The stats say that only 2% of floor calls are converted to sales. Yes, you heard that right, only 2%! That means 98 times out of 100 times a new lead calls you from a sign call, internet call, or any other call, you don't convert them to a customer.
When I first got into the business everyone told me that floor calls were a waste of time. Obviously if you know me, I saw a great opportunity. The results - My first year in business I had 36 sales with 28 of them from floor calls! I love floor calls and so should you! It's a live person wanting real estate information. What else would you want?
The reality is you probably werent trained properly or not at all. On Thursday, Oct. 23rd at 2:00pm, I will be holding a webinar on Converting Floor Calls to Sales. This is for my members at The eHomes Realty Network, but I am also opening it up to Active Rain members. Just follow this link to register for this informational webinar. If you have any questions, don't hesitate to ask.
https://www1.gotomeeting.com/register/350780788
Mitch, sounds like a must attend webinar! I enjoy floor duty and see the potential.
Hi Mitch . . . thanks for your post. It's good to get information like this.
Mahalo from Hawaii
Aloha
James Pycha (R)
REMAX Kauai
As long as the office has strong inbound call volume, 2% is a nice rate of conversion. Congrats on 28 conversions! I did a little math, and it looks like your plan worked with an average of 0nly 4 inbound calls per work day.
Ron - Back then I wasn't a stats guy at least not in Real Estate. But I did track all my sales and where they came from. My guess is that I converted around 80% of the calls I received to customers. It's pretty easy actually, but again not something that most people receive proper training. As long as they weren't working with another Agent (which was one of my first questions) then I felt that I had a potential customer on the phone every time. I was usually right!
I don't see 2% as a good conversion rate on floor calls. Currently we are at just under 5% converting Internet leads to sales. Our showing rate of Internet leads is closer to 18%. It's all about taking care of the customer and believing every lead is a good lead.
You have two choices when you receive a lead...regardless of its origin. You can think of it as a potential customer you can help, or you can say that __________ leads don't work. You can fill in the blank. 90% of success is attitude. Floor Calls, Internet Leads, Listing Calls, they are all the same to me. a person who needs help. If I do a great job, then they will let me help them...almost every time!
Mitch, yes, I don't understand why people don't seize the opportunity of floor calls more often. They're seeking you out, all you have to do is respond. Thanks for the invite also, I hope to make it.
There are way too many agents in our office. The only thing I can rely on is having phone duty when the office closes for the day. It lasts a week. A lot of those calls are asking the the numbers of other agents. Duh!!