MASTERMIND CALL: Stop Burying Good Leads Under Bad Leads

Schedule a FREE Strategy Session

Transcript:

Lars: I think there's some wisdom here. Hey Thomas, you there?

Thomas: I'm here.

Lars: Cool, so you were talking about your VA ISAs, in house ISAs, and good leads buried under bad leads. Talk more about that.

Thomas: Yeah, in May we hired our first VAs, and they were prospecting all of our listings. Just Listed, Under Contract, Just Sold, that's all they were doing. They were sending lead sheets through a Google Spreadsheet asking 10 questions about motivation, etc. They were sending them to our office and our agents were scrubbing the leads. So I went to Austin back in September, and I hung out with Tim Heyl and Sam for half a day.

And what I found was that our Senior Listing Agents should not be scrubbing these leads. These leads should be scrubbed by our in house ISAs first. If they are motivated in the next 0 to 30 days to do something, then turn it over to the Senior Listing Agent to call and do another pre-qual before they go on the appointment. If they find out they're not ready to do something in the next 0 to 30 days they turn it back over to the in house ISA and they nurture that lead.

We didn't understand the difference between a nurture and a true lead. Since we've implemented that in the last 3 or 4 weeks, it's been a game-changer for us. So now the Junior VAs are working for our in house ISAs which has been a complete game-changer for us.

Lars: Cool, so basically just identifying potential opportunities, and then having 10 of those come over to the in house ISAs to find the one or two that are ready to go.

Thomas: Correct. And that's caused our lead agents to really focus on the most motivated, the 0 to 30. And their contracts written have gone up considerably. It was my fault. I threw a bunch of squirrels in the office because I didn't know what I did not know. But once I went to Sam and Tim's office, I saw that the Junior ISAs were working for the in house ISAs, and they're scrubbing the leads before they hand them over to the lead agents. That makes more sense than what I was doing. We were just handing it directly over to the lead agents, and they were just chasing a bunch of squirrels.

Lars: Awesome, very cool. Good comment, thanks.