Is follow-up a lost art? Can you guarantee your agents are responding and following up with your prospects, the ones you paid $1,000’s to get to walk into the door? In this short video I review a study conducted on this topic (details below) You be the judge. If you are wondering what is going on with your internet leads, it’s time to secret shop your agents. Submit a lead from your website and listing services, not once but several times. Track the response time, quality of the message and how many times they follow up. You will be surprised.
Take a look at this at this whitepaper released by Red Tree Resultants and Qgenisys. They conducted actual on-site evaluations acting as motivated prospects to learn if there would be adequate follow up on the visit to try to persuade the prospect to become a purchaser and what builders and developers can do to improve their market share. What they found out:
Their findings clearly show that after spending all those marketing dollars to get potential buyers into their homes, motivated buyers were largely ignored and received almost no relevant follow up from the builder’s site agent. On-site builder agents allowed prospects to walk out the door, but also allowed them to slip through their fingers with little relevant follow up…or in many cases ANY follow up after the visit.
The Conclusion – Builders who implement the changes we have recommended here will be better positioned than those that do not to take advantage of the inevitable turn around that will eventually come in the housing market.
Thanks to Brendan and his team for the timely and powerful info.
Red Tree Marketing Resultants
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