Episode Details

Most builders think they lose work on price. The reality is, they're losing work before the conversation even starts.

In this episode, Az shares a story from inside the industry, a lead response audit he ran in 2018 while working within a national home building franchise. Real enquiries were submitted to some of Australia's biggest residential builders, and the response times were tracked from the moment of submission.

The fastest response was 25 minutes.

The slowest was almost six days. And multiple national builders never responded at all.

That data is backed by some of the most respected lead management research in the world — including the MIT/InsideSales study, which found that responding within five minutes makes you 21 times more likely to qualify a lead. And a 2024 study showing more than 63% of businesses never respond to a lead at all.

If you're spending money on marketing and leads are coming through, this might be the most important ten minutes you hear this week.

What we cover:

• The 2018 lead response audit — what happened when real enquiries were submitted to major Australian builders
• Why the fastest response in the audit was 25 minutes and the slowest was nearly six days
• The MIT/InsideSales study: responding in 5 minutes makes you 21x more likely to qualify a lead
• Why 78% of customers go with the company that responds first
• The 2024 data showing 63% of businesses never respond at all
• A simple framework for getting your response time under two hours this week
• Why this pairs with last Monday's episode on follow-up

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