{"id":39355,"date":"2016-08-12T17:59:26","date_gmt":"2016-08-12T21:59:26","guid":{"rendered":"https:\/\/blog.myewm.com\/?p=39355"},"modified":"2016-08-12T17:59:26","modified_gmt":"2016-08-12T21:59:26","slug":"the-6-texts-you-should-send-every-online-lead","status":"publish","type":"post","link":"https:\/\/blog.myewm.com\/?p=39355","title":{"rendered":"The 6 texts you should send every online lead"},"content":{"rendered":"<header class=\"entry-header\">\n<div class=\"entry-subtitle\">Use hooks in your responses to increase engagement<\/div>\n<div class=\"row\">\n<div class=\"addthis_custom_sharing_pos show-on-desktop visible show-share fixed\">\n<div class=\"addthis_jumbo_share\">\n<p><label>Key Takeaways<\/label><\/p>\n<ul>\n<li>Using these 6 scripts on one lead within 24 hours of receiving an inquiry maximizes the chances of conversion, according to Wendy Forsythe.<\/li>\n<\/ul>\n<\/div>\n<div class=\"entry-content-wrap\">\n<div class=\"entry-content\">\n<div class=\"entry-content-inner\">\n<p>Six is the \u201cmagic number\u201d when it comes to converting online leads, according to\u00a0Wendy Forsythe, head of global operations at\u00a0<a href=\"http:\/\/www.carringtonrealestate.com\/press\/wendy-forsythe-joins-atlantic-pacific-real-estate\/\" target=\"_blank\">Carrington Real Estate Services<\/a>.<\/p>\n<p>If you\u00a0call or text (or both) leads using\u00a0six scripts\u00a0within 24 hours of receiving an inquiry, you should make contact with\u00a0more nine\u00a0out of 10 online leads, said Forsythe in a presentation at Inman Connect San Francisco on how to convert online leads.<\/p>\n<p>Here\u2019s her gameplan.<\/p>\n<h2><strong>Contact attempt no.\u00a01 (made as fast as possible):<\/strong><\/h2>\n<p>Introduce yourself and the company you work for; thank the lead for the inquiry; mention the property the lead asked\u00a0about;\u00a0mention\u00a0where the lead made the inquiry from (e.g. brokerage website, Zillow, realtor.com, etc.); and note that you\u2019ll call again\u00a0in a couple hours if you don\u2019t hear\u00a0back.<\/p>\n<p>The voicemail you leave or the text you send might look like this:<\/p>\n<p><em>\u201cHi, this is Wendy Forsythe with Carrington Real Estate. Thanks for your inquiry on 123 Main Street.<\/em><\/p>\n<p><em>I\u2019m calling because of the request for more information you made on my website.\u00a0<\/em><\/p>\n<p><em>You can call or text me at 555-555-5555. If I don\u2019t hear from you, I\u201dll give you a call back in a couple of hours.<\/em><\/p>\n<p>Mentioning\u00a0the address of the property a lead asks\u00a0about as well as\u00a0where the lead made the inquiry from can increase response and engagement with leads \u201cdramatically,\u201d Forsythe\u00a0said.<\/p>\n<p>And, she added, noting that you\u2019ll call back if you don\u2019t hear from a lead\u00a0helps set expectations for the up to five more calls and texts\u00a0that could be coming their way.<\/p>\n<h2><strong>Contact attempt no. 2 (two to four hours after first attempt)<\/strong><\/h2>\n<p>Open the voicemail and text (or both) in the same way you did the first time around.<\/p>\n<p>But close with this hook: \u201cAs you\u2019re likely aware, properties are selling quickly in today\u2019s market, so I want to make sure you get the additional information you\u00a0were looking for on this home.\u201d<\/p>\n<p>Forsythe said that, \u201cwhen the lead hears that on the other end that is creating a sense of urgency.\u201d<\/p>\n<h2><strong>Contact attempt no. 3 (four to eight hours after first attempt)<\/strong><\/h2>\n<p>This time,\u00a0slip in\u00a0the line, \u201cI have some important\u00a0updates I think you might be interested in,\u201d after the boilerplate you used in your previous attempts,\u00a0she said.