Steps to Convert online Real Estate Leads: In an effort to help real estate professionals convert more of our home seller leads we did some research and interviewed 6 real estate professionals in our network that buy a stead stream of leads. The six professionals we choose are successful in converting leads into transactions. Two of the professionals were real estate investors that buy, fix, and flip homes and 4 of the real estate professionals were agents/brokers that sell many homes each year. The below information provides a summary of best practices to convert on-line real estate leads. Included are follow up techniques, example email templates, and phone scripts.

Step 1: Follow up with leads within 5-minutes

Response time, by far is the most important factor to consider when converting online leads.

In the Lead Response Management Study conducted by James Oldroyd, a professor at the Massachusetts Institute of Technology (MIT), the best time to call to contact and qualify a lead is within FIVE MINUTES of a consumer submitting an online form.

The study showed the chances of getting in contact with a lead decreases by over 10 times in the first hour. Additionally, the odds of qualifying a lead in 5 minutes versus 30 minutes drop 21 times, and from 5 minutes to 10 minutes the dial to qualify odds decrease 4 times.

Step 2: Get an appointment

72% of homeowners work with the first real estate professional they meet, national association of realtors. The goal of your first call should be to determine the home seller's motivation and to SCHEDULE AN APPOINTMENT. This is not a time to try to convert the lead into a client. Gain an understanding of the homeowners needs, and schedule an appointment.

Step 3: Send a follow up email with valuable information

Home sellers want to work with a responsive, ethical, professional. Your first email should PROVIDE something of VALUE and begin to build trust. Your e-mail should also be sent within minutes of receiving the lead or your phone discussion with the homeowner.

---- email template if you did get in touch with the homeowner -----

Email Title: [homeowner first name], home selling estimate

E-mail Body:

Hi [homeowner first name],

It was a pleasure talking with you today.

As we discussed, it would be my pleasure to provide you with a no-obligation home selling offer which will give you an idea of the cash you would receive at closing if you sold your home. This estimate will incorporate your home’s specific information such as upgrades, overall condition, and estimated selling, and closing costs.

To give you an idea of the market, attached is a report summarizing recent real estate activity.

I look forward to our meeting on [day and time of meeting].

In the meantime, feel free to contact me with any questions you may have.

Thank you,

[your first & last name]

[your e-mail address]

[your direct phone number]

--- email template if you did not get in touch with the homeowner ----

Email Title: [homeowner first name], accurate home selling estimate

E-mail Body:

Hi [homeowner first name],

Thank you for your recent inquiry about [property address].

No matter your reason for needing to know, it is important you have an accurate home estimate.

The value of your home is as unique as you are. A true estimate includes basic information such as location, size, and condition, in addition to any repair, selling, and closing costs. To provide you with an accurate estimate of the cash you would receive if you sold your home today, we need to schedule a brief meeting for me to see your home. Would you be available tomorrow at [time of day] or the following day at [time of day]?

Additionally, do you prefer text, email, or phone to coordinate?

Thank you,

[your first & last name]

[your e-mail address]

[your direct phone number]

------- Home Seller Phone Script -------

Hello my name is [Your First Name] with [Your Company Name] Realty. I’m following up regarding an inquiry for [property address]. If I may ask, are you thinking about selling your home soon or what is the reason for your inquiry?

(Soon) Great. In order to provide you with an accurate home selling offer I will need to schedule a time to view your home to understand it’s unique features and overall condition. Is tomorrow at [time of day] or the following day at [time of day] best for you?