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Why Leads Get Lost and Some Help from realtor.com®

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Realtor.com® administers thousands of buyer and seller lead generation programs. For us to continue to do so, we need the brokers and their agents who receive these leads to be able to convert them to sale. Agents want to get back not only their investment they make with us – but ideally they want 2 or more times what they spent as closed commission income. Much of the day we are on the phone, hearing their stories – good and bad – and have discovered some techniques that we think crack the code on lead conversion.

Starting with the obvious, picking up the phone, answering the email or text and being timely with the reply seems like it requires little research – it should be the first possible failure point in lead conversation that you would think as an industry we have solved. But there are circumstances such as being occupied with another customer, or having to reserve at least some time for the family that make it impossible to be 100% responsive.

In our newly updated guide to Internet lead conversion, we deal with this problem – and you will see ideas real agents have put in place to get around this issue and several more. We got the best answers on how to re-open a conversation with a non-responsive customer; how to add personality to auto response; and many more ideas that actually helped agents close more of their leads. The guide runs the gamut of technology solutions, good dialogue and simple common sense and is available for free from realtor.com® Get the guide here.

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