<\/p>\n<p>Updates \u201ccan be any number of things,\u201d Forsythe said, including offers made, showings or\u00a0the scheduling of an open house.<\/p>\n<h2><strong>Contact attempt no. 4 (eight to 12 hours after first attempt)<\/strong><\/h2>\n<p><img loading=\"lazy\" class=\"alignnone wp-image-283918\" src=\"http:\/\/www.inman.com\/wp-content\/uploads\/2016\/08\/Screen-Shot-2016-08-02-at-7.31.25-PM.png\" alt=\"Screen Shot 2016-08-02 at 7.31.25 PM\" width=\"640\" height=\"429\" \/><\/p>\n<p>Close with the statement \u201cI\u2019d be happy to answer any questions you have and assist you with your real estate needs.\u201d<\/p>\n<p>If a lead hasn\u2019t responded at this point, chances are the lead isn\u2019t exactly ecstatic about the property the lead originally inquired about,\u00a0Forsythe said.<\/p>\n<p>So let the lead know you\u2019re\u00a0able to help them with anything real estate-related,\u00a0she said.<\/p>\n<div class=\"wp-caption size-full-wrap alignleft\"><\/div>\n<h2><strong>Contact attempt no. 5<\/strong> <strong>(12 to 18 hours later)<\/strong><\/h2>\n<p>Don\u2019t bother mentioning the\u00a0original property of interest or the source of the lead\u2019s inquiry\u00a0this time.<\/p>\n<p>After introducing yourself, say, \u201cI\u2019m sorry we haven\u2019t been able to connect but I did want to make sure I responded to your inquiry,\u201d<\/p>\n<p>Then sign off\u00a0with: \u201cIt\u2019s important to me to respond to all inquiries about real estate\u00a0that are directed to me. I hope your real estate search is going well and would be happy to help.\u201d<\/p>\n<h2><strong>Contact attempt no. 6 (18 to 24 hours)\u00a0<\/strong><\/h2>\n<p>Note that you\u2019ve tried to reach the lead a number of times and cap off the whole sequence with: \u201cIf you\u2019re still looking for information, please let me know, and I\u2019d be happy to help,\u201d Forsythe said.<\/p>\n<p><em><a href=\"mailto:teke@inman.com\">Email Teke Wiggin<\/a><\/em><\/p>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/header>\n","protected":false},"excerpt":{"rendered":"<p>Use hooks in your responses to increase engagement Key Takeaways Using these 6 scripts on one lead within 24 hours of receiving an inquiry maximizes the chances of conversion, according to Wendy Forsythe. Six is the \u201cmagic number\u201d when it comes to converting online leads, according to\u00a0Wendy Forsythe, head of global operations at\u00a0Carrington Real Estate [&hellip;]<\/p>\n","protected":false},"author":1401,"featured_media":0,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_expiration-date-status":"","_expiration-date":0,"_expiration-date-type":"","_expiration-date-categories":[],"_expiration-date-options":[]},"categories":[9],"tags":[],"_links":{"self":[{"href":"https:\/\/blog.myewm.com\/index.php?rest_route=\/wp\/v2\/posts\/39355"}],"collection":[{"href":"https:\/\/blog.myewm.com\/index.php?rest_route=\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/blog.myewm.com\/index.php?rest_route=\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/blog.myewm.com\/index.php?rest_route=\/wp\/v2\/users\/1401"}],"replies":[{"embeddable":true,"href":"https:\/\/blog.myewm.com\/index.php?rest_route=%2Fwp%2Fv2%2Fcomments&post=39355"}],"version-history":[{"count":0,"href":"https:\/\/blog.myewm.com\/index.php?rest_route=\/wp\/v2\/posts\/39355\/revisions"}],"wp:attachment":[{"href":"https:\/\/blog.myewm.com\/index.php?rest_route=%2Fwp%2Fv2%2Fmedia&parent=39355"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/blog.myewm.com\/index.php?rest_route=%2Fwp%2Fv2%2Fcategories&post=39355"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/blog.myewm.com\/index.php?rest_route=%2Fwp%2Fv2%2Ftags&post=39355"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}