The speaker reviews strategies for handling incoming web leads to maximize contact and qualification rates, emphasizing rapid response (five-minute window) and time-of-day effects from an MIT lead-response study (best times roughly 8–9am, 4–5pm, then 9–10am). They compare distribution methods—round robin versus scheduled "opportunity time" blocks—highlighting accountability challenges on small teams and recommending that ISAs handle daytime incoming leads while buyer agents cover evenings and weekends.
I promise you, this is so far from anything that you've ever been to. And now, let's see here. Sandy has a long one. So for web leads, Firepoint can set it up to go round robin to all buyer specialists and ISAs. So we are doing that instead of OT, as long as you're getting the five minute response time. So Sandy, where I got that whole 8 to 9am and 4 to 5pm is the MIT lead response study. Let me just look that up here real quick. MIT lead. And there's different versions of this. You should read this with your team. So time of day it shows 8 to 9. So leads become contact and leads become qualified. 8 to 9am is the first best, 4 to 5pm is the second best, and 9 to 10 is the third best. So if you're prospecting, you should definitely include 8 to 10. And then if agents don't have a crazy amount of a. Buyers, try the best you possibly can to get back on the phone once late in the day. And it's a good site sequence to go through. Right. You know, if you miss the leads in the morning, you know, you could try them later in the day and then it's the reason Sandy, I'm making this comment, is that the challenge with OT or round robin rather? Is that because Boomtown can let you do round robin as well. But if agents don't respond within five minutes, the chances that that lead is contact goes down tremendously. Because no matter how hard you try, the number of times that leads are attempted are not very high. I think that's the, that's the amazing part of this stat here. Everyone has seen this, but I don't, I don't know that everyone truly, truly gets, gets this. So that, that's a challenge. What happens though, when buyer specialists are busy on weekends and not able to get the leads? That's why we do ot. And she says that Sandy says if they were on ot, I feel like then they wouldn't get it either and the others don't have the option. But maybe it would make them more accountable since they don't have it all the time. Yeah, when I was a smaller team, I did it round robin until we got about four, I think until we got about four or five agents. And then I went to opportunity time where there were multiple times per day. We split each weekday in half and weekends up into three time blocks. And we just had them all filled before the week started. So. So there's like a multitude of ways that you can run this, but with nobody accountable for it, it's not gonna end up running at the highest level. So that's the challenge. With a team as small as yours. I would have the ISA honestly take the incoming leads during the day, because that person reports to you and they're responsible for. You can hold them to a level I think, a little different than your buyer agents. And then have buyer agents cover it in the evenings until the next morning, and then on the weekends. And just tell them on the weekends, they've got to carve out time to be available to respond to those leads. And I did it in the beginning when it was just me on Boomtown, before I even hired Chris, I was responding to leads from 8am to 9pm and during showing appointments, I would just say, excuse me for one second. I just have to take this really, really important call. And I would make those happen. So the challenge is getting agents to own the leads as if they paid for them themselves. So, yeah, so it's tricky in the beginning when your team is smaller, Sandy. So that's the challenge that you're having.
