Consumers love to buy and consume products (in this case, buying and/or selling real estate), but they hate being sold to. To find success in real estate, your mindset must be to come from a place of adding value by leading with some form of contribution. By starting with this, you can know that once your contacts are ready to buy and/or sell, they will think of and reach out to you.
So, yes, more frequency than ever is required to convert leads into appointments; however, you do not need to resort to using high-pressure tactics. In fact, when delivering high-pressure scripts, you will end up deterring far more people than you are allowed to help.
For example:
My team generates leads and business by running Facebook Ads. These leads register on my website to unlock the ability to search for homes. Let’s say I just received a new lead who saved a property as a favorite on my website.
I would call this lead ASAP and say “Hi (lead's name), this is Joshua Smith with REVISITO Real Estate. I wanted to reach out, as I noticed you saved (the property address) as a favorite on my home search website, and I wanted to see if you had any further questions on that property, as well as see if there is other info/data on that home and area I can send you. (Pause to let them answer, answer any questions they may have, then try to set an appointment). I have some time this evening between 5 pm and 7 pm if you would like to meet at that home on your way home from work and spend a few minutes checking it out. Is that something you would like me to set up?”
Remember from Creating Real Estate Success: Lead Follow-Up, that the same lead will reject you for an appointment five times before saying yes. So, I am expecting a no and will then say, “No worries at all. If you have any further questions, or ever need anything, please feel free to reach out anytime! Have a great day!”.
The goal is to follow up, lead from a place of contribution, try to set an appointment, and if unable, repeat the process.
As you can see, my lead follow-up is far from pushy, but I do follow up frequently with courtesy check-ins. As the famous sales saying goes, “The fortune is in the follow up”. And I have seen time and time again that it really is.
To make your life easier and your business manageable, a lead follow-up plan/system is essential. But the plan or system is not enough, you also have to execute. Please know that generating leads is not the main issue. Converting leads into appointments is a much more crucial step and one that most realtors struggle with, as they do not have a dedicated lead follow-up system in place.
When you decide to use Perfect Storm’s CRM, you gain access to one of the most robust CRM platforms. This system is made for Realtors and their busy schedules, allowing them to follow up with leads in an efficient and timely manner. To schedule your free discovery call about this system, visit us here.
