You’ve made an excellent choice in using a lead generation service like LeadToRealty for fresh new real estate business prospects. Now, how can you maximize on your investment? This is the first in a series of posts to help you get the most out of your investment and increase your conversion rates.Step 1 for Lead Generation Success: Fast Response As stated in my previous post about how to choose a Lead Generation service, your number one priority when you get a lead is to contact them quickly. Here’s some statistics to reference: - If you call a lead 5 minutes after it is generated, that lead is 22 times more likely to close than one that you call after 30 minutes
- 78% of prospects that convert, convert with the company or person who first calls them
Strong evidence for quick follow-up, right? We recommend the moment you get a lead you follow up with a phone call. As a real estate agent, your goal is to get the prospect interested in meeting with you. You want them to accept more information and allow you to further explain your services. In the Real Estate world, a deal doesn’t normally close via the first phone call. We’re talking about huge purchases. What you want from that first phone call is to schedule a face-to-face meeting. Or at least get the prospect to agree to receive more information. When you first call a prospect, you only have about 15 seconds to introduce yourself and capture the lead’s interest. It’s imperative that you are professional and present yourself as the area expert. So what should you say? Introduce yourself & establish credibilityMake sure your introduction distinguishes you and promotes your expertise. Then request permission to continue your conversation. If the lead states they’re busy, respect their time, get a specific appointment to call them back and send them a follow-up email (and make sure to keep your phone appointment!).
Example: “Hi, this is Amber Davis. I received your online request for help in purchasing a home. Since I’ve been working here in Seattle as a real estate agent for the past 5 years, I have a lot of information and experience to offer you. I’d love to hear a little more about the home you want to buy. Do you have a couple of minutes to tell me about your situation now?”
IF NO: “Ok, when can I call you back?” Set up an appointment.
IF YES: “Perfect. So, tell me about the home you’re looking for.” Determine the lead's needsAs the lead explains their situation, determine exactly what they want. You need to know how you can benefit them so you can sell them your services. It’s not really about you at all: it’s about them. Focus on asking good, open questions and learning everything you can about the buyer or the seller’s situation and why they asked for real estate help. Present yourself as the solutionOnce you’ve determined what the lead needs, reiterate what they have stated and present yourself as the solution. Maybe they need help with home listings. Maybe they need help pricing a home. Make sure that you tell them just how much they will benefit by working with a real estate agent: demonstrate that you are a professional and you have something valuable that they want. Sell your servicesRemember that you’re a sales person. You might need to sell your services a little. Tell the lead why it’s beneficial to work with a real estate agent, and especially why it’s beneficial to work with you. Information like how many years you’ve been in business, how many similar situations you’ve dealt with, how many happy customers you have: these are good numbers to toss out. Keep your benefits statement focused on them: tell them how much time, energy and stress they’ll save by working with you.
Example: “So, you are looking for a new home and what’s most important to you are your children and the education system available. That means we want to find a safe neighborhood and a quality school system. After years working in Seattle, I've helped quite a few other homebuyers with similar concerns. I know of some beautiful neighborhoods I'd love to show you and I can tell you more about the schools closeby. I'm confident we can find you a wonderful home with access to a first-rate school system." Arrange a MeetingAsk for a meeting to further explain your services. If it’s a buyer, you can present them with targeted listings. If it’s a seller, you’ll need to see the home and help them with pricing. Explain why it’s important to meet face to face and set up a time that works for both of you.
Example: “I'm going to send you an email with all of my contact information and begin looking for home listings that match your needs. Let’s set up an appointment to sit down and go over the options I have for you. I can explain my pricing structure and also give you all the necessary real estate disclosures. That way you can make an informed decision and we can pick out the best house for you. Could you meet at 10am on Thursday? Congrats! Step 1 accomplished: You've got a meeting!“Thank you so much for your time, I’m pleased to be in contact with you and it will be great to meet you on Thusrday. I know that working together will be extremely beneficial to your home search."
Now that you have an appointment set up, make sure to prepare well for your meeting and, of course, be on time.
Next up: Watch for next Friday’s blog post, which will continue our series on how to move to the closing with your LeadToRealty prospects: the introduction email! Not receiving LeadToRealty pre-screened fresh prospects yet? You can get started by calling us at 1-800-311-7780, x2 or sign up online now.
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