Lead generation is all well and good, but without a good closing ratio, the leads are not going to do much for you. If you feel that you are having a hard time closing high value leads, you should try and apply these strategies.
Personalized Emails
Some agents close on a consistent basis while others don’t. This has a lot to do with their ability to retain the attention of their clients. Email marketing and specially personalized drip emails are the best means of ensuring that your clients keep coming back to you.
However, the term personalized is very important here. You have to separate your potential sellers, buyers, and investors. Once you have these three lists on hand, you should start sending weekly email updates of your new property listings based on their preference and target localities.
Identify the Critical Decision Maker
Let me be very clear about one thing: In a high stakes decision such as purchasing a house, there is usually one key decision maker. It is imperative that you should identify this focal person if you want to close as quickly as possible. Make it a point of understanding that person’s personal likes and dislikes and mold your pitch accordingly. If you are in touch with him/her via email, try your level best to arrange a one on one meeting so that you can personally show then the kind of property they desire.
Be Realistic and Refrain from Making Castles in the Air
Clients can always sense the reality behind a pitch. If it’s a rundown property and you try to convince them of its potential, they will not be convinced. They are smart people and they will see for themselves the real worth of the property. Apart from that, they can also check its value from other sources as well. Here, it is very important that you convey to your prospects that you care about their comfort and wellbeing far more than you care about the deal.
Create a Subtle Sense of Urgency
Attach a certain deadline to the deal so that the client will have an incentive to commit to the purchase. You may decrease your commission or get the seller to drop the price a bit or tell them that there are other parties willing to purchase the house. Whatever you do, make sure that they are convinced that if they don’t buy now, they will miss out on their dream home. However, honesty is the key here. You should only tell them what you can deliver. For example, if you tell them that the seller is willing to go down 20% and he goes down only 15%, this will simply lead to an erosion of trust amongst all parties concerned.
Conclusion
The above strategies can help you to close quickly and effectively. If you want more information to help increase your closing ratios, you should get in touch with me at admin@lutherragsdale.com. Meanwhile, you can also log on to https://lutherragsdale.com/ for more information on this topic.
