Q&A MEMBERS CALL: "What's the Best Follow Up Plan for Internet Leads?"

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On our recent Q&A Members Call, I was asked the question "What is the best way to follow up with internet leads?" While there are several different ways to approach handling buyer leads, there are two main factors that will determine your success in this area:

1. Call early.
2. Call often.

Watch this video to get a quick look at the Buyer Lead Management Policy we use here at The Lars Group. We go through literally everything we do as a team to give our agents the best chance possible on the buyer leads we have coming in. Here's a brief overview of a few things included within this document.

• Opportunity time
• Handling new leads and old leads
• The fact that our agents should only have 100 leads at once
• General procedures for following up with any and every type of lead gen platform
• ABC buyers, and categorizing leads based on how "hot" they are
• Updating our Boomtown database
• Voicepad or yard sign calls
• General lead pool
• Non-performance expectations and consequences
• Low-price lead handling
• Cross-selling
• Lenders

But most important, we know that calling back early gives you the highest likelihood of reaching and converting your buyer leads. Calling them 6 times gives you a 91% chance of reaching your prospect live. 

There are different tricks you can do - you can go to social, email, send a personal email, text, or calling twice right away from the same number. Good salespeople know that many people only answer the phone if somebody calls twice from the same number. So call early and call often.

Other techniques you can use are drip sequences, such as the 6 Month Home Buyer Nurture Campaign or the Buyer Email Drip Sequence I developed for my Boomtown platform, which adheres to the following structure:

• New Lead Plan for days 1-4
• Qualify Plan if not reached in 4 days
• Archive Plan for leads that don't respond to first 30 days of emails/calls

So these are just a few of the options available to you for following up with online buyer leads. But most importantly, remember: call early, and call often!