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Convert Your Leads After Knowing About These Advanced Facts

Patrick Smith

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That’s precisely how important leads (and converting them to paying customers) are in the world of real estate. Without lead conversion, you’re dead in the water.

And today, more than ever, leads are coming in via the Internet. It’s just the way it is. The Internet is the power behind real estate. E-mail, websites, Facebook, Twitter, Pinterest – on and on – online is where leads are found. Even those old-fashioned phone calls you get are likely related to something consumers saw online.

MQL vs. SQL For Converting The Leads

When you get some number of leads, you would obviously want to convert them into the sales. Every want to generate some bucks when they get some good engagement after creating impressions and this is so. Stop and think where the lead in the buyer’s mind is. Getting to know about SQL to an MQL will give design of relationship between marketing and sales. MQL vs. SQL is the debate that will tell you what to with lead when you generate good leads. MQL shows a lead of the person that becomes a client. SQL is the other stage that tells us that this lead has been qualified as a potential customer.

So the big question is – How do you handle online leads so they become paying clients?

  1. You need to make contact within fifteen minutes. The newer, the younger real estate managers are jumping all over leads rapidly because they know the stakes are great – lost lead is a lost sale. And lost sales lead to another career.

Salesforce.com has reported that salespeople who respond immediately and consistently to online leads see a 340 percent increase in sales results. And potential customers who are contacted within an hour are 60 percent more likely to convert than those contacted after 24 hours.

And here’s one more key finding: Consumers who initiate contact with a company via an online tool expect their dealings to go more smoothly and quickly than in any other form of contact. What’s this tell you? You better have your ducks in a row when you respond to online leads.

  1. Think value for the prospect. The first words out of your mouth to an online lead better be something worth listening to because if you and I know anything it’s that today’s consumers have options – plenty of options – to do business and find what they’re seeking elsewhere.

So put yourself in the shoes of a lead. What do you want? You want to understand. You immediately want someone to listen so they understand what you want. Real estate agents call it qualifying a lead. Consumers call it being understood. Bottom line: you have to learn who they are, where they are and what’s happening with them.

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Patrick graduated from LSE with a degree in economics. He covered the City of London beat for a while for the Financial Times before deciding to go freelance. He has been published in Market Watch and is the author of Better Spread Betting - Trading For Fun & Profit.

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