How Top Real Estate Companies Convert Leads to Profit

Have you ever wondered how top real estate companies generate a massive profit on a regular basis? Do you want to know their secret and take your real estate business to the next level? If so, then you are at the point to focus more time, effort and perhaps spend towards working on your lead database.  

Making the Most of Your Leads

Come to think of it, a salesperson's job is not complete until they’ve asked the prospect or customer for a referral. It’s that simple. Whether you’ve successfully converted a prospect into a customer (client) by assisting them in buying or selling a property, or whether the prospect isn’t quite ready with a final decision, either scenario warrants that you ask for referrals. Not doing so short-changes yourself, by not tapping your easiest source for new and qualified leads.

Speaking of qualified leads, real estate professionals must maximize the potential of their database. It’s truly amazing how a small amount of effort in keeping in touch with prospects and clients with well-timed and planned messages can help increase your potential profit. It is common to refer to these messages as “touches”, which can be in the form of an email, a phone call, a text, a direct piece of mail or other similar forms of communication.  

Gary Keller and the “33 Touch Campaign”

Gary Keller came up with a brilliant game plan for optimizing lead potential in what he calls the “33 Touch Campaign”. He had a team conduct scientific research which analyzed statistical data.  The conclusion was that the optimal number of times an agent should touch each of their prospects is 33 times per year. Using a combination of the touch methods stated above, touching each prospect 33 times a year will ensure your name is foremost in mind when it comes time to transact business.

It may sound daunting at first, but when you break it down to daily tasks, the amount of effort required to accomplish 33 touches per prospect per year isn’t so overwhelming. For instance, let’s say a new agent has 100 prospects to begin with. Thirty-three (33) touches, multiplied by 100 prospects, equals 3,300 total touches per year to meet the requirement. So depending on how many days per week you work, it comes out to just 10-11 total touches per day to meet this goal. 

It’s Not As Hard As It May Seem

Considering that many emails, texts, and direct pieces of mail will be in a template form (using the same basic message to multiple recipients), even if you are just a “two-finger typist”, getting 10-11 touches out in a day is simple. This effort will be well-rewarded when prospects think of you when they are ready to do business. This also leaves the rest of your day for showings, closings, other marketing strategies, networking, fitness, personal time, and everything else you need to do. Of course, the more leads you have, the more you should consider using an automated delivery system to send your messages.

Research to See What Works

To find out more about Gary Keller’s 33 Touch Campaign method, it’s recommended that you look up specific strategies online, where detailed information is readily available. Working your database with a refined plan and regularly scheduled daily tasks will help you stay focused. Maximizing your resources and time will help you build your business and increase your revenue.

You could go a step further by outsourcing this process completely to the hands of professionals, who are trained and qualified to do the job for you. That’s because another secret that top real estate companies have in their arsenal is excellent virtual real estate assistants on their team doing this work for them. KW Virtual Assistants are able to provide this type of assistance for your team.   

The Hack: KW Virtual Assistants

KW Virtual Assistants is the provider of virtual assistants for real estate in the country today. Our virtual assistants (VAs) are KPI certified and KW Command experts and have logged in more than 100 hours of training time. We go the extra mile just to ensure that our VAs can provide the kind of quality and efficiency that Keller Williams agents like you deserve.

So gear up your business to run and generate the kind of profit that top real estate companies do. Email us now at Contact@MyKWVA.com for your free consultation.