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6 Ways to Become LeadStreet Royalty

 
 
 
 
 
 
 
By Deborah Ball Kearns, RE/MAX Times Online Editor


They call Dan Vick the "King of LeadStreet." How did he earn the royal title?

All you have to do is look at the numbers: Vick has closed $547,000 in gross commissions since 2006 from LeadStreet leads alone.

So how does he do it?

"I understand people who shop online, but most Realtors don't get it yet," says the Lifetime Achievement Award winner and 100 Percent Club member with RE/MAX of Kansas City in Kansas City, Mo. "Buyers are looking for information and confirmation when they shop online. When you get leads and you don't respond for hours it's like leaving customers in a lobby and letting the receptionist ignore them. You have to respond within minutes, or you lose the client."

Here are Vick's tips for capturing and converting LeadStreet leads:

  1. Greet them immediately. "The first thing I do in the morning and the last thing I do before I go to bed is check my phone for new leads," Vick says. "You have to respond while they're still in front of their computers, or they'll move on to another agent. I have 10 different scripted letters I send to leads; I have specific verbiage for people who find me through remax.com.
  2. Personalize your responses. Vick says that auto-responses give the impression that you're too busy (or lazy) to respond to clients. "My letters are concise and personalized with first names so they know it's not an auto-response," Vick says. "The remax.com lead script reads like this: "To ensure quality service, RE/MAX has asked me to personally handle your housing needs." This response makes a great first impression because you're showing a potential client that you're accessible and prompt."
  3. Prioritize leads. If a prospective client doesn't ask for information on a specific property, put it on the back burner and let it simmer. Too many agents try to cram information down clients' throats and bombard them with listings they didn't ask for. Put them on a monthly newsletter drip campaign, and let those leads cook. When buyers finally make a request on a property, or if they save some homes as favorites, that's when they become hot leads.
  4. Communicate on their level. "When buyers text me, I text them back. If they email me, I email back. If they call and leave a message, I'm calling them back," Vick says. "Follow your clients' lead on how they want to communicate with you, and most importantly, respect their privacy and space."
  5. Track your leads. "I always look at how each lead gets to me," Vick says.  "Whether the lead comes through remax.com, my office or my website, I try to get everyone to register on my website." Keep in mind that only 4 to 6 percent of the leads you get will buy within 90 days; the rest could take months or a few years. That's why it's important to put all leads on a monthly drip so you stay top of mind without being too annoying.
  6. Be patient. Remember that LeadStreet is just a tool; it's not a magic bullet to put $100,000 a year into your pocket.  You have to keep prospecting for business in other ways, and all of your marketing should lead back to your website (Vick uses QR codes on his yard signs as one method to accomplish this). "One morning, I got a LeadStreet lead and I sent my first response letter within a few minutes," Vick says. "The buyer registered on one of my $980,000 listings and asked to view it the very next day. I made sure he was pre-qualified before jumping on what could be a bogus lead. I showed him the property on Memorial Day and one week later, he bought it – in cash."

© 2011 RE/MAX, LLC. RE/MAX Affiliates may share this article, provided they do not charge for it and this notice is included. All other rights reserved.

 

LeadStreet is the back end system that RE/MAX,LLC uses to notify and manage the leads that come in on your listings as well as IDX listings from other companies.  Your listings automatically go to you!  All other listings are sent our on a round robin rotation to agents and offices throughout the county.  If you would like to see how many leads where generated from your listings, please feel free to contact me and I will pull the report!  You might be shocked at how many leads from YOUR listings have gone to RE/MAX Agents!   Ohh, by the way..ALL leads that come in from remax.com are REFERRAL FREE!


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