How Many Lead Contacts Does it Take to Create a Client?

cropped7Leads are an important part of any real estate agent’s business. Yet too often, leads are mismanaged and not given the proper attention. It’s amazing when you think about it – some agents will spend a fortune on websites and SEO, for the purpose attracting and capturing leads…and then do very little with them!

The fact is, it isn’t enough to make 2 or 3 contact attempts. Your leads may not convert after 4 or 5 contacts, either. By this point, it’s easy to become frustrated and assume that your lead is a dud. After all, if your leads were truly ready to buy or sell, wouldn’t they respond by now?



Not necessarily! According to a study by Microsoft:

  • It can take 7 contacts to create top-of-mind awareness with your leads
  • It can take 9 contacts for the lead to decide to choose your services
  • It can take 12 or more contacts to convert a lead into a client!

Unfortunately, this same study shows that most sales professionals abandon a lead after only 4 contact attempts.

If you have a large number of new leads each month, you might be tempted to focus only on the low-hanging fruit; namely, the leads who actually respond to your contacts within the first few attempts. This is akin to taking the dollars out of your piggy bank and throwing away the change. And just as pennies make dollars, making multiple, consistent contacts can make clients out of leads!

Using a proven CRM for real estate is the easiest way to manage your lead database, and make consistent contact with your leads to create top-of-mind awareness. IXACT Contact offers an easy-to-use platform with high-tech features and insightful analytics. Designed for real estate professionals, IXACT Contact’s robust CRM is efficient and cost-effective!

Why not see for yourself what IXACT Contact can do for you? Sign up today for the free 5-week trial!

Carrie Gable & the Real Estate Virtual Assistant team at RealSupport, Inc. work virtually for many top real estate agents & brokers nationwide, offering marketing campaigns, branding, website & logo design, listing marketing efforts, lead management, technical support, marketing presentations, social media setup & management, copywriting, blogging and much more.