Empowering Professionals: 80% of sales are made on the <?> time you make contact with a lead...

80% of sales are made on the &lt;?> time you make contact with a lead...

StatisticsHmmm...  Wonder what the answer is

2% of sales are made on the first contact...

3% of sales are made on the second contact...

5% of sales are made on the third contact...

10% of sales are made on the forth contact...

80% of sales are made on the fifth to the twelfth contact...  Yep...  5th through the 12th time you try to make contact and close the lead...

So how many times are you trying before you give up?  Did you know if you just make a little bit more of an effort on a daily basis, you will be doing more than most agents in this market?  Even if the market is not as strong as you want it to be, there are so many agents that are paralyzed with inaction that by you doing some extra work will feel like there is more for you!   Just because the people you are trying to convert do not want to commit to working with you right now, doesn't mean they are saying no...  They are more likely saying "not now", so you need to be there when they are ready to go. 

48% of sales people never follow up with a prospect...  Do you want to be part of that 48%

Chris

(These stats were handed out today as part of a lender update to remind us what we need to be doing on a daily basis.  I do not know the accuracy of the actual stats, but they seem to be pretty right on...)

(I also think these stats relate to all people that we meet on a daily basis.  The more we get to know our leads, the more the relationship gets built.  So over time, we have a better chance at converting them)

 

 

Chris Alston

 

Home sales and purchasing specialist

Keller Williams Realty, Cupertino

19400 Stevens Creek Blvd, Suite #200

Cupertino, CA 95014

408-850-6955

408-850-6956 fax

calston@kw.com

www.LivePlaySiliconValley.com

 

Find me on:

Photobucket Photobucket Photobucket  

 

 

 

 

 

 

 

 

 

Comment balloon 181 commentsChris Alston • January 21 2011 12:28AM

Comments

Thanks for the reminder.  It's so easy to say,"They haven' called me, they're not interested" than picking up that phone or dropping a simple email. 

I'll be contacting a few of my clients who were busy for the holidays tomorrow - hopefully, I'm not too late.

 

 

Posted by Juli Vosmik, Scottsdale/Cave Creek, AZ real estate 480-710-0739 (Dominion Fine Properties) almost 9 years ago

Hi Chris, another statistics is, almost 3/4 of the people work with the agent who they meet first. Is this a contradiction? Not sure.

Keeping in touch is always good - as long as, we get business. I don't mind having 5 contacts as long as I get the business...lol..

Posted by Praful Thakkar, Andover, MA: Andover Luxury Homes For Sale (LAER Realty Partners) almost 9 years ago

How many contacts with a client does it take when they say "I read your blog and you're the guy I'm looking for, when are you available to come list my house?"

Posted by Dave Halpern, Louisville Short Sale Expert (Keller Williams Realty Louisville East (502) 664-7827) almost 9 years ago

Just goes to show you that persistance pays off.. Also goes to show you that I need to kick my stalker like tendencies into high gear.

Posted by Stacey Smith, Your Orange County Beach Cities Realtor (Keller Williams Realty) almost 9 years ago

Juli - Do it!!!!!!!!  Then let me know... :)

Posted by Chris Alston, Silicon Valley, California (Chris Alston (Keller Williams Realty, Silicon Valley, California)) almost 9 years ago

Praful - Me too!!!!  Lets get the biz!!!

Posted by Chris Alston, Silicon Valley, California (Chris Alston (Keller Williams Realty, Silicon Valley, California)) almost 9 years ago

You're so right about it taking more than once to get a lead to convert. Calling someone once isn't going to cut it like it did in 2005.

Posted by Krista Lombardi (Prudential Calfornia Realty) almost 9 years ago

Chris -- well said.   I like this quote:

Nothing in this world can take the place of persistence. Talent will not; nothing is more common than unsuccessful people with talent. Genius will not; unrewarded genius is almost a proverb.
Calvin Coolidge

Posted by Michael Jacobs, Los Angeles Pasadena 818.516.4393 almost 9 years ago

Dave - I am sooo not sure, but I am sure that if we keep writing we will get some of those calls!

Posted by Chris Alston, Silicon Valley, California (Chris Alston (Keller Williams Realty, Silicon Valley, California)) almost 9 years ago

Chris, Our mailing strategy dictates that one we get them on our monthly mailing list, we don't stop until they either relist, or tell us to stop.  Sometimes it takes several years before we get that call.

Posted by Liz and Bill Spear, RE/MAX Elite Warren County OH (Cincinnati/Dayton) (RE/MAX Elite 513.520.5305 www.LizTour.com) almost 9 years ago

Stacey - LOL!!! 
HAHAHAHAHAH OMG, that is sooo funny.  Creeping FB and stalking your leads... 

Posted by Chris Alston, Silicon Valley, California (Chris Alston (Keller Williams Realty, Silicon Valley, California)) almost 9 years ago

Krista - Soooo true!  Sometimes not calling at all back then would still get us the deal!!  LOL!

Posted by Chris Alston, Silicon Valley, California (Chris Alston (Keller Williams Realty, Silicon Valley, California)) almost 9 years ago

Michael - What a great quote, and great that you dug it up from one of our past presidents!  Great one!

Posted by Chris Alston, Silicon Valley, California (Chris Alston (Keller Williams Realty, Silicon Valley, California)) almost 9 years ago

Bill and Liz - Up late, hmmmmmmmmmmm?

Great job on that too!  Persistance is KEY!!!!! 

Posted by Chris Alston, Silicon Valley, California (Chris Alston (Keller Williams Realty, Silicon Valley, California)) almost 9 years ago

Chris this is interesting. I just wrote a blog like 12 minutes ago Follow up - The Disappearing Act in the Real Estate Business. Thanks for sharing this. Great post.

Posted by Lanre-"THE REAL ESTATE FARMER" Folayan, I don't make promises.I deliver results.SOLD HOMES (Keller Williams Select Realtors-Buy a home in Washington DC. Sell a home in Washington DC) almost 9 years ago

Lanre - Then great minds think alike!!! I am going to head over and check it out!!!  :)

Posted by Chris Alston, Silicon Valley, California (Chris Alston (Keller Williams Realty, Silicon Valley, California)) almost 9 years ago

Chris ... the buyer lead follow up motto I like best ... "keep calling until they buy or die!"  Great points  .. thanks for sharing!

