International Real Estate
Trainer and Coach Tom Ferry had a recent blog post that captures in 7 direct
steps a handful of the truths of our real estate business. Here’s Tom’s
insight:
There is one problem that every agent faces…
With the low cost of online leads, finding them
isn’t the issue…
Converting leads is the problem.
Because when you convert more leads, your costs go
down, and your profits go up!
The Solution
So how do you stand out among the over 1.2 million
agents and convert more of your leads?
1. Know Your Outcome
Before
you call, text, or email your leader, be clear about your outcome. Know your
leads; be in the right mindset by knowing your outcome.
“What
is your bulls eye?”
2. Always build Rapport
Don’t assume
report. Build rapport with every client you talk to. Take the time to match
their tonality, volume, rate of speech, and language with yours.
3. Call, Voicemail, Text, Email, and
Video
Each client likes
to use different types of modality to communicate. Use the one the client is
most comfortable with to contact them.
4. Master the Basics of
Prequalification
Know the basic
questions when meeting with new prospects. Find out what is really important to
them early on.
5. Capture the Details to Create
Greater Context
Have a greater
relationship by capturing more context about the client. Use the information
you know about them as a point of reference to build rapport.
6. Put Them on a Follow Up Plan
It is important to
be aggressive to keep contacting the client until you get the appointment so
they will reach out to YOU instead of the listing agent.
7. Never Accept a “NO” Or a “Maybe”
Solve the problem
instead of letting them off the hook. Don’t get off the phone without booking
an appointment.
Great advice in a nutshell--hard work but well worth the effort!
David M. Hassler
VP, Professional
Development
No comments:
Post a Comment