Real estate agents cut their internet lead spending from $3,500 to $250 a month and doubled their appointments in two weeks. One agent closed two contracts in the first week without any new leads. The shift forced agents to work existing leads harder and follow up better instead of chasing volume.
Questions this video answers
From about $3,500/month down to roughly $200–$250/month.
Appointments doubled within two weeks.
The agent was told they would not be put back on leads until they ratified three contracts.
Ten appointments in one week.
I'm here. Can you hear me?
I can hear you. All right, so tell us about the comment you made about taking an agent off of leads and then, you know, kind of backing off leads and setting more appointments. Tell us about that.
Yeah, it was quite an interesting experiment because we really thought that once we dialed down the leads, I mean, we. We basically went from spending like, $3,500 a month on Internet leads to like, 500, 200. It was something really low. It's like 250, I think. And we thought that everyone would be like, oh, where's my leads? I need more leads. And nobody even noticed. That was the first thing. The second thing was we. So every day we do prospecting for an hour in the main room. And I actually. It started to get really quiet. You know, people obviously weren't calling people if you're not talking to anyone. So I started actually doing calls with them just for accountability. We doubled our appointments in two weeks with left leave. And they're really working their leaves. The agent that we took off leave was like, I'm just so happy I can focus now. Because she was getting so distracted with so many leads coming in that she wasn't working all these people that she had met with. And then she ratified two contracts the first week. And I told her she wasn't going to be back on leads until she ratified three contracts. And, I mean, it's just amazing, like, when they properly work the lead, that we're setting more appointments with Les Lee, which is going to obviously drive our conversion rate. And because, I mean, we had three.3100 commission zinc leads, and we only sold one of them. And this past week. This past week, we set 10 appointments off of commission zinc leads that weren't new. They were leads we already had. And, you know, it's. I just couldn't even believe it. I mean, it was just if somebody said something. Left leads, higher conversion rate. I don't know who that was, but that's definitely what we're noticing. They're actually calling the people the number of times they're supposed to. They're following up with them. And I think the thing is that it's easy to get rid of a lead when you know you have another five leads coming right behind it. And if they just say, oh, I'm not interested, you just put it as inactive and you don't call it anymore. But if you know that you're only getting one lead a day, you better work the heck out of that lead. So. So that's kind of what we noticed was that they were just working them harder. And it's been a huge difference. Huge difference.
Yeah. Awesome. And just you being there shoulder to shoulder with them is, you know, obviously they can't just chat amongst themselves and not call. It literally is like having, you know, children, you know, getting. Getting your agents to do. I mean, they're. They're good people. Like, my children are good. They're good people. Like, they have good hearts, but, you know, they. They don't do, you know, everything right all the time. And then they need guidance and they need, you know, there's a good book, Parenting with Love and Logic. And I didn't read it for parenting, but it's. It's my Tony Robbins coach of mine recommended it for. Just for managing my buyer agents. There are just consequences. Like, this is the policy. Like, if you're not going to do it, it's no big deal. Let's not get emotional about it. You're just going to be off leads until you sell three homes. And I love it. That's freaking awesome. That's a really good share.