Posted by Jack Mossman - The Nines Team at Keller Williams in Lodi, The Nines Team in Lodi (The Nines Team at Keller Williams in Lodi) almost 9 years ago

I read this sometime last year. It is still an interesting statistic...

Posted by TeamCHI - Complete Home Inspections, Inc., Home Inspectons - Nashville, TN area - 615.661.029 (Complete Home Inspections, Inc.) almost 9 years ago

Wow, those stats are fascinating.  You're so right about follow up, and I need to do more of that.

Posted by Debbie Gartner, The Flooring Girl & Blog Stylist -Dynamo Marketers (The Flooring Girl) almost 9 years ago

Hi Chris - A great reminder for all of us - no matter what aspect of RE we're in. Thanks!

Posted by Judy Klem, Home Staging, Senior Move Management, Fairfield/New Haven counties (Transition Stage LLC) almost 9 years ago

Great minds do think alike...I wrote a post on consistency today too...different topic, but still the same message.  And there are lots of ways to contact leads without being overbearing.  Talking about interest rates, inventory, new strategies you are trying and what's new with them all work.

Cindy in Indy

Posted by Cindy Marchant, "Cindy in Indy" , Realtor, Fishers Real Estate (Keller Williams Indy NE 317-290-7775 www.marchantteam.com) almost 9 years ago

this faq always amazes me. I better get back to my lead list and contact leads again!

Posted by Shannon Coe, 916-597-3818, Lincoln, Rocklin, Loomis, Roseville (Keller Williams) almost 9 years ago

I have seen that stat before and made immediate changes to my persistence level. And guess what?  Persistence DEFINITELY pays off!

Posted by Kathryn Maguire, Serving Chesapeake, Norfolk, VA Beach (GreatNorfolkHomes.com (757) 560-0881) almost 9 years ago

Thanks for reading Jack, and that is funny!

Posted by Chris Alston, Silicon Valley, California (Chris Alston (Keller Williams Realty, Silicon Valley, California)) almost 9 years ago

Michael - interesting huh...

Posted by Chris Alston, Silicon Valley, California (Chris Alston (Keller Williams Realty, Silicon Valley, California)) almost 9 years ago

Debbie - I think we allllllll need to do more of it!

Posted by Chris Alston, Silicon Valley, California (Chris Alston (Keller Williams Realty, Silicon Valley, California)) almost 9 years ago

Judy - You are soooo welcome!!! :)

Posted by Chris Alston, Silicon Valley, California (Chris Alston (Keller Williams Realty, Silicon Valley, California)) almost 9 years ago

That is awesome Cindy - I am going to head over to your blog right now and check it out!!!!

Posted by Chris Alston, Silicon Valley, California (Chris Alston (Keller Williams Realty, Silicon Valley, California)) almost 9 years ago

Shannon - Got get 'em girl!!!

Posted by Chris Alston, Silicon Valley, California (Chris Alston (Keller Williams Realty, Silicon Valley, California)) almost 9 years ago

Kathryn - Sooooo true!!! :)

Posted by Chris Alston, Silicon Valley, California (Chris Alston (Keller Williams Realty, Silicon Valley, California)) almost 9 years ago

Chris great numbers.   Astounding  who know... well I guess you did!

Posted by Susan Goulding, Northern CA - Tracy & Mountain House Real Estate (Crown Key Realty, Tracy & Mountain House Real Estate) almost 9 years ago

Chris ~ being persistant is so important in our industry.  I knew the percentages on first contacts were low, but not that low!

Posted by Dawn A Fabiszak, The Dawn of a New Real Estate Experience! (Private Label Realty ( Denver metro area, Colorado) almost 9 years ago

Susan - Thanks!!  :)

Posted by Chris Alston, Silicon Valley, California (Chris Alston (Keller Williams Realty, Silicon Valley, California)) almost 9 years ago

Dawn - I am not sure the source of the stats, but it does point out that we need to do more reaching out!

Posted by Chris Alston, Silicon Valley, California (Chris Alston (Keller Williams Realty, Silicon Valley, California)) almost 9 years ago

Chris, I do remember hearing stats similar to this, but never paid that much attention.  Since I'm developing several new leads right now I think I'll make a effort to keep a record just to see how close I am with those stats.  I do know that it pays to be persistent!!

Posted by Nick T Pappas, Madison & Huntsville Alabama Real Estate Resource (Assoc. Broker/Broker ABR, CRS, SFR, e-Pro, @Homes Realty Group, @HomesBirmingham & Providence Property Mgmnt, LLC Huntsville AL) almost 9 years ago

I will use this at my next sales meeting. We have discussed this at many meetings in the past but I think it is time again. Great post thanks.

Posted by Jeanne Kozak, REALTOR and Broker/Owner in WV and VA (RE/MAX In Action) almost 9 years ago

It's so rare to sell a client on the 1st or 2nd time out. So the stats are really believable. Now if we were selling shoes, I'd think we'd better be building those 1 and 2 spots.

Posted by Glenn Roberts (Retired) almost 9 years ago

Wow, who knew? Many times I leave on the 3rd time's-a-charm method. I will think twice about writing someone off and keep the conversation going. Great post Chris.:)

Posted by Traci Ferguson, Realtor, EcoBroker, LEED AP (San Luis Obispo Realtor & ecoBroker with Patterson Realty) almost 9 years ago

Readers Digest back in the day had a rule that went they would write to you 6 times before they gave up on you as a potential subscriber. I figure if it was good enough for them it is good enough for me

Posted by Maya Swamy, Ph.D. Long Beach, CA - fundsavailable.com (Funds Available) almost 9 years ago

Your statement about agents being paralyzed with inaction is right on the money. All the complaining I hear from other agents about being slow, yet I'm so busy I can't keep up. It's not because I'm that good. It's because I work and they don't. 

