How Top Producing Real Estate Agents Convert Leads to Listing Appointments

Hear successful agents detail their daily prospecting routine, including how frequently they call a lead and how they prepare the seller for the appointment.

What Top Producing Agents Do Every Day… And So Should You! Part 2: Lead to Appointment

How often do top producing agents call a lead? Once they convert a lead to a listing appointment how do they prepare the seller for their onsite visit? ArchAgent owner Steve Cortez’s interviews with eight highly successful agents continue with discussions about daily prospecting habits and prelisting packages. What each of these agents have in common is a highly successful, repeatable, and sustainable lead generation program. These professionals share details about how frequently they call an Expired or FSBO lead and how they prepare their prelisting package once they’ve set the appointment.

If you’d like to convert more leads to listing appointments, find out what top producers do. These agents know what it takes to separate themselves from the pack.

Part two of this four-part series focuses on Lead Conversion.

Video Summary

Lead Follow-up Strategy

  • Call frequency depends on the property’s price and location.
  • For properties over $1 million, calls are frequent and long-term.
  • For lower-value properties (under $300k and an hour’s drive away), calls are made three times before stopping.
  • If the property is a nice listing, old leads may be called again after a couple of weeks.
  • Calls are made in the morning and afternoon, with follow-up on expired leads and FSBOs (For Sale By Owners).

Prospecting Approach

  • Calls are made at least once or twice per day, with a focus on attacking the database.
  • Calls are added to the next prospecting session if not reached initially.
  • Coach guidance suggests calling a lead up to three times per day.

Pre-listing Package

  • Always sends a pre-listing package, often including a video book.
  • Pre-listing materials include marketing info, comps, and a net sheet.
  • The pre-listing package is delivered in a customized box with a seal, making it unique and professional.
  • The physical delivery of the pre-listing package is preferred, though it’s sometimes emailed, especially for out-of-town clients.

Pre-qualification Process

  • Pre-qualification is done during the first appointment or soon after, depending on the conversation.
  • After pre-qualification, the pre-listing package is sent.
  • The pre-listing package includes the marketing plan, comparable sales, and listing paperwork.
  • Clients usually sign quickly after receiving the pre-listing package.

The country’s top real estate agents rely on ArchAgent tools and resources – all available in a single package for a low cost. To separate yourself from the competition, start with leads that are verified for the highest possible accuracy. Take advantage of ArchAgent’s Likely To List Analytics to find new listings before your competition. If you’re ready to be the best, become an ArchAgent.