Every single agent out there wants to close more leads. That's how business grows, referrals are made, and a successful real estate business is born.
Be Quick and Prioritize
The basic steps that agents need to take to close more leads are:
- Be as Quick and Timely as Possible
- Prioritize Which Leads Have the Most Promise
- Follow Up Multiple Ways
It seems simple - and it is. But also, all of these steps require multiple other steps and this is where agent experience comes in.
Converting leads is the goal of many real estate agents, rightfully so. Lead generation is a major way to grow business. That being said, be sure to be as quick as possible when it comes to responding to leads. Think of it this way: when you look for something, say a quote for a new door or a window-washer, you send out multiple inquiries. Oftentimes, potential clients do the same. They put out multiple feelers for agents, whether buying or selling. So, it pays to be the first one to respond.
Now, if you're lucky enough to get multiple leads at once or in a day, and you don't have an assistant, it's important to know how to prioritize. If a lead comes from a referral - follow up as close to immediately as possible. When a lead comes from another acquaintance or friend - follow up ASAP. Maybe a lead comes from a website you pay into for lead capture - again, sooner the better. Following this order will help agents close more leads because they're going after the ones with the most promise first.
Follow Up - Several Ways
Once you've responded to a lead, your job is not over. This is because it is key to follow up in multiple ways. First, a phone call is probably best. Then, a follow-up email or text message is probably the next step. From there, continue following up in the client's preferred method of contact (text, email, etc.). Once you've established a game plan or the desire to move forward, an in person meeting is your next best bet. Establishing personal connection is an agent's best bet when it comes to closing more leads.
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