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So Many Leads, So Few Closings

Six tips for converting online prospects from real estate agent Rachel Adams.

(Mountain Lakes, NJ, November 16, 2017) — If you’re paying for online leads but not following up on them promptly, professionally, and persuasively, you’re wasting your precious marketing budget.

"You’re just taking five-dollar bills and throwing them on the ground," says Rachel Adams, an agent at Keller Williams Realty in Folsom, CA.

How can you avoid squandering the money you devote to leads? For starters, you better respond to each one almost instantly.

Leave a message on Adams’ cell phone,
and you’ll get an instant automatic acknowledgement. And Adams will respond a few moments later.

She aims to answer within five minutes, part of a six-step system for lead conversion she has implemented over the past 18 months. Since then, Adams says, her online conversion rate has soared from 3 percent to 14 percent.

Adams says the most significant part of her response is step two — a personalized video message to each person who comes into her system through Realtor.com and other sources.

Adams full six-step lead conversion process appears in the November issue of Real Estate Broker’s Insider.

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