Getting real estate leads is essential, but it will only matter a little if you can convert them into clients. To do this, it’s important to stay persistent and communicate in the ways that your prospects prefer.
To make this easier, use a phone script and messaging template to help you feel comfortable contacting new leads. These tips can help you get more business from real estate leads:
Know Your Target Market
Real estate isn’t a “get rich quick” industry; building trust and rapport with your clients takes time. Many agents must be more patient with rushing leads into making a home purchase or sale, which can quickly turn them off.
Instead, focus on nurturing your leads through meaningful communication. This can be done through email, phone calls, or even text messages. The key is to keep the conversation personal while maintaining a professional tone. In addition, remember that every lead is at a different stage in the buying process. Some are ready to buy, while others are just gathering information. Use this information to tailor your follow-up strategy. For example, if a lead is close to purchasing, you can send them a quick Comparative Market Analysis. At the same time, for those who aren’t yet ready, you could space out your follow-ups and focus on providing valuable resources and tips.
Be Flexible
Real estate agents need to know their leads’ needs. Some are more urgent than others, which should dictate their follow-up strategy. For example, a home valuation lead must be followed up more frequently than a cold call from a landlord looking for distressed properties. Connecting with your leads immediately is crucial. This means that you should be able to respond to them within five minutes, or else they will move on to another agent. It’s also a good idea to have a pre-prepared phone script or message template that you can use when you can’t get to the phone or are unavailable for a meeting.
Be Persistent
When you contact a real estate lead, be persistent but not pushy. Nothing turns a potential client off faster than a pushy sales pitch. Rather, be personable and talk to them about their life, family, and interests. It will help to build trust and keep them engaged.
It is also important to remember that your real estate leads may be in different stages of the buying process. Some may be ready to buy or sell, while others will need more time to research and learn about the market.
You can nurture your real estate leads by keeping in touch through email and social media. You can also send them a weekly newsletter to share news about the local market and new properties that are listed. Holding online webinars about relevant topics for your clients is also a good idea.
Be Honest
Real estate lead generation is a big part of the business. However, all the leads in the world will only mean a little if they end up as clients. It’s essential to be honest with your leads and update them on their status in the buying or selling process.
If you don’t keep your promise, a lead might get frustrated and decide to work with another agent. If this happens, you will lose a potential client.
The right lead nurturing system will help you stay in touch with your leads, depending on their stage of the sales process. Check with your brokerage to see if they have a CRM that connects your lead sources, organizes your data, and automates follow-up.
Be Personal
Being personal is one of the best ways to turn real estate leads into sales. Selling a home is an emotional and stressful process, and you need to make your leads feel at ease knowing they are working with someone who truly cares about them. A great way to do this is by sharing details about yourself, your family, and your work life with your leads. You can also create a newsletter that shares updates on properties, new deals, and other interesting information with your leads. This keeps your lead connected to you and makes them more likely to reach out when they are ready to buy or sell their home.
When you’re ready to meet with your real estate leads, schedule appointments at a time that works for them. This is especially important if they have a 9-5 job and may need to meet in the evenings or on weekends.
Be Flexible With Time
As a real estate agent, you know that it’s not just generating leads but also converting them into clients that will ultimately make or break your bottom line. However, you may need a clear set of industry benchmarks to gauge your efforts’ success. Fortunately, several tools can help you keep track of your lead generation and conversion rates.
This system allows you to create automated follow-up sequences personalized to your prospective client’s needs and interests. Depending on how close they are to making a transaction, you can determine their urgency level and tailor your follow-up strategy accordingly. Doing so will ensure that your leads are remembered and will be more likely to call you when they’re ready to buy or sell.
