When your website is hooked up to your sales system in real-time, you can start to analyze data in powerful ways. Without this real-time integration, you won’t know exactly when the lead came in… it would most likely show up as 50 leads every Monday morning, some of them may have expressed interest almost a week ago. (if they submitted their contact information right after you did the import)
Having said that, here is some aggregate analysis for lead distribution by Day of Week and Time of Day. If you look at the charts and imagine how this fits in your prospective home buyer’s day, you should be able to decide when you want your sales staff available to answer questions by e-mail or phone and schedule appointments for your sales agents.
Lead Distribution – Day of Week
- husband/wife procrastination factor “can you look up that house we saw last weekend?” it looks like it takes a couple of days for the husband/wife to get around to it.
Lead Distribution – Time of Day
- Look for homes online around lunch time
- During afternoon meetings, before leaving the office, they look for more homes
- Driving home and eating dinner, so no looking for homes at this time
- Look for more homes after dinner around 7pm.
- From 8PM to 10PM, put the kids to bed
- Kids are in bed, time to look for homes again.
Note: Although 8AM, doesn’t look like a prime time for leads, there is some opportunity on Monday mornings as you’ll see below.
Lead Distribution – Day of Week and Time of Day
- Around noon on Sunday, they look for homes online
- They might be driving around looking for homes in the neighbourhoods they like between 1 and 5pm on Sunday.
- Around 6pm they look up the homes that they saw on their Sunday drive
- At 8 AM on Monday, they get to work and look at more homes.
- At 4 PM on Monday they look for more homes before leaving work
- On Tuesday at lunch and towards the end of their workday, they look for more homes.
- They look for more homes on Tuesday around 10 PM, then they forget about it until Friday as they prepare for their weekend.