Quick Question

FOR BEST RESPONSE RATES

Quick Question & Short Message

#3 Use Video

Using Video

● Post videos to your Facebook profile

● Be active on YouTube; set up your own channel

● Use video functions on social aggregators (Digg, Reddit, StumbleUpon)

Using Video

● Shoot your own video blog testimonials

● Highlight your community or interesting people and raving fans

Homes.com Local Ads

DESIGN FIVECUSTOMIZABLE

and

CALLS TOACTION!

OPTIONS

#4 Master Your Time

“If you don’t master your time, it is of a much higher probability that you will become an unconscious slave to people who have mastered theirs.”

- Brandon A. Trean

Master Your Time

● Prioritize ruthlessly

● Identify your big rocks○ Schedule personal time○ Family time○ Prospecting time

● Meet daily with your team

We spend 1½ hours per day being distracted, or looking for something. That’s 7½ hours a week almost an extra day!

Ideal Weekly Schedule

Leverage Your Time.

PLAN Your Work &

WORK Your Plan!

#5 Prospect With Intent

Prospecting With Intent

● Highest Priced Leads

● Referral Leads

● Want to move in under 30 days

● Indicated they do not own a property

Best Time to Call

#6 Know Your Numbers

Have Goals

Sales Goals

Don’t be afraid to

think BIGGER.

Minutes Called: 7,696,603

Commission per Hour $2,441.06

#7 Know Your Market

Median Age of Generations

Year Born Age in 2012 Percent in Category

Median Age in Group

Millennial/ Gen Y / Gen Next: 1980-2000 34 & Younger 28% 28

Gen X: 1965-1979 35 to 49 31% 39

Younger Boomers: 1955-1964 50 to 59 18% 53

Older Boomers: 1946-1954 60 to 68 14% 62

Silent Generation: 1925-1945 69 to 89 10% 71

G.I. Generation: 1900-1924 90 & Older <1% 90

"There are no price objections, only value

questions."-- By a great sales trainer

Homes.com Local Ads

DESIGN FIVECUSTOMIZABLE

and

CALLS TOACTION!

OPTIONS