Have you ever seen the statistic about agents never contacting their clients after closing? If I remember correctly, it was 84% of home buyers/sellers never get a followup call from their agent after the closing. Truly pathetic. And we wonder why the public has the opinion they do of us.

Posted by Ryan Hukill - Edmond, Realtor, Team Lead (ShowMeOKC Real Estate Pros of KW Elite) almost 9 years ago

If this is what it takes to chase down a client - then I wil be folding my tent very soon.  The reason? That's STALKING not prospecting.  Then we wonder why the public doesn't respect us....Agents stalking people with call after call does NOT engender respect.

I had a sales person do that to me once.  I finally ended up screaming into the phone.  "What will it take for you to FINALLY GO AWAY???"  If you think this is a great way to build up trust and clientelle - you are sorely mistaken.  Why?  This isn't respectful - it is simply in-your-face nonsense.  This is so class-less its pathetic.

Posted by Ruthmarie Hicks (Keller Williams NY Realty - 120 Bloomingdale Road #101, White Plains NY 10605) almost 9 years ago
Those numbers are almost the same as how many times someone has to hear your name before remembering it.
Posted by eRealty Houston Real Estate, Brokerage (Buy, or Sell Homes in Corpus Christi) almost 9 years ago

Thanks Chris.  Last week I really didn't want to call this bucket of leads that I had called a bunch of times before and just "knew" would say no.  I called them all and they all did say "no".  But one of them said, "you know, my best friend is interested."  Well, imagine that.

Posted by Rosario Rodriguez, J.D. - South Orange County Realtor (Aliso Viejo specialist) almost 9 years ago

Hi Chris...There are clients that have purchased the very first time they have every been to Lake Anna and other take years...yes, years.  Patience is helpful in my market and fortunately I have that.

Kate

Posted by Kate Elim, Realtor 540-226-1964, Selling Homes & Land a (Dockside Realty) almost 9 years ago

Chris - Thanks for this one.  I need to share these stats with my agents.  Good stuff!  I once had a sale for $1.4 million that we reached on our 18th phone call to him.  Yes, really.  :)

Posted by Jason Crouch, Broker - Austin Texas Real Estate (512-796-7653) (Austin Texas Homes, LLC) almost 9 years ago

Not only will the follow up produce more sales for you, but it makes you look like such a pro!  Think about it, aren't you impressed with any service person, vendor, etc., that continues to follow up with you?  They seem to be so on top of their business, organized, professional.  Yeah...I gotta get on top of this.  Not surprising or new info...but....as always, good to be reminded of it! Thanks!

Posted by Jayne Clement, Keller Williams, Los Feliz (Los Angeles) almost 9 years ago

Chris - When you're in sales, you have to follow up??!! Who knew?! Thanks for the heads up. ; )

Posted by Christine Donovan, Broker/Attorney 714-319-9751 DRE01267479 - Costa M (Donovan Blatt Realty) almost 9 years ago

Great post.  I re-blogged it!

Posted by Jimmy Gilley, (269) 362-4841 - Search Niles MI Home For Sale (Gold Star Realty) almost 9 years ago

Ahhhh! This is just what I needed to move forward. I didn't know what the numbers were, but certainly wondered about this. Guess I'll create a little check sheet to see what my actual results are.

Posted by Roseanne Campagna, Kent/DesMoines/Blk Diamond/Renton/Maple Valley, WA (John L. Scott RE Maple Valley, WA ) almost 9 years ago

Such a BOLD post! If we can't be aggrisive with getting a lsting, how can we be aggrisive in our maketing?

Posted by Scott Fogleman, New Home Team (New Home Team 804-573-9592) almost 9 years ago

Contact and consistency....what a concept.....it works in every phase of what we do ...!

Posted by Sally K. & David L. Hanson, WI Realtors - Luxury - Divorce (EXP Realty 414-525-0563) almost 9 years ago

Very much in line to what my own numbers show.. . great post!

Posted by Fernando Herboso - Broker for Maxus Realty Group, 301-246-0001 Serving Maryland, DC and Northern VA (Maxus Realty Group - Broker 301-246-0001) almost 9 years ago

Chris,

At my first RainCamp, I think it was Ben Kinney who shared stick with them until "they buy or they die."  Changed my MO and have profited!

Posted by Irene Kennedy Realtor® in Northwestern NJ (Weichert) almost 9 years ago

Those are some scary numbers and it makes me realize that there are still 6-12 contacts. Maybe after the 5th attempt that I shouldn't give up so quickly.

Posted by Respect Realty LLC, Brokers - Oregon / SW Washington Real Estate (Respect Realty LLC) almost 9 years ago

I have always said and blogged, the problem is not the leads, it is the method of follow up to the leads. Most agents don't have a way to follow up. We just closed Thursday on a home that the lead had been on my site for 868 days.

Posted by Missy Caulk, Savvy Realtor - Ann Arbor Real Estate (Missy Caulk TEAM) almost 9 years ago

Missy has it down pat, Chris. It is the method of follow-up that is important.

RuthMarie, if calling on the phone was the only way to follow-up on leads, then your premise would be absolutely correct. However, it is not. Newsletters, e-mail drip campaigns, postcards, Chritstmas mailings, etc. are all ways to follow up with prospects.

I've gotten leads 3-4 years ago that are coming to fruition now. Chris's premise of 5-12 times of contact is right on target. My listing appointment that I wrote about in my Celebrating the Small Steps 2011 Redux I had been in contact with a total of 5 times in the last 3 years. Only God know how many more will make the move this year....

Posted by William James Walton Sr., Greater Waterbury Real Estate (WEICHERT, REALTORS® - Briotti Group) almost 9 years ago

Chris - great stats. Follow up is so important.  I think the most important part of your blog is actually something else though.  The part where you mentioned "close the lead."  What is the point of follow up if we aren't asking for the commitment?  I truly believe if we got better at qualifying and asking for the appointment, we wouldn't need 5 to 12 times.

