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Due to the global nature of the Internet, and the fact that your SuccessWebsite® Solution contains valuable real estate information for anyone, regardless of location, you will occasionally generate leads from outside the area you service. These leads are still assets, and they need not be wasted.
 LeadExchange™ is a platform that provides access to our network of SuccessWebsite members, in thousands of markets all over North America, to exchange leads for a referral fee if the lead converts. You will also be able to search the postings of other members to find leads that interest you.
Because these are referred leads, they will usually be verified, and often pre-qualified, through contact with the sharing agent, making them potentially easier to convert.
Share leads in seconds. The lead information is copied directly from your MyLeads database - all you need to do is add any extra comments and set your referral fee percentage, or leave the fee open for other agents to bid on it. The sharing/bidding process includes an online contract system that automatically generates an agreement between you and the other agent.
Quickly and easily find new leads. Each post in LeadExchange lists the lead's relative distance from your location, along with a profile score indicating their level of activity on the sharing agent's website, which provides a good indication of how warm they are. You will also be able to read any additional comments from the sharing agent about contact they've already had with the lead, which is invaluable information for you during the process of conversion.
Typically, referral fees range between 20% and 30%, though you can lower the percentage to make a low-quality or unknown lead more attractive to other agents, or raise it for well-qualified leads. You can also leave the fee open for agents to bid on. Regardless, the fee you set will be enough to turn what could have been a wasted lead into a significant source of extra profit for your business.
Tips for Converting Leads through LeadExchange™
Upon acquiring a new lead from an out-of-area agent, through LeadExchange, you should contact that lead as soon as possible, introduce yourself and explain that they were referred to you by the agent who posted the lead. The phone call should echo the Universal Follow-up Script, but be sure to emphasize the fact that you’re located close by, mention your own website and make it clear that you can provide the same services as the agent whose website they visited. Leads will appreciate the special attention of having been referred, as well as the familiar services you offer.
To make the most of LeadExchange, however, we recommend that when a lead of yours is picked up by another agent, make note of who has picked it up, and then give that lead a call yourself to provide this information. This shouldn't replace the preliminary follow-up call you place as soon as you receive the lead - it's a secondary call that will make the lead much more receptive to first contact from the receiving agent. You can go into detail and get more information from the lead (which you can then share with the receiving agent), or simply inform them that you’ve referred them to a particular agent working in their area. The point is to prepare the lead for the receiving agent's call, increasing their willingness to move through the conversion process. Your contribution to that process gives you a much better chance of receiving the referral fee for the lead.
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