Prioritize Moving Leads To Book More Moves
This podcast episode (hosted by Louis Massaro) explains practical lead-handling practices for moving companies: prioritize new/higher-converting leads and call the newest ‘hot’ leads first (aim to call within five minutes), centralize incoming contacts (emails, texts, chat, Yelp messages) into a CRM, assign leads to consultants and immediately redistribute a consultant’s leads if they quit or are fired, and treat new leads like a ringing phone to avoid losing opportunities. The episode closes with a promotion for a free training called the "six stages" program (claims six stages; used to book 12,000 moves a year).
Questions this episode answers
Within five minutes of the lead coming in.
Six stages.
12,000 moves a year.
Hey, my friends, it's Louis Massaro. And welcome to another episode of the Moving Mastery Podcast.
Prioritize lead sources. You come in on a Monday morning.
Don'T just take what's on the top of the list and start calling. Prioritize them. Prioritize them based on the lead source. Prioritize them based on the time that they came in, you know, Monday morning.
What are you going to call first? A lead that came in Saturday night or a lead that came in 9am Monday morning?
It's probably split the answers in the room. Call the lead that came in at 9 o' clock Monday morning. That lead's hot.
Okay. It might seem counterintuitive. Well, those people have been waiting a long time. Exactly. They're cold, ice cold. You can't save everybody. Focus on the hot leads and then work your way back. Okay? You want to call leads within five minutes of them coming in.
That's the goal, that's what you're going to shoot for. It may take you some time to get there.
But that's the goal, that's what you want to shoot for. Start with the new leads. Work your way back. Start with the good leads. The higher converting leads, the more profitable leads, which you're going to know after we go over to Marketing Report tomorrow.
Emails, texts, chat, make sure it goes into your CRM, into your software.
You get a Yelp message. It doesn't just like stay and Yelp. Get that information into the software asap.
You're a one man show. You're still in phase one. You're like, you know what, it's not that big a deal. I know everything that's going on. I got a few customers, I'm working over here in Yelp. I, I got a few in my email.
You get one more person working for you and that's where things start slipping through the cracks. That's where you start losing opportunities. Okay? Get it into the software. That's your central point where everything is.
Assign it to a consultant.
Or in the reverse order, depending on the relationship you have with your team, maybe they get the email and you've trained them to enter it into the software. Right. Maybe you don't have to.
Do it for them. So it kind of depends on the relationship that you have with your team.
Lead distribution. So lead distribution is basically saying, hey, Stan, you have leads, I'm taking them away from you. Right? Giving them the Adrian.
Alright, so why would you do that? Why would you take. Bless you. Why would you take somebody's leads and give them to somebody else. When a consultant quits or is fired, this is like a huge honest mistake.
I think we were already doing.
Know close to 10 million.
Had a call center.
And I realized what happens every time someone quits or is fired. Like what happens to the leads that are in their, in their bucket, if you will.
You know, I don't know. I'm talking to my sales manager, right? Obviously not, not his fault, right? Nobody told him any different. I'm like, those need to get redistributed that day. Somebody quits, somebody gets fired. That's the first thing on the agenda. Those leads are not the moving consultants leads. Those leads are the company's leads, the moving consultants. Just babysitting them for you, okay? They're not theirs. And you need to make sure. You know, back in the day.
It was all about yellow pages. Okay? I started in 2000, full page ad.
Moved into a double full page ad all about yellow pages. The phone just rang and rang and rang. There's no hiding from that. Leads are a silent killer. Not to freak you guys out, but you guys could be getting leads right now. You don't even know about it, right? When the phone rings, you know about it. So it's important to remember one thing. Treat leads like they're a ringing phone.
Put a ding, put a bell, put an alarm.
Whatever you have to do to know that new leads came in, treat them like a ringing phone. Because otherwise it's like you go about your day and you don't realize that all these, all the money you spent to bring calls and leads into the bucket is just dripping through the holes.
If you're ready to take your moving.
Company to the next level, make sure.
You check out my brand new on.
Demand training on how to consistently book more high paying moves all year long. It's called the six stages of a moving Company sales machine and you can access it right now for free@luismisaro.com.
Six stages in this training, you'll learn the steps you need to take to increase your sales with a smooth running, consistent process. This is the same process I used in my moving companies to book 12,000 moves a year. And now I'm training you on how to implement it in your moving company for free. It's available now@lewismassaro.com Six stages.
Sa.