Wendy Forsythe - EVP/ Head of Global Operations, Carrington Real Estate Services

1. Converting Leads into Life
Long Clients
Wendy Forsythe
EVP/Head of Global Operations, Carrington Real Estate Services
Wendy.Forsythe@CarringtonRES.com
Twitter, Instagram, Snapchat: brandwendy | Facebook: brandwendy1 | LinkdedIn: wendyforsythe

2. Question:
Do you currently work online leads?

3. 79% of online leads
never turn into sales

4. Converting Leads into Life
Long Clients

5. We have a much
bigger problem!

7. 3 Simple Strategies to
Avoid Being a Lead Loser

8. Strategy 1:
Speed of Response

9. Question:
How quickly should you respond
to an online lead?

10. 78% of consumers upon initial contact
with an agent expect a response within
30 minutes.
94% within an hour.
Source: 2014 CAR Home Buyer Survey

11. Strategy 2:
Number of Attempts

12. Question
How many times should you try
to contact an online lead?

13. 40% of online leads only get
contacted once

14. Source: Boomtown

15. Attempt One: Within 5 Minutes
“Hi, this is Wendy Forsythe with Carrington Real Estate. Thanks for your
inquiry on 123 Main Street.
I’m calling because of the request for more information you made on my
website.
You can call or text me at 555-555-5555. If I don’t hear from you I’ll give
you a call back in a couple of hours.”

16. Call or Text?
Q: What was your preferred method of communicating with your agent?
Q. How did your agent actually communicate with you?
Source: 2014 CAR Home Buyer Survey

17. Attempt Two: 2-4 Hours Later
“Hi, this is Wendy Forsythe with Carrington Real Estate. Thanks for your
inquiry on 123 Main Street.
I’m calling because of the request for more information you made on
my website. As you are likely aware properties are selling quickly in
today’s market so I want to make sure you get the additional
information you were looking for on this home.
You can call or text me at 555-555-5555.”

18. Attempt Three: 4-8 Hours Later
“Hi, this is Wendy Forsythe with Carrington Real Estate. You recently
requested more information on a property through my website.
I have some important updates that I think you’ll be interested in.
You can call or text me at 555-555-5555.”

19. Attempt Four: 8-12 Hours Later
“Hi, this is Wendy Forsythe with Carrington Real Estate. Thanks for your
inquiry on 123 Main Street. I’m calling because of the request for more
information you made on my website.
I’d be happy to answer any questions you have and assist you with your
real estate needs.
You can call or text me at 555-555-5555.”

20. Attempt Five: 12-18 Hours Later
“Hi, this is Wendy Forsythe with Carrington Real Estate. I’m sorry we
haven’t been able to connect but I did want to make sure I responded to
your inquiry.
It’s important to me to respond to all inquiries about real estate that
are directed to me. I hope your real estate search is going well and
would be happy to help.
You can call or text me at 555-555-5555.”

21. Attempt Six: 18-24 Hours Later
“Hi, this is Wendy Forsythe with Carrington Real Estate. I’ve tried
several times to connect with you in response to the inquiry you made
on my website.
If you are still looking for information please let me know and I’d be
happy to help.
Unless I hear from you this will be the last time I follow up but please
call or text me at 555-555-5555 anytime if your need assistance.”

22. 1…2…3…4…5…6!

23. Strategy 3:
E-Alerts

24. A lead is 2.5 times more likely to directly contact
you when you set them up on an e-Alert!
And on average, prospects with e-Alerts return to your
website 15 times more than leads without e-
Alerts!
Source: Boomtown

26. 1. Be Fast- Speed
2. Be Persistent- Attempts
3. Stay in Touch- E-Alerts

27. Wendy Forsythe
EVP/Head of Global Operations
Carrington Real Estate Services
Wendy.Forsythe@CarringtonRES.com
Want the scripts?
Text COTR16 to 44222
Twitter, Instagram, Snapchat: brandwendy | Facebook: brandwendy1 | LinkdedIn: wendyforsythe