There is a sea change taking place in the real estate world today and, these days, more and more potential clients are now spending their time online. They are using their smart devices and other tools to buy and sell properties. This is why it is now extremely important to understand how to convert these online leads into real-world conversions.
How to convert leads is one question that I have answered thousands of times in my career as a real estate trainer but online leads are a totally different ball game. Here are a few steps to ensure that the client trusts you enough to switch from online to offline conversations.
Always Leave A Little Something Out
It has been my observation that many agents make the critical mistake of fully answering every question. While it is considered the standard best practice to answer every question, this is not always the case. If you answer all the queries, there is no point in continuing the conversation.
Yes, this idea goes against prevailing wisdom since it detracts from the core marketing principle of giving the client what they want. Let us see how you can make it work without sounding cagy.
Suppose they want to know about the kitchen, and you run through its salient features.
After that, you might add something like this: “Oh! There is something about the solar room that you should really know. Can I come over right now to personally show it to you? This is a bit of a cliff hanger and it might get the job done, but you have to make sure that you actually can make it worth their while to leave their schedules and come and look over the property. If, there is nothing spectacular about your cliff hanger, it is advisable to refrain from using it to prevent you from losing a good lead.
You Should Always Try and Respond Within a Maximum of 5 To 10 Minutes
People don’t like waiting and this holds particularly true for people who want to make transactions worth hundreds of thousands of dollars. This is why you should try and get in touch with them as soon as you possibly can. When a client places a query, odds are that it’s a shout out to a lot of agents and the one who will answer first will be able to get an immediate response. It may not be easy to answer every question the moment you receive it, so it would make sense to hire someone to take care of this critically important task.
You should always refrain from using bots and automatic answering services. This is because these are very high-value clients who are making the purchase of a lifetime. Sooner or later, they will realize they are talking to a chatbot. If that happens, they might be tempted to take their business elsewhere.
These are just a few steps in the conversion process. If you want to know more about converting online leads into sales, you should visit my website https://lutherragsdale.com/blog/. Or you may get in touch with me at [email protected]