If you asked real estate agents what they spend the most money on, lead generation would be at the top of the list. The only problem is, when the conversion of those leads is low, it tanks our ROI and in turn, our profitability.

When agents struggle with conversion, they tend to blame the lack of return on the quality of the lead.

But my experience with different lead sources and platforms proves that this isn’t true. After evaluating tens of thousands of leads across different sources, this is what I’ve found.

The most impactful ratio to the conversion of a lead is the agent’s activity.

What can we do to increase our conversion and get a higher ROI? In this episode, I talk about 3 metrics that will transform your lead conversion efforts.

Things You’ll Learn In This Episode

• The truth about “bad lead sources” Real estate agents love to blame low conversion on the lead source. What actually drives our success in lead generation?
• 3 metrics that will transform your lead conversion Lead conversion isn’t just one ratio - it’s made up of 3 metrics we need to pay attention to. How can we boost our conversion through the capture-to-contact, contact-to-appointment and appointment-to-written contract ratios?
• What hurts your conversion the most When a lead source is bad, it’s usually because of our activity (or lack thereof). What action will immediately increase our conversion?

About Your Host

Greg Harrelson is a real estate agent, coach, trainer and owner of Century 21 The Harrelson Group. He has been in the real estate business for over 20 years and has been professionally trained by coaches like Mike, Matthew, Tom Ferry, Chet Holmes and Tony Robbins. He is in the top 1% of all Realtors nationwide. His goal is to empower his clients with the information necessary to make sound financial decisions while being sensitive to the experience one is looking for in real estate ownership. The Harrelson Group has been the leading office in the Myrtle Beach real estate market for years and they have recently added a new office in Charleston, SC.

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