What to do once you’ve found a lead

Marci Sepulveda Leave a comment

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.”

_____________________________________________________________

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 seven-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.

Build Your Business With Online Reviews

Marci Sepulveda Leave a comment

Your online presence and social media reputation play a vital role in your real estate business — perhaps more than you may recognize. Nearly every homebuyer begins their search online and will look at reviews to see what people say about you. Endorsements carry weight among customers, with nearly 90% of consumers saying they trust online reviews as much as word-of-mouth recommendations. 

That said, glowing online reviews not only can help to enhance and build your online profile — they are likely one of the key factors in a potential buyer or seller’s decision to contact you or use your services. In fact, the National Association of Realtors’ Profile of Home Buyers and Sellers indicates that sellers value the reputation of an agent more than any other factor when selecting an agent to sell their home.

So, whether you’re trying to optimize reviews on your Yelp page, Facebook business page or Zillow profile, here are three must-remember tips for success:

#1. Let Clients Know About Your Online Profiles

There’s a fine line between making your clients uncomfortable by aggressively asking for reviews versus simply letting them know about your online profiles and their ability to leave a review. 

To ensure your clients know they can leave a review, consider adding your social profiles to your website and email signature. If you have a Yelp page, for example, you can add a Yelp button to your email signature, which can immediately take them to your profile. If you’re a broker, you may also consider displaying social media icons in your brokerage’s storefront. 

#2. Make Engagement a Priority

You’re probably running a drip email campaign to keep your contacts up to date on market conditions, new listings and events. Consider adding new testimonials to the footer of your email. This not only helps your testimonials and reviews be seen by a wider audience, but is also a nice way of showing your clients you appreciate that they took the time to review you.

#3. Show Your Thanks

Always send a quick note or thank-you card to clients who review your services. Even if the review was less than stellar, you should still reach out. This is a great opportunity to acknowledge the feedback and put steps into place to learn and grow from the experience. 

How to Respond to Negative Reviews

While 17 percent of consumers say they would write a review after a positive experience with a brand, many reported that they would be more likely to write a review after a bad experience. If you don’t regularly monitor and respond to your online reviews, you risk sending a potential client straight to one of your competitors. But it’s not just the review itself that’s important. How you respond to that review is often just as important, if not moreso, than the review you received.  

When you respond to an online review, here are some things to keep in mind:

  • Don’t let your ego or pride get in the way. 
  • Always keep your response professional — don’t be defensive or let your feelings get the best of you.  
  • Be empathetic and try to imagine things from your client’s point of view. Try thinking of the client as a friend or relative — respond to the review as if you were talking to someone you care about.  
  • Do your best to try to resolve any issues and help the client — offer them an easy way to contact you directly to get the problem taken care of.  

Build Your Online Reputation

The importance of online reviews and your social reputation grows with every click from a client. To learn more about finessing your online presence, try our AgentEDU® course, Yelp for Your Real Estate Business, today. 

Get unlimited access to every other 10-minute video course on AgentEDU when you subscribe for only $19.99 per month.

_____________________________________________________________

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 seven-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.