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How Many Lead Contacts Does it Take to Create a Client?

August 31 2015

ixact how many contacts to clientLeads are an important part of any real estate agent's business. Yet too often, leads are mismanaged and not given the proper attention. It's amazing when you think about it – some agents will spend a fortune on websites and SEO for the purpose attracting and capturing leads...and then do very little with them!

The fact is, it isn't enough to make two or three contact attempts. Your leads may not convert after four or five contacts, either. By this point, it's easy to become frustrated and assume that your lead is a dud. After all, if your leads were truly ready to buy or sell, wouldn't they respond by now?

Not necessarily! According to a study by Microsoft:

  • It can take 7 contacts to create top-of-mind awareness with your leads
  • It can take 9 contacts for the lead to decide to choose your services
  • It can take 12 or more contacts to convert a lead into a client!

Unfortunately, this same study shows that most sales professionals abandon a lead after only four contact attempts.

If you have a large number of new leads each month, you might be tempted to focus only on the low-hanging fruit; namely, the leads who actually respond to your contacts within the first few attempts. This is akin to taking the dollars out of your piggy bank and throwing away the change. And just as pennies make dollars, making multiple, consistent contacts can make clients out of leads!

Using a proven CRM for real estate is the easiest way to manage your lead database, and make consistent contact with your leads to create top-of-mind awareness.

To view the original article, visit the IXACT Contact blogIXACT Contact blog.