Lauren Bowen found that 56% of their leads closed with the second agent, not the first. She argues agents need to follow up longer than the typical 30 to 90 days to capture deals others abandon.
We ran a statistic last year, and I want to say 56% of our leads closed with the second agent to touch them. Not the first agent. The second agent. Meaning within your organization? In our organization. So Agent 1 might have done 90 days worth of work. They kind of started falling off on that because it had been about three months. It went to the pond. Agent two was looking in the pond. They saw someone surface back up, and they did about 30 days worth of work. So one thing we noticed was that we did have slightly more of them closing with agent number two, but. But agent number two was actually closed at them a lot faster than what agent number one worked with them. So that also told us, you need to stick with them a little bit longer. Just because they didn't transact in 30, 60, 90 days doesn't mean that they're not going to. And that was a shift of mindset for our agents, because 10 years ago, they closed pretty fast. Once we got the lead eight years ago, six years ago, two years ago, not so much. So it was really a learning opportunity for us to make sure our agents followed up with them for longer.
Get more tips on lead conversion from Lauren bowen on episode 51 of Real Estate Team OS.
Zillow, PPC, Referrals… what’s actually working in today’s market? #realestateteam