I've read similar stats and it was worded a little differently.  The ones I read said it takes 5 to 7 "closes" to get the appt or contract.  You can call a lead 30 times and they can be qualified, but if you don't ask them to take action, you could still not get their business. 

I mean after all, is it their job to say...that's great, I'd like to meet, which works better for you Monday or Tuesday at 4?  If they are, the agent isn't doing their job!  It's our job to close, not theirs.

Great post!

Posted by Ilona Matteson, Ilona Matteson (Beach Realty & Construction on the Outer Banks of NC) almost 9 years ago

I agree follow-up if everything. We just had a client that we have been working with on and off for over a year go under contract for a new build. There are so many ways to keep in touch with these people and it pays off.

Posted by Alan Wells, Residential and Commercial Sales (Iron Valley Real Estate) almost 9 years ago

Thank You Chris for the reminder!   I need better follow-up practices.  Will work on that this week!

Posted by Dawn Marie Anderson, Broker Associate, GRI, SRF (John R Wood Island Real Estate Inc 239.410.7677) almost 9 years ago

Chris, these are interesting statistics. Follow up is important until the potential client tells you to stop. Thanks for the reminder.

Posted by Michael Setunsky, Your Commercial Real Estate Link to Northern VA almost 9 years ago

Michael Setunsky makes a good follow up point.  There is negative value in chasing someone once they have explicitly requested no further contact.

Posted by Jim Gilbert, The Gold Homes Team (Keller Williams Fairfax Gateway) almost 9 years ago

That's interesting. I wouldn't have thought the numbers would be that big after the 5th contact. Interesting information.

Posted by Dawn Crawley, Find Pinehurst Homes (Dawn Crawley Realty) almost 9 years ago

Chris, good point, Gary Keller talks about this in The Millionaire REal Estate Agent.  Follow up, Follow up, Follow up.

Posted by Steven Pahl, Real Estate Consultant Tampa, FL 813-319-6423 (Keller Williams Tampa Properties) almost 9 years ago

Chris,

Judging from the response, you have struck a common chord among realtors. I would like to add that since everything we do involves a "sale" of some sort, these numbers seem to play out, at least for me, with almost uncanny accuracy even for daily unrelated events. Thanks for the reminder.

Posted by Jim Salmon almost 9 years ago

No I will not be part of the 48%. I once had a floor call in the year 2000.  I had my first transaction with this person in 2007. By 2010 I had completed 5 transactions totalling 5 million dollars in sales.

Posted by Marcy Moyer, Probate, Trust, and Investment Specialist (eXp Realty of California Silicon Valley Probate, Trust, and Investment Sales) almost 9 years ago

What amazes me is how few agents follow up with their clients.  They sell them a house and then forget all about them.  Me?  I get 80% of my new clients from my old ones, because I have kicked ass for them and they love me, and I keep saying hi to them!

Posted by Jacquie Cliff, - Real Estate and Short Sale Expert (Champions Real Estate Services - Lynnwood, WA) almost 9 years ago

But the question for me is "What constitutes a sale for us as agents"? I think the "sale" is me...do they want to use me? not finding the right home. I have no control over when the right house becomes available...but I can close the sale of working with me. That needs to happen on the first meeting.

Posted by Karen Fiddler, Broker/Owner, Orange County & Lake Arrowhead, CA (949)510-2395 (Karen Parsons-Fiddler, Broker 949-510-2395) almost 9 years ago

I think the point is that persistence will pay off and that often it takes as the numbers you present show that it will take a lot of contacts to get the appointment and to turn those appointments into contracts.

Posted by Eileen Hsu, LICENSED REAL ESTATE SALESPERSON (Douglas Elliman Real Estate) almost 9 years ago

Nick - You are right, persistance!!

Posted by Chris Alston, Silicon Valley, California (Chris Alston (Keller Williams Realty, Silicon Valley, California)) almost 9 years ago

Thanks Jeanne!!!

Posted by Chris Alston, Silicon Valley, California (Chris Alston (Keller Williams Realty, Silicon Valley, California)) almost 9 years ago

Great point Glen! 

Posted by Chris Alston, Silicon Valley, California (Chris Alston (Keller Williams Realty, Silicon Valley, California)) almost 9 years ago

Thanks Traci!

Posted by Chris Alston, Silicon Valley, California (Chris Alston (Keller Williams Realty, Silicon Valley, California)) almost 9 years ago

#39 - That is kind of interesting!  Because it does seem we get the mags trying to get us to re-subscribe, and we wait till the last minute to do it!

Posted by Chris Alston, Silicon Valley, California (Chris Alston (Keller Williams Realty, Silicon Valley, California)) almost 9 years ago

Ryan - You do make a valid point, and are so dead on.  It is true, that many agents are no busy, due to them not actually trying...

Posted by Chris Alston, Silicon Valley, California (Chris Alston (Keller Williams Realty, Silicon Valley, California)) almost 9 years ago

Ruthmarie - Thank you for your comment.

In real estate, we are in the business of lead generation, focusing on real estate.  The stats do not mean that we call and call and call and call...  What it means, is we build the relationship over time, and in building that relationship people will then gravitate to us, since we are the one that is still trying.

Too many agents stop after the first or second try at building that connection. 

Some agents like to build the relationship in a warm and touchy-feely way.  Others, very agressive.  Whatever your choice it, you have to keep in mind that LEAD GENERATION is the main focus every day.

So don't fold up the tent!  And try not to let your own personal feelings regarding salespeople cloud your judgment...  Not everyone feels as strongly as you do, when it comes to sales.  I don't mind when anyone trys to sell me anything or how aggressively they do it.

Thanks again for the comment, and keep smiling!

Posted by Chris Alston, Silicon Valley, California (Chris Alston (Keller Williams Realty, Silicon Valley, California)) almost 9 years ago

#42 - Great point!

Posted by Chris Alston, Silicon Valley, California (Chris Alston (Keller Williams Realty, Silicon Valley, California)) almost 9 years ago

Rosario - Great point!  You have to get through the "no's" to get to the yes's!  :)

Posted by Chris Alston, Silicon Valley, California (Chris Alston (Keller Williams Realty, Silicon Valley, California)) almost 9 years ago

KAte - Yes, patience!!!  :)

Posted by Chris Alston, Silicon Valley, California (Chris Alston (Keller Williams Realty, Silicon Valley, California)) almost 9 years ago

Jason - Wow!  Now that is persistance!!!!!!!  Great job!

