How Long Will You Chase a Lead?
- Thread starter case1
- Start date
I always put my leads into an aged folder for those I did not get hold of or set an appt for.
I dust them off 4-6 months later and always get good results. I also give them to my younger (newer) agents to door knock.... My leads are a mix of DM and referrals and seem to never get old.
Only thing that frustrates me is that the DM leads I don't get hold of seem to be buyers and sometimes buy from someone else that got into the house after me. They were always buyers and bought from the most persistent agent to get in the door. So obviously door knocking works for people, I just don't have the time to do it.
I dust them off 4-6 months later and always get good results. I also give them to my younger (newer) agents to door knock.... My leads are a mix of DM and referrals and seem to never get old.
Only thing that frustrates me is that the DM leads I don't get hold of seem to be buyers and sometimes buy from someone else that got into the house after me. They were always buyers and bought from the most persistent agent to get in the door. So obviously door knocking works for people, I just don't have the time to do it.
- 19,578
The question wasn't about leads you never got in touch with. It's about what you do with the ones that you do meet with and don't sell.
Well in that case...... They get used as a fire starter for my fireplace...
- 2,758
My limit on chasing a lead is about 2 blocks. This works out good since, at my age, I'm tired by then anyway.
Same as you can only walk a good dog 2 blocks anyway....
- 19,578
Yeah, the title should have been how long will you chase a suspect instead of a lead.
- 15,041
Here is the thing about chasing leads that never really gets addressed.
If you chase enough leads long enough, you will write business. Guaranteed.
That said, is chasing leads the best use of your time? And really this would be whether your ever saw them or not. Remember, Twilight isn't running down these old leads himself, he is giving them to newer agents.
If you have time to chase leads, you need to increase your marketing. Take the money you get from the leads you've chased to buy even more leads so in the future you are the one giving out aged leads instead of chasing after them yourself.
If you chase enough leads long enough, you will write business. Guaranteed.
That said, is chasing leads the best use of your time? And really this would be whether your ever saw them or not. Remember, Twilight isn't running down these old leads himself, he is giving them to newer agents.
If you have time to chase leads, you need to increase your marketing. Take the money you get from the leads you've chased to buy even more leads so in the future you are the one giving out aged leads instead of chasing after them yourself.
That's what you wanted to hear, not necessarily what you needed to hear. If you're not booked up all day every day, you should be calling on people you didn't close. Things change, people have bad days. That doesn't mean you shouldn't be selective about it.
1) They should be nice
2) They should have a legitimate need that has to be addressed eventually.
3) You should feel in your gut that there's business there to be written.
If you hit those three things, you ask them if you can follow up. If they agree, I would call them in 3 months and then 6 months after that and then 6 months after that. That's 3 follow-ups over a year and 3 months. Then tell them that you're not going to be calling again and if they want an honest agent to help walk them through what they need, now is the time.
I've written some of my biggest cases off of people that needed to be followed up with. I followed up with one guy for 2 years because I knew he had money and a need. Just wrote a $23,000 case this past August on him.
To reiterate...follow up unless you're busy all day every day and have no free time.
Edited to add: I just realized that you were talking about FE leads. My business is Life Insurance (which can include FE, but doesn't necessarily). Also, follow ups are done over the phone. The only time I go BACK out is if they're buying.
Glad you edited that, I was about to burst your bubble, if I don't sell an appt it goes in the trash, if I can't contact them after 20 calls it goes in the trash, follow up on fe from no sell meetings or the ones u can not contact is a loosing proposition. Google law of diminishing returns. Heck if u try to call some fe clients to do service work a month later there phone may be disconnected lol
