Karen Weger : Closing Ratio on Web Leads

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Closing Ratio on Web Leads

By: Karen Weger
Wednesday, August 01, 2007 7:51 AM

There was a very good recent post about statistics. How many hits your web site receives vs. how many prospects it creates.

The bottom line is really how many sales it created and working prospects. When I first began working web leads, not easy, I was at 1 - 10 closing ratio. I am now at 1 - 4.

The difference is marketing to a specific audience, learning to read between the lines on prospect response and their wish list, and more...........

Anyone wish to share?

An apple a day may result in additional pay. Don't stray, stay and learn so you too can earn.

Comments

Member Since '05	Lonn Dugan said: Karen: Are you saying You get 1 of four web leads to the closing table? That would be nothing short of PHENOMENAL TIMES TEN... Most sources I have seen indicate that only about one in 50 web leads will close. I got something like 80 web leads in the last 30 days. There is NO WAY I could convert 1 in four for 20 deals a month.... But if you can, then I would gladly pay you 75% splits (eg take 25% referral fee and let you work my leads). WooHa !!! OK... back to reality... We need details. You got four leads and closed one? OR 8 and closed 2? You don't require registration, so the ones who were brave enough to register for no reason were really ripe, or ? ? ? ? Please share your process.... IT must be awesome! August 1, 2007 7:52 AM
Member Since '05	Karen Weger said: Good question. I don't require registration. I promote viewing the featured listings first before doing an MLS search. That is our listings and the handshakes. Out of those I often get direct e-mails asking for more information on one of those. And if they register for a listing notifier, then they are usually serious about wanting help. So yes, I may only have 4 leads a week. Out of those I sell one. I also average about 4 sales a month. I want to make it to 5, 6, etc...Always working to do better. I think sometimes when marketing agents think in too large a number. How many leads do you need? I am saying I concentrate or better quality, targeted leads rather than huge #'s. The goal now is to get to 5, then 6. August 1, 2007 8:17 AM
Member Since '04	Trista Anderson said: Great post. I generally turn 1 in 12. These are from the serious though and not the 'so and so asked for the listing brochure' The close numbers I have seen as generally accepted are 1 in 40. I assume they are counting every kind of contact - not just the 'serious' buyer. The web is a great tool for picking up leads but the conversion rate to sales is much lower than say an ad call. I am finding the most important part is still getting them to the office etc. to establish a relationship - if they have emailed me I am sure they have emailed atleast 10 other agents in the area. What do find works the best for you in terms of language used to get them off the couch and into a house? Or the office? Are you classifying only buyers or do you pick up the elusive listing off the net? Thanks!! August 1, 2007 8:28 AM
Member Since '05	Karen Weger said: My market sounds different from yours. I should explain that. I am in an area, where I sell a lot of 2nd, vacation homes, future retirement and retirement. Most of by buyers are in other states. So we have to work over the e-mail. So there is no issue of getting them to the office. We work for weeks, sometimes months, sending listings, area information, etc...then when ready to come visit everything is already set up including me helping find a place for them to stay on occasion. This type of cllient takes patience and not giving up, and knowing that a lead today is not an immediate sale, but months out, but once you get going it is a steady stream. August 1, 2007 8:35 AM