Posted by Chris Alston, Silicon Valley, California (Chris Alston (Keller Williams Realty, Silicon Valley, California)) almost 9 years ago

Chris. As a guy that runs a real estate coaching company I love, love, love this blog! I am going to have my team do a little research to get the source of these stats because they are so true and so powerful if applied. Thanks again for the great post!

Posted by Jared James (Jared James Enterprises) almost 9 years ago

Thanks for reading Jayne!!!!  :)  And I sooo agree with you!

Posted by Chris Alston, Silicon Valley, California (Chris Alston (Keller Williams Realty, Silicon Valley, California)) almost 9 years ago

Christine - HA!  I bet you are the best at following up!!!  :)

Posted by Chris Alston, Silicon Valley, California (Chris Alston (Keller Williams Realty, Silicon Valley, California)) almost 9 years ago

Thanks Jimmy!!!  :)

Posted by Chris Alston, Silicon Valley, California (Chris Alston (Keller Williams Realty, Silicon Valley, California)) almost 9 years ago

Roseanna - That is a good way to do it!  Then you will know how many calls to make daily in the future!

Posted by Chris Alston, Silicon Valley, California (Chris Alston (Keller Williams Realty, Silicon Valley, California)) almost 9 years ago

Drip...drip...drip.  I'm not leaking, I'm staying in touch until you tell me NOT to!

Posted by Lisa Moroniak, SFR - Short Sale & Foreclosure Certified (Keller Williams Realty | Northern Virginia | 703.635.0388) almost 9 years ago

Hi Chris      

Very Helpful and inspirational post thanks for sharing.....Brad

Posted by Brad Hornshaw, Realtor, Listing Agent, Buyers Agent, Investments (Brad Hornshaw Realtor Lynnwood, Bothell, Everett) almost 9 years ago

Chris, I find these to be very interesting statistics. It goes to show that follow up is essential!  And by the way, Happy Birthday to you - I hope it's all that you hope for!

Posted by Sandy Shores FL Realtor®, Melbourne Real Estate, Brevard County Real Estate, Florida's Space Coast (M & M Realty of Brevard Inc.) almost 9 years ago
Sometimes you just need to stay in the background as a trusted source until the time is right for your prospect. It's not our timeline that is important, it is our clients' timeline that dictates the need for our services.
Posted by Stana vukajlovic, Baird and Warner almost 9 years ago

Follow up and persistence is a must for sure, but  it will take more than a "one time" chat to get involved so to speak.

Patricia/Seacoast NH & ME

Posted by Patricia Aulson, Realtor - Portsmouth NH Homes-Hampton NH Homes (BERKSHIRE HATHAWAY HOME SERVICES Verani Realty NH Real Estate ) almost 9 years ago

I think I saw this list elsewhere about sales followup, and I bet it's a pretty accurate list. At least for certain types of leads.

When someone call or emails me, asking for help in buying a house, they don't get 8-10 calls. It only takes me one contact to get them on board.

But prospecting, that's a different story...

Posted by Jon Quist, Tucson's BUYERS ONLY Realtor since 1996 (REALTY EXECUTIVES TUCSON ELITE) almost 9 years ago

Hmmm, thank you very much for this information. It is a very good case for persistence.

Posted by Mark Montross, Listing and Buyer Specialist (Catamount Realty Group) almost 9 years ago

What a great reminder for all of us in any business.  We tend to focus on 1, 2 or perhaps even 3 and then stop or remove them from our list.  Thank you for the post and the kick in the pants!! 

Posted by Cindy Shook almost 9 years ago

Love the Calvin Coolidge quote in #8. Persistence, yes, and consistency!

Posted by Debbe Perry, 828.439.3084 Morganton/Lake James NC (Real Living Carolina Property ) almost 9 years ago

Love the Calvin Coolidge quote in #8. Persistence, yes, and consistency!

Posted by Debbe Perry, 828.439.3084 Morganton/Lake James NC (Real Living Carolina Property ) almost 9 years ago

Interesting and useful statistics that serve as a reminder to all of us - if you are going to reach out and "touch" someone in the hopes of getting their business - you best reach out at least 5 times and possibly as many as 12!

Posted by Tony and Suzanne Marriott, Associate Brokers, Serving Scottsdale, Phoenix and Maricopa County AZ (Haven Express @ Keller Williams Arizona Realty) almost 9 years ago

I have to disagree.  There have been numerous occasions where I've gotten a referral or someone contacted me online and we immediately listed or found them house.  Done on first contact. 

These stats are just for prospects who are not serious.  The wishy washy people.  When someone is ready to buy, they often go with the very first person they are in contact with.

Posted by Rob Arnold, Metro Orlando Full Service - Investor Friendly & F (Sand Dollar Realty Group, Inc.) almost 9 years ago

Consistent contact is one of the keys to success in this business...

Posted by Jason Rankin, 865.475.3236 (Rankin Real Estate Services) almost 9 years ago

Chris, this is very interesting.  I am going to post this by my computer so I will remember to keep on keeping on.  Thank you very much.

 

Posted by Carla Wade almost 9 years ago

Now I'm motivated to analyze the timeline on my own closed transactions...  One of the things I like best with my Top Producer system is the ability to post "to-do's" well into the future, and to have all prior notes and correspondence right at hand.  So my followup notes are personalized, not automated.  It creates a more personal relationship even with long term followup that people really appreciate.

Posted by Jeanne Dufort, Madison and Lake Oconee GA (Coldwell Banker Lake Country) almost 9 years ago

Thanks for the post. Anytime I see a post with interesting info I usually say to myself " I bet they're with KW " and I was right again. lol

Posted by John Gambone (Kimura Realty) almost 9 years ago

Todd - HA!  I think we all get caught in the trap of giving up! 

