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A Plan for Converting More Real Estate Leads

April 13, 2012 | Comments: 0 | Views: 100

Most of us don't need more real estate marketing strategies.

What we need is to get better squeezing the real estate leads out of our current marketing efforts.

Converting leads involves three steps. Our first step is to convince them to talk with us, rather than just getting the information they need and hanging up or clicking away. Our second step is to set an appointment. And our third step is to get them to hire us.

Most of the time, these days, it's the first step that challenges us. We're getting the leads, but we're not connecting with them.

With cell phones and online real estate lead generator programs, we're not connecting directly at the moment they're most interested in the information we have. Unless we're at an open house, or other event in person, chances are that our first communication with a lead is going to be by voicemail or email.

So we need to be able to hook them and get them to contact us back at a specific time.

Here's the approach I teach at By Referral Only to get real estate leads to contact us in person when they've left us a message or we're following up on a missed call:

  1. Call the lead if you have their phone number. Leave a simple message. "Hi, I'm calling for __, this is __. I'm putting together your Cardiff real estate guide (use an enticement appropriate to the call). I've got just a couple of quick questions. Can you give me a call? I'll be here until __ and back again at __. Talk to you soon."
  2. Immediately after leaving the message, follow up with an email that starts, "I just left a message on your voicemail." Repeat the message you left on the phone. If you don't have a phone number, start at this step with an email.
  3. If they don't return the call, call again the next day and don't leave a message.
  4. Immediately send another email. Add this text to the subject line: "Is this the correct email for Bob Newuman?" (Of course, use their name.)
  5. Call again the next day at a different time of day. Don't leave a message.
  6. Send another email with this message: "I didn't have any luck reaching you this week. I just wanted you to know there's a real person behind these emails. Are you still interested in the free Cardiff real estate guide? I've got a couple of quick questions. Just reply to this message and let me know the best time and number to reach you."If you really want to jump up your communication, create a quick video and link it to your email message. Add, "I just wanted to send you a quick video so you'd know there's a real person behind these emails."
  7. Leave a final voicemail (or email if no phone). "Hi, it's Joe Stumpf. I've got your guide to Cardiff real estate. It seems we're having hard time connecting this week. Will you give me a call at...."

Now, if they don't contact us back at this point, we've done all we can do. This is simply not a five-star real estate prospect.

Being a five-star prospect means they will:

  1. Be open to having a dialog
  2. Be friendly and cooperative
  3. Know what they want
  4. Be moving in the next six to 12 months
  5. Want our help

If they don't contact us back, they don't meet the first criteria.

If they do contact us back, then our real estate marketing strategies have finally paid off. We now move on to the second step in converting our real estate leads. We engage in dialog to secure an appointment.

Now it becomes all about the language we use.

We ask mindful questions to discover if they're a true five-star prospect. We uncover their deep motivations. And we easily overcome objections by using our Magic Words that Reduce Resistance.

For more than 20 years Joe Stumpf has trained and coached the most successful real estate and mortgage professionals in North America on the systems and strategies for building a highly profitable referral-based business. Joe Stumpf's By Referral Only provides you with expert coaching, turnkey business systems and revenue-generating marketing strategies so you can absolutely dominate your market.

Learn how to get more commission checks while working fewer hours. Go to

Source: EzineArticles
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Article Tags:

Real Estate Leads


Real Estate Marketing


Real Estate Strategy


Real Estate Coaching


Realtor Training

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