Tips & Training For Realtors ®

Can you have too many leads?

Can you have too many leads?

Hi, Brandon with RE/MAX Polsinello

this is something that we’ve had come up with our team over the past few weeks... Is there a such thing as too many leads?

We generate a huge amount leads every month from a lot of different sources and we funnel all those leads into our central database to be distributed out to the agents…

The problem that we started noticing is agent overload and overwhelm

A person that joined our team and worked a full twelve months would expect to hold anywhere from seven hundred and fifty to eleven hundred leads in that twelve months

that’s sixty to ninety NEW leads a month and that’s not including the junk that’s gets trashed...

Now if you don’t have a lot of leads that sounds great 60 to a 90 a month…

I should be able to write some deals….and you’re right

you should be able to write some deals…

But here’s the thing, as that number grows and grows it compounds and gets unmanageable…

So we took a hard look at how the agents on the team were handling all their accounts and what we found is that we were putting a lot of them in a position that was unmanageable…

We had agents on the team that were trying to manage a database of eleven hundred, fifteen hundred and in some cases almost two thousand leads at any given time…

not including the NEW opportunities that we’re generating ever single month…

So what do you do?

Logically, a lot of people would think

the more leads I have the more deals I’m going to do…

Part of that is right…

if you stop lead generating, however you generate new business online, cold calling, door knocking, expired listings...

you have to feed the machine

if you stop eventually you’re going to have nothing to work

But if you’re generating more than you need or more than can reasonably expect to handle you’re going to get jammed up and it’s going to hurt your business

Simple numbers…

I have one thousand leads, I make two hundred calls a week and I get fifty answers on the those two hundred calls…

Not always going to be that consistent but that’s going to take twenty weeks for me get each of my leads on the phone one time…

that’s almost half a year to speak to every person one time…

A lot can happen in twenty weeks and you’re going to find the people you missed are the people that went and bought or sold with someone else…

I don’t know if there’s an across the board number on how many leads a single agent can manage…

That’s going to depend on how your generating leads… how you’re working those leads once you get them… and how much support you have inside of your organization that removes the tasks from your business that take time time away from income generating activities like prospecting…

So what’s the point?

It’s that more is not always better, and less can lead to more

Get really good at qualifying those people as they get in front of you…figure out what the best opportunities are and forget the rest…

You can’t manage every single person or opportunity that comes in front of you - eventually there’s a break point

I hope you found this video valuable, if you have any questions or comments please feel free to leave them in the comments or give me a call at 905-830-9111.

Have an awesome day!