Your best leads are your oldest leads
Yes, you heard me right. “Your old leads are your best leads.”
Why?
Look at it this way, we know that months before someone is ready to buy or thinking about buying or moving to a new location they start to look online.
It is different in every area. But, on the average let’s say 6 months.
A visitor comes to your web-site looks at homes, you contact them in some way, email, a phone call, drip campaign whatever you do.
They may:
- Ignore you
- Tell you they are just looking
- Tell you they have another Realtor
- Might be moving in the future
New Leads
As new leads come in, you respond to them and the cycle starts over again. As I have posted on Agentgenius before, the issue is NOT the amount of leads it is the follow-up.
When an older lead, and in my area, some of almost 2 years comes back and signs in again, starts looking more aggressively you know they are getting close to buying.
Tracking
Of course all this assumes you have a way on your site to know who is logging back in. If not and if you have not kept in touch by some other method you have lost them to whoever connects with them when they are READY to buy.
I could give you hundreds of examples of how this has worked for my team and I but you’ll have to trust me…the oldest leads are your best leads.
They are ready to buy or sell.
