Whitepapers

Quick Stats: 80% of sales are made between the 5th and 12th contact! About 75% of agents drop leads if they aren't ready to pur- chase immediately B D X U N I V E R S I T Y You've made an investment to drive leads to your business, but don't stop there! Implementing a strong lead follow-up process is critical to achieving a strong return on your investment. Continually nurturing leads throughout the sales cycle is important--especially since the home buying cycle has gotten longer and many shoppers will take 9-12 months before making a purchase decision. Read on for helpful tips to connect with buyers from click to close. Following-Up Time is money and the quicker you follow up the better fi rst impression the buyer will have of your company. When you respond to leads within 15 minutes of submission, you are 4 times more likely to contact and qualify the lead. Having an internet sales counselor or someone that is dedicated to monitoring the online leads is a great way to make contact in a timely manner. In your fi rst initial contact make sure you use a catchy subject line, personalize the email by using the customer's name, include links to interactive media, have a strong call to action (i.e. come to an open house or make an appointment) and include all contact information so the customer can choose any which way they W H I T E P A P E R | L E A D F O L L O W - U P Best Practices for Lead Follow-Up

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