Posted by Chris Alston, Silicon Valley, California (Chris Alston (Keller Williams Realty, Silicon Valley, California)) almost 9 years ago

Missy - Crazy!  Great job on not giving up!!!!

Posted by Chris Alston, Silicon Valley, California (Chris Alston (Keller Williams Realty, Silicon Valley, California)) almost 9 years ago

William - Great points!  And I agree that touches do not have to be over the phone!  Thanks for the comment!!!

Posted by Chris Alston, Silicon Valley, California (Chris Alston (Keller Williams Realty, Silicon Valley, California)) almost 9 years ago

Paralyzed is a good analogy.  It is remarkable how easy it is to fall into the category of, "they're not going to list/buy now anyway, and they will list too high/offer to low, so why should I take the time . . . . there are days that it is tough to jump the hurdle, but hurdle we must!

Good post Chris

Posted by Pete Neuville (Realty Executives) almost 9 years ago

Ilona - Wow, you make a great and valid point!  Our job is to get the appointment, to be in front of people that can make a decision to use us...  If we are not getting the appointments, then we are going to be out of a job sooner rather than later!  :)

Posted by Chris Alston, Silicon Valley, California (Chris Alston (Keller Williams Realty, Silicon Valley, California)) almost 9 years ago

So true Alan!

Posted by Chris Alston, Silicon Valley, California (Chris Alston (Keller Williams Realty, Silicon Valley, California)) almost 9 years ago

Dawn - Sounds like an awesome idea!!!  :)

Posted by Chris Alston, Silicon Valley, California (Chris Alston (Keller Williams Realty, Silicon Valley, California)) almost 9 years ago

Thanks for reading Michael!

Posted by Chris Alston, Silicon Valley, California (Chris Alston (Keller Williams Realty, Silicon Valley, California)) almost 9 years ago

#61 - I agree.  So that means we need to cast a bigger net, to allow for those they do not want us to contact them. 

Posted by Chris Alston, Silicon Valley, California (Chris Alston (Keller Williams Realty, Silicon Valley, California)) almost 9 years ago

Always good to get reminders of what you know to do.  We all are guilty of getting busy and not keeping up.  The trick is to find different ways of staying in contact so they don't get sick of you calling.

Posted by Marsha Cash almost 9 years ago

Always good to get reminders of what you know to do.  I am guilty of getting busy and not keeping up.  The trick is to find different ways of staying in contact so they don't get sick of you calling.

Posted by Anonymous almost 9 years ago

Great stats. I am new to RE but have been selling big ticket items for years. I learned the follow up lesson very early in my sales career. I have had customers that took years to sell.

Posted by Tom Bailey (Margaret Rudd & Associates Inc.) almost 9 years ago

I agree, persistence is key today. With so many buyers moving cautiously I need to maintain contact with them while they grow more comfortable about a second home or investment property purchase.

Posted by Pete Deininger, Breckenridge Colorado Real Estate (970-389-0372) (Breckenridge Associates) almost 9 years ago

Chris,

I'd like to make a long comment here.... but I've got to pick up the telephone and get my 5th thru 12th contact made!LOL!

Follow-up is MY WEAKNESS and I'm working to change that!

Thanks for the PUSH!!!

Posted by Kathy Opatka, Serving Ocean City, MD, & The Delaware Beaches (RE/MAX CROSSROADS) almost 9 years ago

Tom Ferry has these numbers down cold. They seem right. Followup and you will increase your business. Sounds just too basic doesn't it?

Posted by Lyn Sims, Schaumburg IL Real Estate (RE/MAX Suburban) almost 9 years ago

Many of us know this but -  it's SO easy to forget! Thanks for the reminder!

Posted by Rebecca Diamond, Main Line Homes for Sale (Berkshire Hathaway Fox & Roach Bryn Mawr) almost 9 years ago

Your stats are in keeping with those generally quoted in copywriting articles. Only a small percentage of people respond the first time you contact them. Not just in real estate.

I think this is getting "more so" lately - we all want to be a bit acquainted with someone before we decide to trust them. Drip marketing is the way to continually remind them you're there, while at the same time letting them see your personality and showing them that you have the ability to help solve their problems.

Posted by Marte Cliff, Your real estate writer (Marte Cliff Copywriting) almost 9 years ago

Good Stats

Posted by Phil Parisi, Specializing in Florida's Treasure Coast (Better Homes & Gardens Real Estate Laviano & Associates) almost 9 years ago

Chris,  You hit the nail on the head... and we are all guilty of occasionally dropping the ball.  Thanks for reminding us to be tenacious!!  Kathy

Posted by Kathy Schowe, La Quinta, California 760-333-8886 (California Lifestyle Realty) almost 9 years ago

There are prospects and there is farming and thet take different approaches.  I keep prospects going for two years and then if nothing they come off the followup.  It only takes a little time each day.

 

Posted by Ric Mills, Integrity, Honesty, and Vast Real Estate Knowledge (Keller Williams Southern Az) almost 9 years ago

Great reminder. I have to put this in my daily schedule

Posted by Aneta Ivanova, #Your Realtor for Life (Urban Nest Realty) almost 9 years ago

Posted by R Grodin almost 9 years ago

Thanks Dawn!

Posted by Chris Alston, Silicon Valley, California (Chris Alston (Keller Williams Realty, Silicon Valley, California)) almost 9 years ago

Steven - Yup!  Great guy too!

Posted by Chris Alston, Silicon Valley, California (Chris Alston (Keller Williams Realty, Silicon Valley, California)) almost 9 years ago

You are welcome Jim!  :)

Posted by Chris Alston, Silicon Valley, California (Chris Alston (Keller Williams Realty, Silicon Valley, California)) almost 9 years ago

Love the story Marcy!!!!!

Posted by Chris Alston, Silicon Valley, California (Chris Alston (Keller Williams Realty, Silicon Valley, California)) almost 9 years ago

Jacquie - Word!!!

Posted by Chris Alston, Silicon Valley, California (Chris Alston (Keller Williams Realty, Silicon Valley, California)) almost 9 years ago

Karen - Great point! 

