What is your lead intake process?

[Joshua Martin]

Hey BP,

  So I'm just wondering what your set up is for those of you that do a lot of marketing on this particular forum. I'm looking for the specifics, as much as anyone can provide.

  Let me provide a quick example from today and try tell you what I'm talking about and the problem I'm having.

  First, if you're not using a service, how much time do you spend with each lead? How aggressively do you filter them? When we send larger mailers what ends up happening, since I'm taking the calls, is that I only chase the ones that initially seem motivated, but more and more after a few years of doing this it is the follow up that really seems more important, and I feel like I'm not interfacing with leads well enough because they seem like junk at the time they call.

  Today, for example, I touched based with a seller who my team had cold called. They had connected and sent me the summary sheet. Free and clear, vacant and slightly distressed duplex. I know the area, and know that I'd like to be at least 30k under what he currently wants for it based on his description of the property via phone, etc.

  BUT, what do you do with one like this? I can't set up appointments for every unmotivated seller call I get, but you also don't know who will come round later. (On this particular one, there were other family tensions mentioned that makes me think it's worth putting in the follow up though).

  So a few questions, to you marketing gurus one here:

1. Are you taking the calls any more?

2. What is your lead escalation process? For example, if someone else is taking the call, what needs to be satisfied in order for an appointment to be set?

3. Are you doing all the due diligence on the leads? For example, if someone else is answering and doing the initial interface, are you still pulling comps and doing the follow ups?

  Thanks for any advice I get back here. We'll be figuring it out this year but as we start sending more mail it's a problem I'm already anticipating and don't want to get stuck in the problem like I did the last year or two.

Best,

  JTM