Lead Tip #13:

Timing is Everything

Have you ever called a lead, ready to make your pitch, only to realize you're the 3rd person in line to call?

By that time, the prospect has heard 2 other pitches, and may have already submitted an app with another L.O.

How do you avoid that? Be the FIRST to call! The old adage goes "First in line, first to dine." Regardless of what the prospect has indicated is the 'best time to call', make the call anyway, even if it is at another time.

If the prospect is a little put off, you can easily explain it away that you wanted to confirm the EXACT time, i.e. "Does 6 or 7pm work better for me to call you?"

And in order to reach a prospect at the peak of their interest, your leads have to be delivered in real-time.

Any delay in your leads means more work and less chance of success. Remember, it's just as crucial for you to contact leads as soon as you receive them. Watch for email alerts and be ready to immediately spring into action.

A few tips to keep a constant (and manageable) flow of new prospects:

What can you handle? The average lead buyer probably works with five leads a day. This should create a steady flow of new clients without compromising your ability to deal with existing ones.

Having trouble quickly responding to all of your leads? Adjust your lead management system to only send the number you can comfortably contact in a day.

Forget Data Entry. If you're still cutting and pasting leads into your database, you're wasting valuable time. Make sure your lead management service instantly imports your leads. You'll never lose track of them or spend time searching for information.

If you can't control your lead flow, or if you're still bogged down with data entry, it's time to take action. Being hands on with your account makes controlling daily and monthly lead flow a piece of cake.

Remember, working leads is a numbers game. And real-time lead delivery is always the winning ticket.

Jeremiah Desmarais, Vice President, Marketing - ProspectZone. ProspectZone is a leading provider of internet leads to the mortgage and insurance industries, and the creators of Smart Leads™. Reach him at jdesmarais@prospectzone.com or 1-877-561-9663.

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Lead Improvements

Did you know your BrokerOffice system - included with all ProspectZone accounts - lets you manage leads from other popular vendors?

No more juggling between different lead formats and having to remember several passwords.

Leads from your favorite vendors are automatically imported into BrokerOffice so you can check them all from one convenient place. You can even run real-time "sales per source" reports to see how each vendor is stacking up next to each other.

For a list of compatible vendors and to learn more, contact your ProspectZone account rep at 1-877-561-9663.