What to do once you’ve found a lead

Once you’ve generated some leads, 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.

8 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 eight 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: 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 2: 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 3: Do you need to sell your current home before you can buy?

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

Question 4: What type of home are you looking for? Condo? Single-family? Etc.

Whether they’re looking for a single-family home or a condo, find out what they’re looking for and why. File this information for future use.

Question 5: What is your comfort zone in terms of price?

Using this language can be much more valuable to you than just asking about their price range. They may be able to afford more but only feel comfortable looking in a specific range. This information will be helpful if you move forward.

Question 6: Are you working with another agent?

Find out early if you’re the only agent in the running for their business. If they’re still interviewing agents, you’re in the clear. But if they’ve signed an agreement with another agent, you should not move forward.

Question 7: 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, which makes them a more viable buyer.

Question 8: 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 pre-qualified and you’ll know that they can afford to buy a home, but you can get them to meet with your favorite lender. 

What to do once you’ve vetted a lead

Once you have a good lead, it’s time to start converting. Click here to start your seven-day free trial of AgentEDU today and watch our course, “Converting Real Estate Leads.”


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Learn which CRM tools can help you grow your business in our new special report

Wondering how customer relationship management tools (CRMs) are evolving to meet today’s challenges? Agent Publishing surveyed readers of their magazines in Atlanta, Boston, Chicago, Houston and Miami about what tools they use for relationship management. The report also gathered readers’ opinions about CRM tools on the market, breaking down respondents into three categories: brokers, team leaders and managing brokers.

Agent Publishing looked at the question from the other side of the coin as well. The report analyzed various CRMs to understand which ones offer the best functionality for broker needs. It also collected pricing and subscription breakdowns, various integrations prioritized for real estate professionals and interviews with CRM executives to gain insight about the next CRM advances.

As a tool to manage and build a client base, CRMs traditionally provide a centralized location where real estate businesses can store customer data, and compile marketing information and property listings. Only 7% of respondents told Agent Publishing they don’t use some version of a CRM.

While CRMs have been a vital tool in real estate for many years, CRM companies are adapting to shifts in real estate sales techniques. Sphere marketing, a strategy focused on selling to people a broker has a relationship with or to people who are in the agent’s sphere, has grown in popularity so much that many CRM companies are now catering to agents’ needs in this regard, according to York Baur, CEO of MoxiWorks.

“The real estate CRM industry is waking up to understand what we’ve known for five years: Sphere marketing is the way to make the biggest impact,” said Baur in the report.

Providing brokers a CRM that can capitalize on personal relationships is at the core of CRM provider PipeDrive, according to the company’s global head of inside sales, Raul Perdigao.

“In real estate, the broker guides the buyer and seller as a friend, confidant, pseudo-psychiatrist and anchor. A CRM should be the super administrator assisting the process,” he said in the report.