Posted by Chris Alston, Silicon Valley, California (Chris Alston (Keller Williams Realty, Silicon Valley, California)) almost 9 years ago

Eileen - Soooo true!!  :)

Posted by Chris Alston, Silicon Valley, California (Chris Alston (Keller Williams Realty, Silicon Valley, California)) almost 9 years ago

Erica - That leaves you to land the deals!!!  :)

Posted by Chris Alston, Silicon Valley, California (Chris Alston (Keller Williams Realty, Silicon Valley, California)) almost 9 years ago

Thanks for reading Jared!

Posted by Chris Alston, Silicon Valley, California (Chris Alston (Keller Williams Realty, Silicon Valley, California)) almost 9 years ago

Lisa - Love it!

Posted by Chris Alston, Silicon Valley, California (Chris Alston (Keller Williams Realty, Silicon Valley, California)) almost 9 years ago

Thanks for reading Brad!

Posted by Chris Alston, Silicon Valley, California (Chris Alston (Keller Williams Realty, Silicon Valley, California)) almost 9 years ago

Sandy - Thanks for the birthday wishes!!!  :)  And thanks for reading!

Posted by Chris Alston, Silicon Valley, California (Chris Alston (Keller Williams Realty, Silicon Valley, California)) almost 9 years ago

Stana - Great point!

Posted by Chris Alston, Silicon Valley, California (Chris Alston (Keller Williams Realty, Silicon Valley, California)) almost 9 years ago

Patricia - Sooo true!

Posted by Chris Alston, Silicon Valley, California (Chris Alston (Keller Williams Realty, Silicon Valley, California)) almost 9 years ago

Jon - That is true...  That prospecting vs closing the deal...

Posted by Chris Alston, Silicon Valley, California (Chris Alston (Keller Williams Realty, Silicon Valley, California)) almost 9 years ago

Jon - That is true...  That prospecting vs closing the deal...

Posted by Chris Alston, Silicon Valley, California (Chris Alston (Keller Williams Realty, Silicon Valley, California)) almost 9 years ago

Thanks for reading Mark!

Posted by Chris Alston, Silicon Valley, California (Chris Alston (Keller Williams Realty, Silicon Valley, California)) almost 9 years ago

Thanks for reading Cindy!

Posted by Chris Alston, Silicon Valley, California (Chris Alston (Keller Williams Realty, Silicon Valley, California)) almost 9 years ago

Thanks Debbe!!!!

Posted by Chris Alston, Silicon Valley, California (Chris Alston (Keller Williams Realty, Silicon Valley, California)) almost 9 years ago

Tony and Suzanne - So true!

Posted by Chris Alston, Silicon Valley, California (Chris Alston (Keller Williams Realty, Silicon Valley, California)) almost 9 years ago

Rob - I hear what you are saying.  I thought I woud explore this a bit more...

If you play it safe, and only work with a few clients a year...  Pick and choose those perfect clients, then your numbers will be 1 or 2 contacts...

But if you work with hundreds upon hundreds of leads, then your numbers may reach 6-12... 

Just an alternate thought, and opinion.  Can you tell me more about the lead generation numbers you are getting for the year?  I am very interested.  :)

Posted by Chris Alston, Silicon Valley, California (Chris Alston (Keller Williams Realty, Silicon Valley, California)) almost 9 years ago

Jason - Thanks for reading!

Posted by Chris Alston, Silicon Valley, California (Chris Alston (Keller Williams Realty, Silicon Valley, California)) almost 9 years ago

Mea culpa

Your post explains why I don't sell as much as I should.

I get busy and focused and don't set aside a regular time for doing the contact.

I shall follow your advice and contact more consistently with greater frequency.

 

Posted by Debbie Durkee, ALC, CRS -- Land & Country Estates near Tulsa (Coldwell Banker Select, Realtors -- Tulsa, Oklahoma) almost 9 years ago

Mea culpa

Your post explains why I don't sell as much as I should.

I get busy and focused and don't set aside a regular time for doing the contact.

I shall follow your advice and contact more consistently with greater frequency.

 

Posted by Debbie Durkee, ALC, CRS -- Land & Country Estates near Tulsa (Coldwell Banker Select, Realtors -- Tulsa, Oklahoma) almost 9 years ago

You are welcome Carla!

Posted by Chris Alston, Silicon Valley, California (Chris Alston (Keller Williams Realty, Silicon Valley, California)) almost 9 years ago

Jeanne - Great points!  Thanks for reading!

Posted by Chris Alston, Silicon Valley, California (Chris Alston (Keller Williams Realty, Silicon Valley, California)) almost 9 years ago

John - HA!  LOL!  :)  You are welcome!

Posted by Chris Alston, Silicon Valley, California (Chris Alston (Keller Williams Realty, Silicon Valley, California)) almost 9 years ago

Thanks Pete!!!

Posted by Chris Alston, Silicon Valley, California (Chris Alston (Keller Williams Realty, Silicon Valley, California)) almost 9 years ago

Marsha - Great point, to be sure you are not being that repetitive!

Posted by Chris Alston, Silicon Valley, California (Chris Alston (Keller Williams Realty, Silicon Valley, California)) almost 9 years ago

Tom -Great point!

Posted by Chris Alston, Silicon Valley, California (Chris Alston (Keller Williams Realty, Silicon Valley, California)) almost 9 years ago

Chris, great way to look at it.  I don't give up easily and it usually works out for me!!!

Posted by DeeDee Riley, Realtor - El Dorado Hills & the Surrounding Areas (Lyon Real Estate - El Dorado Hills CA) almost 9 years ago

Hey Chris, great post and certainly some very interesting stats! I have to agree with Rosario Rodriguez, it may not be the prospect you are contacting who is ready to buy or sell, but they may know someone who is!

Posted by Tim Woodcock (ReMax Centre City Realty Inc.) almost 9 years ago

Thanks for sharing those stats.  I was definitely "giving up" too soon!

 

Posted by Catherine Marrone, West Newbury MA real estate, Essex County (Integrity Residential Brokerage LLC) almost 9 years ago

Great comment Pete!

