You Don’t Want to Hear Their Answer…

By | October 4, 2017

This may be brutal and not something you want to hear, but this may just change your business forever.

Statistics shows that 79% of all leads are not followed up with and this is really a scary statistic. (check out my page at

The reason for this is most likely very different than you think and I will share that with you shortly.

Just think that you have spend a lot of money or time in generating a lead, just not to even give this lead a chance to work with you. That is crazy if you thing about it. By spending time on real estate lead generation already show that you are not lazy so why not follow up.


Not scared for picking up the phone and call, but scared to call because you do not want to hear the answer. The lead telling you that they may not work with you!

This is the typical paradox as per the experiment in 1935 by an Austrian Physicist Erwin Schrödinger. It goes as follows: 

Schrödinger’s cat is a thought experiment, sometimes described as a paradox, devised by Austrian physicist Erwin  in 1935. There is a cat in a box and until the box is opened, an observer doesn’t know whether the cat is alive or dead, so while the box is closed the cat may still be alive!”

Marketers do not call (Open the box) because they want to keep their hope alive that the customer is going to work with them. They will spend a lot of time on excuses not to call the lead because they do not want to hear that the lead may not want to work with them.

The main reason for this simple, it is a scarcity of leads. If you have only a very few leads you want to keep all of them alive. The reality is that very few leads will ever work with you and there may be many reasons for this but it is a proven fact. (Only around 3%-5% of all leads you will generate will use you to buy or sell a house no matter how good you are!)

The solution to rectify this is a simple three step process:

Step 1: Become really good at lead generation so you always have an abundance of leads to work with. ( We already know that real estate lead generation is the easy part of the business)

Step 2: Become really proficient with you followup script so you can properly qualify leads based on motivation,  timing and willingness to work with you. (This takes practice)

Step 3: Get rid of leads who do not qualify to work with you as fast as possible. They will steal your time! (This takes commitment)

So in summary I want to say – OPEN THE BOX – and identify the leads worthy of your time and spend your time cultivating and working to make them your clients.

Feel free to shoot me an email

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About Lee Van Der Heyde

I am Lee and I am an online marketing expert and we specialize in online lead generation for the real estate industry, more specifically showing, training and mentoring real estate agents and real estate investors to generate an abundance of leads for their business at no or very little cost.

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