Reality Check: What To Do With Leads With No Phone Numbers

Posted by: Mitch Ribak on December 17th, 2007

Firstly, I want to thank the many of you who have emailed me and thanked me for my blog entries.

Reality Check

I try to only write things that I feel will help you become either a better real estate agent or broker. The Internet can be a huge money pit if you don’t know how to use it properly.

Believe me; I have spent hundreds of thousands of dollars perfecting what we do here at Tropical Realty in Melbourne, Florida.

Now to my main point.

I have received this question several times over the past few weeks: “What do I do with all the leads I get that have no phone numbers?”

I figure I should probably set the record straight. Each time I get the question I cringe at the thought of these real estate agents throwing their money down the drain.

My immediate reaction is always, “What do you think you should do with them?” Of course I usually say that to myself so I don’t hurt their feelings.

I have talked with so many real estate agents and brokers that simply throw these consumer real estate leads away if they don’t have a “good” phone number.

Yes, you heard me right, they throw the lead away.

One person I talked to is generating 15 leads per day. He throws an average of 7 or 8 leads away per day. I also talked with one of the “big” lead generation companies out there and they also throw the lead away if the phone number was no good.

Reality Check

I offered to buy every single one of them but they wouldn’t sell them to me. They simply wanted to throw the potential dollars in the trash. Amazing!

So let’s look at a couple of facts:

• 50% of the leads that I receive have bad or no phone numbers – we just accept that fact and move on. We follow the exact same follow up as our leads that do have phone numbers, with the exception of the phone calls.

• 25% or so of our closed sales started with a lead with a bad or no phone number. Think of what that would mean to you if you received 25% more sales!

As I have talked about in previous blogs, a lead is a lead is a lead. Our goal is to generate as many leads as possible and stick them into a system to cultivate and eventually close them.

If their email address is good, the phone number is nice, but it’s not a bad lead. We do receive many leads with bad email addresses too, if the phone number is good, then it’s a good lead. We simply call those potential customers and verify the email address.

Many times it was just a typo from the customer as they were putting their info in as quickly as possible.

The moral of this blog post is simple: If you have any contact information that is correct, do not throw the lead away.

If you are currently throwing out your leads without phone numbers, simply forward them to me. I’m sure I can find a use for them!

As always, if you need anything in the future, feel free to call or email me at: Have a great day!

Mitch Ribak, Broker
Tropical Realty of Suntree, Inc.
Office: (321) 259-9115
Cell: (321) 258-4150



3 Comments on “Reality Check: What To Do With Leads With No Phone Numbers”

Janice Morze

As a newer Real Estate Agent..I agree. EVERY lead is worth investigating. When I have an open house and potential clients come in and sign my sheet..if they do not want to give a phone #..I follow up the next day in the office with on Trend..I go into Public Records and put in their address..usually if they are not on the do not call list..there is a phone #. There are also sites that give a reverse phone enter in what info you have..address or name and you get it.. There are too many ways out there to investigate potential clients to just throw them away… I agree..send them to me too and I will do follow up. If you dont follow up and investigate..that is not being a good agent..

elmo the expert real estate website guy

Great article on the real estate happenings, I really enjoy reading your posts. Just for your information, Donald Trump is in big trouble right now with his real estate empire. I hope everyone can pull through this slump..


Real Estate Professional


Pretty nice post. I just stumbled upon your phorum and wanted to say that I have truly enjoyed browsing your phorum posts. After all I’ll be subscribing to your rss feed and I hope you write again soon!

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