Posted by Chris Alston, Silicon Valley, California (Chris Alston (Keller Williams Realty, Silicon Valley, California)) almost 9 years ago

Kathy - Follow up is my weakness too... Ugh...  But we have to power through it!  :)

Posted by Chris Alston, Silicon Valley, California (Chris Alston (Keller Williams Realty, Silicon Valley, California)) almost 9 years ago

Kathy - Follow up is my weakness too... Ugh...  But we have to power through it!  :)

Posted by Chris Alston, Silicon Valley, California (Chris Alston (Keller Williams Realty, Silicon Valley, California)) almost 9 years ago

Lyn - It does sound so basic...  But we seem to fight it!!!

Posted by Chris Alston, Silicon Valley, California (Chris Alston (Keller Williams Realty, Silicon Valley, California)) almost 9 years ago

Rick - Great point, and you are right...  It does only take a few minutes a day!

Posted by Chris Alston, Silicon Valley, California (Chris Alston (Keller Williams Realty, Silicon Valley, California)) almost 9 years ago

Aneta - Great thought!

Posted by Chris Alston, Silicon Valley, California (Chris Alston (Keller Williams Realty, Silicon Valley, California)) almost 9 years ago

Randall - Yup!  The cream rises to the top!

Posted by Chris Alston, Silicon Valley, California (Chris Alston (Keller Williams Realty, Silicon Valley, California)) almost 9 years ago

Debbie - Sounds like a plan!

Posted by Chris Alston, Silicon Valley, California (Chris Alston (Keller Williams Realty, Silicon Valley, California)) almost 9 years ago

Repetition of communication=familiarity=trust=successful purchase/sell.

 

Leanna

Posted by Leanna Scott (Leanna Scott Homes) almost 9 years ago

Great point Chris!

Posted by Paul Armstrong, Serving Orange County & The Long Beach Area (Realty Network) almost 9 years ago

Great point, espec8ially for new agents or those who want to improve their lead closing in other than warm market.

Posted by Ann Dail, Broker/Realtor,CRS, ePRO, SRS, B.A.Chem (Baton Rouge Area Homes, Louisiana, USA, 225-761-0551) almost 9 years ago

So very true.  Keep calling until they buy or die or say leave me alone.

Posted by Mike Henderson, HUD Home Hub - 303-949-5848 (Your complete source for buying HUD homes) almost 9 years ago

Yep, persistence is the name of the game. It is not a lead until we are able to convert the lead to either a buyer or seller. If one doesn't follow up on the lead, someone else will convert it for you.

Posted by Les & Sarah Oswald, Broker, Realtor and Investor (Realty One Group) almost 9 years ago

Leanna - I like it!

Posted by Chris Alston, Silicon Valley, California (Chris Alston (Keller Williams Realty, Silicon Valley, California)) almost 9 years ago

Thanks Paul!

Posted by Chris Alston, Silicon Valley, California (Chris Alston (Keller Williams Realty, Silicon Valley, California)) almost 9 years ago

Sooo true Ann!

Posted by Chris Alston, Silicon Valley, California (Chris Alston (Keller Williams Realty, Silicon Valley, California)) almost 9 years ago

Mike - I agree!

Posted by Chris Alston, Silicon Valley, California (Chris Alston (Keller Williams Realty, Silicon Valley, California)) almost 9 years ago

Thanks Chris,  I needed this.  5-12 contacts you say.  OK I'll keep on trying.  Interesting, just today I had a call from a lead whom I've been calling once a week with no response.  I've been leaving a message even though some don't agree with this.  Anyway she apologized for taking so long in getting back with me and said she was Ready now!  You just never know.  Margaret C. 

Posted by Margaret C. Taylor, St Marys/Calvert/Charles MD Real Estate Agent (Century 21 New Millennium MD) almost 9 years ago

Chris, I totally agree with this post. A lot of other businesses use this method to make sales (7+ contacts) with an internet lead within 30 days.

Posted by Sandy McAlpine, Search Lake Norman Homes For Sale - Lake Norman NC (RE/MAX EXECUTIVE) almost 9 years ago

Margaret - What a great story!!!  :)

Posted by Chris Alston, Silicon Valley, California (Chris Alston (Keller Williams Realty, Silicon Valley, California)) almost 9 years ago

Sarah - Soooo true!

Posted by Chris Alston, Silicon Valley, California (Chris Alston (Keller Williams Realty, Silicon Valley, California)) almost 9 years ago

Sandy - Awesome!  What type of businesses were you referring to?  :)

Posted by Chris Alston, Silicon Valley, California (Chris Alston (Keller Williams Realty, Silicon Valley, California)) almost 9 years ago

This is good advice. I sometimes quit too early. Persistence does pay off.

Posted by Wayne B. Pruner, Tigard Oregon Homes for Sale, Realtor, GRI (Oregon First) almost 9 years ago

So Ture Tigard!  :)

Posted by Chris Alston, Silicon Valley, California (Chris Alston (Keller Williams Realty, Silicon Valley, California)) almost 9 years ago

Fantastic reminder of how important following up is with our clients.  I've always been a guy who stays in touch with his customer base, so I've done well, but I know plenty of agents in that 48%.  Why make the 1st call, if you won't make the 2nd or 3rd.  Our microwave culture wants instant results, but a successful business doesn't work that way.

Posted by Matt Robinson, www.professionalinvestorsguild.com (Professional Investors Guild) about 8 years ago
Good Morning, firstly I want to congratulate you for the excellent website you have. I noticed by the content that is not easy to keep constant visits to your site, I also have content sites and know the difficulty we have bringing visitors to our sites, so I guess you should use several methods of dissemination to get visitors to your site . For this reason, I decided to write this email to submit my email extraction tool from the internet. It is a tool that extracts emails separated by following location (city, state), occupations, or any that you choose to create a campaign that can bring many buyers to your website. Remembering that tool is free to test our site http://www.extratordeemail.org/en/download-email.php Many thanks for your attention. Att. Romero.
Posted by Romero S. Soares about 7 years ago

Participate