I know that I’ve blogged about this in the past, but like the title of this post indicates, it just goes to show that you can’t give up on a real estate lead that is old.
I’ve recently started working with a lead that originally registered on our website in 2009. Now, almost 3 years later, I am helping him find a home in Logan Utah. Why is it that after such a long period of time, he has returned to me to help him find a home? It’s because I worked the lead when he first registered. I made calls, sent emails and followed up with him via listing emails. Now, he is ready to buy and he turns to the real estate agent who hasn’t given up on him.
Did I really dedicate a lot of time harvesting this lead? No! In fact, once I had emails being sent to him from the MLS on an automated schedule, I basically set it and forget it. Don’t underestimate the power of listings being “dripped” to the leads when new homes enter the market. Many of leads that recieve these emails don’t realize they are automated. They feel like they are getting personal emails from someone who is putting their needs atop their priorities. And, although we as agents do care about our clients and really want to give them great service, there really isn’t enough time in a day to do this for every prospect/client we have on a daily basis.
So, the moral of the story is, don’t give up on a lead, make sure they’re set up for automated emails, and make sure you work them really good during the first month of their registration. Working them really good means to call them at least five time, email them, text them, do whatever you can to make contact with them and gain their trust as a professional. Once they feel comfortable with you, they become reliant on your advice and experience to help with the home buying process.
As for real estate in Logan Utah, the leads are consistent and provide agents here much of their business as long as they are working the leads as I’ve previously mentioned. It isn’t any different around other parts of the nation. Work the lead, put them on drip listing campaigns and do everything you can to make contact and gain their trust, and you’ll have a great 2012.
Happy New Year everyone, and we look forward to a successful 2012 with all we work with. Best of luck.