There is no doubt that Channel 1 leads (see Ben White’s book - Numbers Game) are a great source of growth for those agencies that have a Sales Team.
There is also no doubt that most offices do not maximize this channel of growth. Most referrals from the sales department are generally when a sale goes through to an investor and even then, not every lead is captured.
I know myself when I was working in sales, I was horrified to learn that the Salesperson next to me would refer her investor buyers to an outside agency because they paid her the “Let Fee” straight away, they didn’t wait until the property was leased before paying the referral. I am sure things like this happen all the time.
What about those investors who don’t buy through your agency, but do purchase an investment property? (Growth Channel 2) Do you have access to those leads?
I am interested to learn what measures you have in place to try to capture all possible leads.