[WBNL 52- 29] The Six C’s of Lead Conversion

This week’s WBNL 52 business tip is focused on the six keys to lead generation and conversion:

  1. Create
  2. Capture
  3. Connect
  4. Cultivate
  5. Close
  6. Communicate




  • Do you have a clear and compelling Call to Action (CTA) on all of your prospecting material?
  • Does your website have multiple CTAs to capture a prospective customers information?
    • IDX home search account
    • Relocation guide
    • Automated Home Value / What is My Home Worth?
    • Buying & Selling Reports


  • Immediate response (less than 10 mins) increases your chances of converting that lead
  • Do you have text and/or email alerts for online lead generation?


  • Automated, drip email campaigns for nurturing the relationship
  • CTAs in the email (Search properties now!)
  • Phone calls = qualify, build rapport


  • Use the visitor search profile information on your website
  • Refine searches – set your prospect up on a property watch-type autaomatic email either from your website or MLS
  • Close for appointments when you do connect!


  • Stay connected to  Build Referrals
  • Client for life email campaigns
  • Include “Ask for referral” call to action in all correspondence
    • eNewsletters
    • Holiday letters
    • Market condition reports
  • Call your past clients 2-4 times/year.  Ask for referrals – “Who do you know…”  “Who is the next person you know who may be interested in buying or selling real estate in our community?’

P.S. – Remember, it’s a process!  Set aside time each week to connect and follow-up with your leads, work on your overall website and emarketing solution for your business.  Find the balance between working IN your business and ON Your Business!!


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Posted on

July 17, 2016