When you lead generate you need to divide leads into two main categories. Inside 30 and outside 30 days.
An inside 30 lead has a high priority because of their need to do something immediately. They are going to do something with or without you and they require massive follow up. If you are talking to someone and they are so motivated that they are going to list their home in the next week or two, you need to stay on them big time. It doesn’t matter if they are a FSBO, Expired, SOI or any other type, you need to call them every 2-3 days to check in.
An outside 30 lead is someone that clearly has a plan to move, but it could 6 months down the road. You need to follow up but not in the same way. Checking in with them every 3 weeks or so to see if their plans have changed till they become an inside 30.
Hi, how is it going today? You said you were going to list in two weeks, I was wondering has anything changed? Do you want to get together today?
They will do something with someone, usually the one that is there when they are ready. Now of course they have to trust you and believe that you can help them.
