Following Up On Leads

Since we introduced the Leads and Activity Report to CIMLS.com our members have been making good use of this system to reach out to other members who expressed interest in their properties. Through working with our members we've come up with a few steps that will lead to a greater response rate and higher conversion of these leads into clients.

1. Think About What They Want

Revisit the property the prospect viewed to determine if there is a theme? Think about doing a Google search on the name to see if they are another broker or an investor? Learning as much as you can will help you better connect with the prospect.

2. Provide Attractive Options

The number one thing that turns off any email recipient is canned content. Everyone is so inundated with spam that the instant they receive something non-personalized the brain shuts down. The best way to rise above the email noise is to provide the lead with something specific to their needs. If you were able to identify a property class/area the lead was interested a short note is very effective.

3. Channels

Even if the lead isn't ready to buy at the moment, provided a channel such as a website/blog/twitter/linkedin that a user can connect to and receive updates is a great way to stay in the game. If they connect they'll receive updates from the system about your activities/updates. Each of these serves as a little reminder to get engaged.

Putting it all together we get a short tailored email to turn a lead into a client:

<lead name>,

Thanks for visiting my property at <address>. I noticed you took a look at a couple other <property type> properties in the <area> area. It would be my pleasure to show you this and other properties in my portfolio such as <similar property>.

Thank you,

<your name>

<your website/blog/twitter/linkedin>