How many appointments turn into a closing?
Updated
As an ISA business, we love nothing more than setting appointments. Lead Fusion sets a shockingly high number of IN-PERSON appointments but this doesn't mean each one should result in a commission check. I wish though, we'd all be filthy rich! In reality, not even half should be expected to turn into a commission check.
Expectations
Most research will result in finding that the average realtor should be converting at least 2% of total leads into closings. Most realtors struggle converting 1% or more though. That's where we come in. Our purpose here at Lead Fusion is to do whatever possible to double your conversion rates to at least 2%.
Here are some huge variables to consider
- Type of Market
- Price point
- Market Conditions
- Realtor Saturation
- Buyer/Seller Market
- Your Approach/Strategy
- Lead Type (This is a big one and just an example)
- Zillow - We may convert as 20% or more zillow leads into appointments and end up with a 6% closing rate.
- FB Leads - You will see half that or less but the cost per lead is far less than Zillow.
Either way, for this article we will use the conservative 2% conversion rate.
Our Stats
We set an average of 7-9% appointments set at any given time. Let's use 8% to keep things simple.
If we set 8 appointments from your first 100 leads, here's what to expect:
- We set 8 appointments for you
- You follow up via phone, sms, email to confirm
- Half you will never meet due to ghosting, no show, etc.
- You meet with 4
- 2 you meet with change their mind or end up using their niece's friend's, cousin, Sally
- 2 turn into a deal
Real Estate leads are are among the most difficult to convert. Don't get discouraged when a large majority of your appointments never answer. However, ALWAYS be working on the strategy used to approach them. Check out this article on
