The most common statement I hear from agents is:
“My online leads never pan out!
It’s the most misunderstood type of “client” in the real estate industry and yet, it is probably now the most common! So how do you turn an internet lead into a sale? Build a relationship! All the statistics say that clients are starting their search anywhere from a couple of months to a couple of years prior to actually purchasing their home. They use the internet to research and get facts. Many are first-time home buyers who don’t fully understand the process and they are very hesitant to give out their contact information. So when a client does contact us, it’s usually an email with no phone number or a quick call to ask a few questions. Consider this first contact like the first “hand-shake” when you meet someone face-to-face.
First impressions are everything! And you have but a moment to make it a good one “virtually”! Delivering a wonderful experience from the first phone call, email or text is very important if you want to turn a lead into a client. Clients no longer choose an agent for information. Information is just a click away! If you manage to make that first impression a good one, chances are you will have a client you can build a relationship with and will be loyal to you for the long-haul.
- Learn how to make a good first impression virtually. Generally just be cordial and knowledgeable.
- Take them seriously even if they aren’t pre-approved. Most don’t understand the importance of pre-approval until they build a relationship with an agent, then they get it.
- Respond as quickly as you can to calls, emails and texts. Even if it’s a quick note to say you got their message and will get back to them.
- Ask how they would like you to correspond and how often.
- Have the skill and knowledge of your area. They don’t realize you viewed most of the homes in your area or know what the home next door sold for.
- Don’t automate everything. Mix in personal text and calls.
- Don’t give up and think the client isn’t serious just because you haven’t heard from them in a while. Let the client know it’s okay to contact you no matter how long it’s been.
- Be patient. It may not be a quick sale. Each client is unique and has their own timeline.
- Build a good relationship with your client. This is important if you want them to be loyal to you and not seek another agent when they’re ready.
- Build your relationship with other agents! Agent relationships are just as important as client relationships. Everyone wants to work with an agent that is well-liked and respected.
Use this information to build a better relationship with your internet leads. Distinguish yourself by providing clients with great service! Pretty soon you won’t need to chase your clients, they’ll already be in your pipeline and converting to a sale as time goes on.
About Author:Jolene Quinn is the eBusiness Manager at Alain Pinel Realtors. She has almost 20 years in real estate and over 13 years working directly with internet leads. Prior to working with APR she managed the eBusiness department of a large real estate company that spanned 3 states. She was responsible for taking the department from ground level to one of the most successful eBusiness departments in the nation.