KevinBasically, like everyone in business, we have leads that come in, they need to be contacted quickly or they kind of fall through the cracks. Walk me through Andrew, over the last 5, 10, 15 years — when a new lead comes in, how has it been handled?
AndrewYeah. Hey Kevin. So it would be like the traditional way. You have ads go out on Google and Facebook and then they fill out an opt-in form for requesting some information. And we give them a call.
KevinAnd how has that been going up until recently?
AndrewWith advertising, it can get expensive really quick. The fastest way to get ahold of someone is to call them quickly. But if I'm in the middle of something else — leads could be coming in while we're on this call and I can't even get ahold of them. So overall, not the most efficient system, but obviously not operating at a loss.
KevinWhat are you working on when these leads are coming in?
AndrewI could be on the phone working a deal, calling another agent, out on the road showing a house, going to list somebody's home. I could be pretty much anywhere.
KevinAfter five, ten minutes, if they're not contacted — what typically happens to that deal?
AndrewThey're on about their day. If you're calling two hours later or the next day, they'll forget they even filled out a form. When they fill out information, they usually want help now. If you can't get to them quickly, you lose rapport and they move on.
KevinWhat was that doing to your ad spend?
AndrewIt's like burning money. It's like throwing money in the trash. You're spending on clicks, they fill out a form — that's all ad spend. If you don't get ahold of them, you're basically wasting money.
KevinHow long were those initial conversations typically taking?
AndrewIf someone really wanted information, 15 minutes. If the conversation goes deep, 30 minutes to an hour. So up to two to four hours a day with eight leads.
KevinThe system now handles that for you — what has it done for the qualification process?
AndrewIt makes it easier to call because when you get ahold of someone after going through the system, they usually do need help. Before, a lot were tire kickers — just clicked on an ad for no reason. You're wasting both of your time.
KevinHow does it compare now after a couple months with the system?
AndrewIt's just a lot more professional. I'm not sitting around dropping everything when leads come in. And I haven't had to spend as much money. The old way, getting to 70–80% of leads was above average. With the system, I'm contacting a hundred percent — or at least trying to.
KevinYour wife Ashley was helping with speed-to-lead too — how has this impacted family life?
AndrewShe doesn't have to hear me complain when we missed calling eight people today. That causes stress even when business is going great. It feels like when you don't call people you spent money to reach — people that needed your help — you let some people down.
KevinWhat was behind you taking the risk on a new system?
AndrewWith these types of systems, you want to stay compliant. I've known Jeremiah for a while and that's what he's known for — he works with doctors, dentists, all fields where compliance is number one. That was a big reason. I was like, why wouldn't I do this?
KevinIf what Andrew was going through sounds relatable, feel free to shoot us a message, book a call. We'll see you there.