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Blog / Leads / For PSL clients that have generated hundreds, or thousands, of aged leads…..you are literally sitting on a gold mine.

For PSL clients that have generated hundreds, or thousands, of aged leads…..you are literally sitting on a gold mine.

Now that we know for a fact that PSL listing leads actually convert from Leads to Listings up to 25-30% of the time (you can read why here: https://www.facebook.com/groups/Primesellerleads/permalink/1842540909089380/), we need to have a initial contact and followup game plan that takes into account TIME FRAME. The reason that time frame is important is that typically followup plans are front heavy – the vast majority of the actions (phone calls, text messages, emails, etc) happen at the beginning, while as more time goes by less actions are occurring.

The data so far is showing very clearly that with PSL Seller Leads, as more time goes by the more valuable those PSL leads are, and the greater the chance that they will turn into a listing. For example, we can now tell that in the first 12 months a PSL lead has on average a 10% chance of turning into a listing. From 12-18 months a PSL lead has a 15% chance of turning into a listing. From 18-24 months a PSL lead has on average a 20% chance of turning into a listing. Once we reach 3 years that listing percentage has increased to almost 30% on average. It’s easy to see that the longer these leads have to be nurtured, the more likely they are to turn into a listing.

So let’s break this down. Let’s say that on March 6th, 2017 you generated 100 PSL leads and then stopped generating any new leads. We can expect that 10% of those initial 100 leads, or 10 of them, will have already turned into listings and sold whether with you or another agent. That leaves us 90 PSL leads that still have value. Over the next 6-12 months we can confidently say that at least another 5-10 of those original 100 leads are going to turn into listings. If we take it out to 3 years, we can expect approximately another 15-20 listings from that original 100 leads. Because WE NOW KNOW WHEN these leads are most valuable (the older they are), and when we have the greatest chance of turning them into a listing (after 6-12 months) we should adjust our followup methods so that MORE ACTIONS (phone calls, texts, emails, etc) are occurring WHEN the lead has the greatest chance of turning into a listing – as they age! – instead of the vast majority of the actions taking place when they are brand new.

For PSL clients that have generated hundreds, or thousands, of aged leads…..you are literally sitting on a gold mine.