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Today's Leads are Tomorrow's Buyers- A lead generation technique may vary from paying huge
sums of money to lead generation companies ... to generating your own exclusive leads. What
happens when you don't follow up with leads? Where do they go? Let's say you or your
salesperson went through the entire list of leads and found the ones that were ready to buy now.
What did you do with the rest of them? My guess, they're gone for good. It may not be intentional,
but because of the overwhelming nature of not following up in a timely manor, those other leads
are usually lost, or wind up in the trash.
One perfect example is about this struggling real estate agent decided to tell his Broker he wanted
out of the business. He had had his real estate license for only for 9 months and during that time
he had closed two small deals, nothing to get excited about. His lead generation technique was
just not up to speed. His Broker asked him to give it one more try, under the Broker's guidance. An
agreement was made, and the Broker's first instruction to this real estate agent was to go back to
his leads.
"What leads?" the agent asked. His Broker reminded him that he had pre-approved 7 people in his
first month.
This agent just shrugged his shoulders and replied, "One hadn't found the right house yet. Two
had some credit issues. One was waiting for her husband to get back from Iraq. And I never heard
from the other three." In response, the Broker said, "Well, that's a great start. Give them a call
today." The agent stared in horror at his boss and confessed, "I don't have that information
anymore, I threw their stuff away. I didn't think I would need it."
The Price of Lost Leads- What is the ultimate result of lost or discarded leads? Well, really there is
only one answer to that question. You'll have to seek out more leads. And thus the process begins
again. You'll pour more money into lead generation, make the quick sales, lose or discard the rest,
and have to find more leads again. And in this process, not only are you spending more time and
money with this lead generation technique by purchasing leads, but you're leaving thousands of
dollars just sitting on the table. Can you really afford to do that?
Let's do a quick calculation. Perhaps you spend $300 on real estate leads from a lead generation
company and are able to generate 12 leads. Of those leads, 5 people instantly become active
clients and have the potential to bring you serious commissions. Over the next 4 months, you
close 3 escrows resulting in $40,000. Wouldn't you agree that's a decent return on your
investment?
Now, what if 8 of those leads will eventually become customers but weren't ready yet to make the
commitment? However, you followed up with them until they were ready. To make this easy, we'll

2. say all 12 warm leads are active clients after one year. From your $300 marketing effort, you
brought in $60,000 the first year AND even more later on down the road, with referrals. Had you
thrown away the leads, that additional income would be lost. That's certainly not something you
can afford, is it?
Now, imagine that you spend the same $300 on a lead generation technique that you OWN and
with this system are able to generate unlimited leads with it. Generating leads that are 100%
exclusive to you, without the expense of paying outside lead generation companies. Combine your
lead generation technique with email direct marketing tool that will allow you to automate your
follow up and continue to effectively market to every potential client.
For pennies a day you will spend less time chasing dead end prospects and close more deals.
Learn about how this lead generation techniques can work for you with this free 21 day online
course
Betty Ziegler is a knowledgeable expert on lead generation techniques and consults for
http://www.information-valley.com/lead-generation-companies.html which features a top 5 list of
the 100% free marketing ideas.
Article Source:
http://EzineArticles.com/?expert=Betty_Ziegler
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Need More Traffic? Need More Sales? Go Here ==>
http://dennisrobinsons.blogspot.com/p/get-more-traffic.html
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