What to Do with No-Name Leads

woman holding a card that says no nameYou get the a new email from DaknoAdmin: you have a new contact assignment! Yay! It’s going to be a ton of work, but soon enough you’ll have helped them buy or sell their home… Right?

Yeah, yeah, I know–that’s kind of naive thinking. But the fact of the matter is, it’s true! Any lead that comes in could be your next big sale.

So let’s get back to checking that email: You open up your new contact and–womp womp–they’ve only left their address. No name. No number. Well, time to delete that contact. Not even my over-enthusiastic optimism can do anything about that…or can it?

Rule Number One of DaknoAdmin: Never Delete Contacts

There’s a reason we have the handy “Junk” status. You never know who’s going to become a valuable lead. So when you receive a contact that’s simply an address, don’t delete it! At the very least, just set it to Junk.

Should I Put in the Effort?

While it is absolutely possible to convert a no-name lead into a client, it will take a lot of effort. The first thing you have to decide is “Is this lead worth it?”

How do you do that? Well, the first thing you’re going to want to do is plug the address into Google Maps. What’s the address location like. Is it in a popular neighborhood? Is this a multi-million dollar listing or a $25,000 listing? What’s your return on investment going to be here? If it’s not worth your time, set the contact status accordingly and move on.

Okay, I Think It Might Be Worth It

a calculator and pen sitting on top of a binder of paperworkSo, let’s say you see that this address is located in a neighborhood that you know has a great track record for selling quickly and selling for a notable sum. This is a home you’d love to sell. What should you do next? You have no name. No phone number. How will you find them?

Well you do have one thing: their address. You can use that to look up public records–who owns the home? Do they list a phone number anywhere? Is it worth giving them a call? Knocking on their door?

If you’re really dedicated to this listing, it might even be worth going ahead and pulling together a complete CMA for them. This will show that you’re willing to put in the work, no strings attached.

Does It Ever Work?

I know following up with a no-name lead can feel like a shot in the dark, but it has been known to be successful. We have a client who received a no-name lead for an address that he realized was in a million-dollar neighborhood. This was definitely a lead that he wanted, so he went ahead and took the time to draw up a full CMA.

new home for sale with for sale sign out frontThen one evening, he dropped by their home with the CMA report and said, “You don’t know me, but you were on my website recently, and you put your address into the CMA form. If you have a few moments I’d love to go over this completed CMA report with you, or schedule a time when we can talk if now is inconvenient.”

The home owners were so impressed with the work and dedication that he’d already put into selling their home that they went ahead and signed with him that evening.

Moral of the story? Going the extra mile can set you apart. The real estate agents who can show that dedication are going to be the ones who are most successful.

Looking for More Tips on How to Use DaknoAdmin?

If you’d like to get a refresher course on how to use DaknoAdmin, we host a live webinar every 1st and 3rd Thursday of the month at 3pm EDT. And of course, you can always give us a call! We’d be happy to help you with any marketing projects you may have.

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