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Sign into your accountStop Throwing Leads in the Garbage
April 11 2014
The way you manage leads is one of your most important business rules as a brokerage. In the most common model, the listing agent receives a lead that comes in on one of their listings. When a lead is generated on another firm's listing, that lead goes into a rotation for all agents. However, rule-setting shouldn't stop there. Many brokers use solutions to add complexity to their lead management so that the leads that come in are responded-to in a timely fashion and don't go to waste.
We talked to the team at Quantum Leads as our lead management experts. They offered several recommendations for improving lead routing.
1. Set a "time to live" for incoming leads.
With this rule, if an agent doesn't respond to a lead within a set period of time, the lead is automatically redirected to another agent.
2. Take unresponsive agents out of rotation.
For example, you could set it so that if an agent fails to respond to 10 different leads within 15 minutes or less, they will be taken out of rotation for a set amount of time or until they have completed training in lead follow-up. This will help you get rid of "deadbeat" agents.