10 Questions Every Agent Must Answer to Determine Quality Leads

Now that you’ve spread the word about your real estate skills, you’re going to get a number of inquiries. While it’s great to have folks contact you and increase your database of leads, the real goal is to convert these leads into clients.

Before you invest too much time and energy into a lead, there are a few things you should find out about them.

10 Key Questions

First, you need to know if they are qualified leads. Do they really plan to buy? Can they afford it?  Can you help them? Here are 10 great questions to get the conversation going, and also help you find out how likely it is that this lead will turn into something more.

Question 1: Name?

The first thing you need to know is their full name. Take note of this information so that you can properly store it in your CRM system.

Question 2: Email address?

Email is a really great – and free – way to keep in touch. Keep your lead’s email address handy for future communications.

Question 3: How long have you been looking for a home?

This question can help you determine a lot about the buyer. If they’ve been looking for a couple of years, they may never be willing to move. If they just started their search, they may not be serious about acting soon, either.

Question 4: How soon do you need to move?

If they need to move immediately, then you’ve got a high-priority client on your hands. If they want to move in the next few years, you’ll want to take note of that as well.

Question 5: Do you need to sell your current home before you can buy?

Most sellers can’t buy a home because they have to sell their current one first. This also means you can potentially help them with more than one transaction.

Question 6: What type of home are you looking for? Condo? Single-family? Etc.

Find out what they’re looking for and why. File this information for future use.

Question 7: What is your comfort zone in terms of price?

Be sure to ask about their comfort zone, rather than just their price range. They may be able to afford more, but are only feel comfortable looking in a specific range. This information will be helpful if you move forward.

Question 8:  Are you working with another agent?

Find out early if you’re the only agent in the running for their business.

Question 9: Have you met with a lender yet?

This is the best way to get the ball rolling in terms of finding out if they’re pre-approved or not, which makes them a more viable client.

Question 10: Have you been pre-qualified or pre-approved?

If they haven’t been pre-approved yet, see if you can help them with the process. Ask them the following: “If I call a lender who has an opening available tomorrow or the next day, would you consider taking an appointment?” That way, not only will they get prequalified and you’ll know that they can afford to buy a home, but you can get them to meet with your favorite lender. This will help solidify the relationship.

Learn How to Vet Leads

To learn more about how to vet leads and to sell yourself to potential clients, click here to start your seven-day free trial of AgentEDU today and watch the full course, ‘Converting Real Estate Leads.”

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AgentEDU® is a platform where agents at every level can come to watch 10-minute video courses for the many situations that successful agents must master. From essential to advanced level and everything in between, AgentEDU® courses help agents become top producers with increased earnings and a plan for continued growth. For a 7-day free trial sign up here.

AgentEDU® is an Agent Publishing brand. For nearly two decades, Agent Publishing has been committed to providing residential real estate professionals with the information and training required to build successful and meaningful careers in their local markets. Agent Publishing’s influence extends to every career stage and reaches agents across print, digital, events and online learning.

5 Lead Generation Tricks to Test Out Today

In real estate, lead generation is an essential and never-ending task. If you’re looking for new tactics to add into your bag of lead generation tricks, here are five lead generation tricks you can test out today:

#1. Add Social Sharing Buttons to Your Email Newsletter

Sending out a newsletter on a regular basis can be a great way to drum up a steady stream of leads, but why not go a step further by adding social buttons? Your subscribers can use those buttons to share your newsletter with their network. This move not only has the power to grow your social media audience, but it can also lead to new email subscribers.

#2. Create a Promo Video

A quick and easy way for your clients and potential homebuyers to get to know you is through a short introduction video. In this video, tell viewers who you are, why you love being a real estate agent and why you’re the right agent for the job based on your skills, experience and expertise.

At the end of the video you can add a call to action for interested viewers to click through to a landing page where they can submit their email for a consultation. You can create this call to action with YouTube’s cards feature, which places a clickable pop-up box at any point in the video. This video should be featured on your website’s homepage and shared in your newsletter and across your social media accounts.

#3. Display Testimonials and Reviews

Another great way to communicate to potential clients that you’re the right agent for the job is through positive testimonials from past clients. After every closing, reach out to your clients and ask them if they’re willing to provide a short testimonial that you can share on your website and in future advertising. These testimonials can be placed on landing pages, in newsletter emails, and so forth, where potential clients will easily see them.

#4. Buy Targeted Facebook Ads

Facebook advertising is a great tool for creating targeted advertising campaigns that reach your demographic. Facebook Ad Manager allows you to target your audience by age, income, location and other criteria, including behavioral criteria such as “likely to move.”

You can use these Facebook ads to prompt potential clients to visit your website, a landing page or a listing where they can provide their email address for more information.

#5. Optimize Your Blog

Most agents already know that blogging can help them simultaneously drive traffic to their website and demonstrate their knowledge of the market and the latest industry news, but simply publishing blog posts isn’t enough.

At the end of every blog post, you should include a lead capture element, such as a form where readers can sign up for your mailing list, an place to submit information to receive a downloadable asset or another takeaway. Adding this element is the extra step needed to take your blog posts from informative marketing pieces to actionable lead generation tools.


AgentEDU® is a platform where agents at every level can come to watch 10-minute video courses for the many situations that successful agents must master. From essential to advanced level and everything in between, AgentEDU® courses help agents become top producers with increased earnings and a plan for continued growth.

AgentEDU® is an Agent Publishing brand. For nearly two decades, Agent Publishing has been committed to providing residential real estate professionals with the information and training required to build successful and meaningful careers in their local markets. Agent Publishing’s influence extends to every career stage and reaches agents across print, digital, events and online learning.