Learn How to Stop Wasting Leads by Converting Them
Over the last 2 decades we have found so many different ways to generate leads in real estate from our database, open houses, door to door, online leads and more. Our industry focus has been very focused on making it rain with leads and we have agents with so many leads that they honestly can't follow them all up and just let them die a slow death.
The game changer in our industry now is converting those real estate leads to appointments and knowing how to convert more leads into more appointments which lead to more sales presentations, contracts and closings!
So let me ask you this question. Are you converting your leads into listing and buyer appointments or do you struggle with the appointment conversion where all the money is in real estate? Do you have a conversion rate of 1%? 5%? 25%? when it comes to lead conversion to listing and buyer appointment and getting what I call, to the "sit down"?
How to Effectively Convert Real Estate Leads into Appointments
Let me share with you some great strategies to converting more leads to the sit down and appointment.
1. Set the Target
We start by using the strategy of "Setting The Target" and then deciding you want to have "so many" buyer appointments and so many listing appointments. Be laser focused on the goal and the prize at the end of your lead follow up session and believe you will hit the target prior to when your lead conversion session is over. I always set my mindset that someone is going to list or buy today, they just didn't know it yet. Somebody needs my expertise and help!
2. Find the Need
My next strategy is looking for the "need" and finding for the "opportunity" to help with the leads challenges. Take the time to think what the big challenges, fears and concerns are that the buyer and seller are facing in the market today. I love getting the appointment by asking prospects about certain challenges that buyers and sellers are having in the market and they respond with "ya, how did you know?" and then letting them know "I have a solution and would they like to get together and see there is a better way"?
3. Practice Presentation Flow
Another great strategy is to make sure you watch your tempo, speed, tone and volume when following up on leads and be sure to match the prospects tempo, speed and tone and really connect and engage the lead and not turn them off from your volume, speed and language. It doesn't matter how you do it but use email, call, text or video. When emailing you need to be aware of the language you are using and how you are saying it and mixing up the modeality of how you communicate with leads for follow up and the appointment.
4. Pinpoint Communication
I feel the next strategy is the most important strategy and that is asking the right questions and Qualifying the appointment. Are we visiting or are we doing business? Their is a huge difference. Asking the right qualifying questions prior to the appointment and knowing without a shadow of doubt their motivation and their timing. Let me ask you this question? Do you have a follow up system for leads and converting leads to appointments, or are you just winging it? It is all about the follow up. If you know the lead is wanting to do something in the next 30 days I will set a time each day, if they want to do something in the next 90 -120 days then contact them twice a week and if they want to do something in the next 6 - 12 months then contact them twice a month. Contact them and follow up in different ways like phone, mail, text, email, facebook message, etc. and have some information of value to them each time I contact them and be tenacious, consistant and systematic with your follow up and stay top of mind and not burn the lead and lose the appointment.
5. Get a "No" or the Appointment
The final strategy that I recommend with getting to the appointment is from the legend himself Floyd Wickman it is better to get a flat out "No" instead of a maybe or we will think about it and stay with the lead until you get the No or the appointment.
I trust these strategies will help with your appointment converting strategies and remember the money is in the real estate appointments.
Strength and Courage,
Wade
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