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Making Leads Count

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By Patty McNease, Director of Marketing, Homes.com

Tip 4: Call Frequently: A question Corcoran gets asked all the time is, “How much should I call?” The answer might surprise you. If you call someone and leave a voicemail and wonder why they aren’t calling you back, Corcoran says don’t sit there and wonder.

Data shows that 80 percent of sales are made on the 5th to 12th contact with a prospective client. Yet, 48 percent of salespeople never follow up with a prospect even once. Further alarming is that only 25 percent make two calls and 12 percent stop at three. You need to get into the 5th to 12th range to find success.

Also important is to make sure you have a system in place for the hundreds or even thousands of leads being generated, and if this means hiring an in-house sales department to make the calls, Corcoran says do it. Corcoran warns not to become overwhelmed with all the names and numbers you’ve collected. He also suggests using Homes Connect from Homes.com to incubate those leads to make sure you stay in touch.

Tip 5: Master Your Time: Corcoran called upon the famous Brandon A. Trean quote, “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,” as a way to drive his next point home.

“I am a big believer in the work/life balance,” he says. “Make your time important and you will be successful.”

Next week, Homes.com will present five more important tips from Corcoran to make the most of your lead generation.

Also, join Homes.com as it presents another informative webinar, “How to Use Social Media the Right Way” at 1 p.m. ET, Wednesday, May 14 featuring Gary Vaynerchuk, co-founder of VaynerMedia.

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