Here’s our tried and true method for converting online leads.

How do you convert online leads? Our knowledge comes from extensive coaching and giant firms like Zillow. We practice converting online leads daily; it’s standard in every meeting. It’s been our game for a long time, so we wanted to share what we know.

80% of online leads will work with the first agent they meet face to face. Only 3% of them will buy the house that they actually click on, and that’s data from a normal market. We train our agents to meet the lead face to face and build rapport. We call it ALM, which stands for appointment, location, and motivation.

When you get on the phone, try to set an appointment for the same day. Don’t ask them if they’re looking for a house. Of course they are. Cut out the small talk and get right to the point.

Next, talk about the location of the home. Ask why they’re looking in that location. Maybe it’s close to a good school, their job, or their parent’s house. Also, say that you will show them two other homes in that same area. In this market, the home they’re looking at has probably already sold. You don’t want to meet up and not have something else to show them.

“Prioritize meeting them face to face and building rapport.”

Finally, ask about their motivation. Are they a first-time buyer, are they an investor, etc. They might have already told you when you asked about the location.

Once you’ve asked about all this, get off the phone, do your homework, and meet them. Work on getting them pre-approved at the meeting. They will work with the first person they meet, not the first person who tells them to get pre-approved. They are sick of that. Instead, prioritize meeting them and building rapport.

Also, spend less than five minutes on the phone. Not only are you losing their attention, but you’re also giving them too much information. If they ask you questions, say that you’ll bring data to answer that question at the appointment.

Keep in mind that this applies to online leads, not referrals or people you already know. If you follow this simple ALM structure, you’ll raise your appointment rate, met rate, offer rate, and conversion rate. Our minimum numbers across the board are 65% appointment rate, 35% met rate, 10% offer rate, and 6% conversion rate. With our method, you should have two homes in escrow for every 30 people you talk to.

If you have any questions about this method, feel free to call or email us. We’d love to hear from you.