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| How to Convert 100 Percent of Your Leads |
| By Cleve Gaddis |
Do you know the exact number of leads you need to generate to find one prospect who actually closes on a home? I think you should. This conversion ratio is rarely known by most agents, but it's the key to creating a predictable flow of closings—and income. If you knew that you had to generate 100 leads from a particular source in order to close a sale, you'd be able to outline the costs involved, the timeframe and the profit that would result. You'd also be able to predict what would happen with 200, 300, 1,000 leads, etc. We aim to convert 14 percent of total leads to face-to-face meetings with new buyer and seller prospects, and we shoot to keep 90 percent of these appointments. We then expect to close 30 percent of the new prospects we meet with face-to-face ...
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