What is your strategy for calling leads? warm leads, carrot leads ect.

Question

Im having trouble with my close rate and nailing down a system to process my carrot leads. Im getting around three leads per week via PPC. Our PPC campaign is producing decently from what I can gather and its being run by a pro with really good reviews. Area, Value, condition, ect are all ok. Having never done this before (gathered leads and done warm calling and follow ups), I dont know what to expect and/or how to process these leads and my results so far have been less than stellar.. heres a breakdown.

10 leads in FEB (im only including the last month because we made changes to the campaign and its working better)

2 out of area of interest

2 wont pick up phone or email

1 didnt mean to fill out form

1 rejected offer (said they would accept and then backed out and wouldnt give a reason)

2 wants top dollar

2 are being very sketchy (I will call you later, im busy, ect.)

Is this typical? im trying hard to persevere and just run my system but I started this in November.. its been these kinds of results since then..

ALSO: please give me your strategy for calling (how often, how early do you call, how late do you call, do you call on weekends, ect.)

Bob Lachance · Answer

I use my virtual assistants for all cold calling, text messaging, and follow-up. So all the leads we're talking to have been qualified on the phone with them and they're expecting my call, and I don't have to do the grunt work. These have been our top marketing channels and some from direct mail as well.

Seth Larson · Answer

I had a zoom with Lamassu, $4500 per month minimum for 1-2 leads per day is $100 CPL and they said 1/15 is the average close rate.. thats no better than a properly running PPC campaign from what I understand.. If you guys have better results with it im all ears.

Seth Larson · Answer

Thank you this is helpful. I do have a problem with overthinking my follow up and airing on the side of doing less.. I HATE marketing calls so Im projecting that into my own efforts.. I need to get over that somehow and quit being afraid of being annoying. Im such a straight forward person and its hard to imagine someone reaching out to sell and then ghosting the person you contacted.. It doesnt compute in my brain.

I plan to set up my CRM with tracking and sms follow ups after my first deal so thats on the table for sure

Seth Larson · Answer

I would say 60%-70% of my leads come in early morning or late. I had two last Sunday also. Ive been calling 8am-5pm Monday-Saturday. I do call them back quickly if its within "business hours". Would you call on Sunday and/or super early or late?

Jadi T. · Answer

I do the seller lead follow ups for my client, as their virtual lead manager, I usually shadow my clients activity when there's a lead that comes in, they're mostly from PPC and Direct mail.1. 2 out of area of interest: If they're out of state, since you spent money on that, why not find or work with someone who's buying in that area. Get some referral fees on that or how you both deal with it. 2. 2 won't pick up the phone or email: If the lead that reached out to us, is not responsive when my ACQ reached out back, I'll reach out to that lead by call, text and email and if no reply at all, I trigger a workflow that will automatically follow up it daily by SMS and RVM. Till we get a reply from the lead. Just keep reaching out.

3. 1 Didn't mean to fill out a form: Ask him if he knows someone that might be selling before you mark it dead and move on.

4. 1 Rejected offer: They'll keep rejecting offers if they're not ready to accept offers, or if they really find it too low or just not ready to sell yet. It happened to us, so what I did to this, I'll just keep reaching out every 30 days. Sending them different follow ups just to get their attention. Keep following up.. STOP following up when 1.) you see their property completely sold (should be recorded as closed/sold) some says they sold it but not sold at all or 2.) when they ask you to stop reaching out to them or put them to do not call list.

5. 2 are very sketchy (I will call you later, I'm busy, etc.) : We had this kind of lead too and they like hung up when you call them when they're the one who reached out but sometimes they're just having a bad time when you called, it's just not the right timing. As long as they're not telling you to STOP calling them, then just keep going. Money is always on the follow up. So keep following up.

One of the advantages in our follow up system is that we're using a CRM that can automate the process. REI Blackbook has this awesome features that you will enjoy using for your business. If you're using one, keep exploring/experimenting, it's very helpful!

Tim Oppelt · Answer

Hey @Seth Larson I know we chatted on FB a bit about this..What is your avg time between when a lead comes in and when you first contact them? For PPC, the ideal is 5min or less, because the leads are HOT. We work with ivnestors who wait until after 5pm to call leads back and they tend to struggle with PPC. Not always, but it definitely affects the campaign.

John O'Leary · Answer

@Seth Larson, I completely understand. I'm just saying you are paying some leads that aren't qualified vs other strategies that are less expensive, or cold calling services where the leads are live and vetted. All of the issues outlined above are issues you will always have when using PPC, and from my perspective one of the last forms of lead gen I would add as a wholesaler. The services I mentioned also offer coaching calls that outline exactly how to structure your follow campaign funnels, and offer personalized CRMs just for wholesaling.

Just keep at it, and I'm sure the hard work will pay off.

Seth Larson · Answer

@John O'Leary I’m not interested in switching my entire strategy and I’m sure that service isn’t free, just like any other method, but thanks for the input

John O'Leary · Answer

You should really look into a service like Lamassu (Cold calling) so that you are only talking with fully qualified leads, PPC can get expensive. As a Boardroom Mastermind member a ton of wholesalers have scaled using them, and there are a ton of great wholesale coaches as well. GL!