How Solo Agent Heather Cobia Increased Her Production by 20%: Top Lead Sources and Conversion Tactics

In this episode, we’re talking about Heather Cobia and how she managed to increase her production by 20% in one year. Heather is a top agent with Glover U, and she works as a solo agent with just one administrative employee. Throughout the pandemic, when many agents were struggling, Heather found ways to grow and increase her business. 

Today, we’re talking about how Heather converts online leads, how she gets repeat business, how she pushes herself out of her comfort zone, and so much more. Heather knows her strengths and how to use them, and you can learn to do the same thing. 

We’ll also cover:

• How to get more value out of online leads 
• How expensive leads can actually be worth it if you have a plan 
• How Heather turned one online lead into at least five transactions in one year 
• How to narrow down neighborhoods with a high turnover rate, then make a specific plan 
• How many times you should follow up with a potential lead 
• The value of coaching 

Quotes 

If you’re spending that money [on online leads], you need to make sure you have a dedicated plan in place to service those leads at the highest level. - Heather Cobia 

You playing small does not serve the world. - Heather Cobia 

Key Points 

1. Heather uses online lead sources like Zillow, Realtor.com, and Dave Ramsey Trusted Affiliate. Those leads can get expensive, but Heather says they are worth it if you’re able to put in the time. Even if that lead isn’t ready to act now, they will someday, so make a good impression and you never know how much repeat business or referrals you’ll get from them. 

2. There is a lot of value in meeting someone in person. When Heather meets with a potential client, she asks herself these three questions: Can I help them? Can I trust them? Are they going to be able to solve a problem for me? She takes this from the mindset that those customers have, and approaching leads with that mentality has helped her make stronger connections and get more business. 

3. You need to be able to follow up with a client seven times in four days. That may sound like a lot to some people, but Heather says that’s what is necessary. She starts with a phone call and then makes sure to follow up consistently. This has also helped her grow her business.