What is the difference between an Internet inquiry and an Internet lead?

A lead is someone who has been qualified. Your goal is to get belly-to-belly and face-to-face with leads.

An inquiry is someone just browsing the Internet casually looking at different information.

Sending Emails of Value

Have a call to action in the subject line of your emails. It has got to be engaging to ensure that your emails are read. Make your emails stand out as emails of value.

You need to remember that email is not private or secure medium. They can always be misinterpreted. Make sure your emails are direct, short and relevant to the questions you are responding to.  “Less is more” in email – be direct.
Remember, emails can be forwarded to anyone!

You have to give to get when qualifying a lead. Give your leads the information they are asking for and then give them more! Offer them additional information as a supplement to what they have already asked you for. This gives you the right to then ask them more information and therefore begin the qualification process. Ask one or two questions not ten or twenty.

***Email Bill a sample of an email you send out as a first response email when you receive an inquiry from a potential client. ***

The goal is to get people face-to-face. There are great benefits of getting inquiries/leads into your office. Offer inquiries something of value that they can come retrieve from you in your office. You will have a higher closing ratio if you can get them into your office.

What are some challenges of Internet leads?

-getting a response…sometimes people will email inquiring about a particular property and then I will never hear from them again

-trying to qualify inquiries and leads can be a challenge…the average buyer starts looking 39 months before they are ready to commit and buy

Make sure you don’t give up after one or two attempts at contacting an inquiry. Follow up with direct, concise emails frequently.