Why am I so committed to the LCA program? It's quite simple, I know that the more people we contact, the more loyalty we earn. The loyalty we earn will turn into more sales and more customers for life. In reality, our Agents are only making money if they are out in the field showing homes, taking listings and writing offers and contracts. Our LCA position is the future of our business. It will eventually take the Agent out of the lead conversion role and more into the Realtor role. After all, most of our Agents are great Realtors, but that doesn't make them great lead converters.
Recently we have been able to really start refining the program. Once we started with our new phone calling system, the MOJO system (you can check it out at www.resnphonecalls.com), in November, we knew we were taking the LCA position to the next level. Now we know we can contact the volume of people needed to generate more showings which in turn means more sales. However, we were still not converting the number of showings I wanted. This past week we figured out another piece of the puzzle. We realized that it wasn't the volume, but better deciding which leads to call.
Our LCA's were spending most of their time calling our Good phone number no contact leads. We had thought that if we can contact these we will be able to save a ton of leads. The program worked well. However, we realized this past week that this category, our prospecting category, should be just called 1 week per month. We also realized we have two categories that really are our most active leads, our shown property leads and our calendared leads. These are the two categories with the most potential to get people in our Agent's cars today.
So here is our new calling schedule for an average month:
Week 1 - Calling our Good Phone/No Contact
Week 2 and 3 - Calling our most active leads that have yet to schedule a time to come see homes.
Week 4 - Calling our shown property did not buy and our calendared categories. This is done the 4th week of the month confirming those leads who booked for the following month first, and then the shown property leads. Recently we added the ability to search our database based on leads that have saved listings along with opened their emails in the last 30 days. In the last 30 days we had 801 leads that have opened their emails and saved at least 1 listing. We can also search those leads by price range they saved. This is a huge step in building our business.
Is this the final step? I doubt it! Most of you who know me know that I'm not going to rest until we are able to convert at a 10% clip. We are actually a lot closer to that than our numbers show. I believe with more refinement of the program and better use of our 100mph marketing program, we will be able to really take the next leap. We are almost there and I know you will be watching!