CLOSE MORE LEADSTIPS FOR CLOSING ONLINE LEADS

Convert more leads into clients by following three important practices.

Always communicate promptly

Connect with potential clients in effective ways

Keep contact consistent and relevant

Always Communicate Promptly

Strike while the iron is hot! Always strive to respond to incoming leads within five minutes. Although there are legitimate reasons you may not always be able to answer right away, keep in mind that people searching for homes online expect instant gratification, especially when seeking information.

When an inquiry is made through realtor.com®, the consumer has found a listing that’s captured their interest. It’s likely that they will quickly move on to view another property if they don’t receive a prompt response from you. This could cost you a potential client. According to the National Association of REALTORS®, 51% of homes purchased in the U.S. are found by the buyers themselves when searching online.1 If they reach out to you, it’s critical to respond before they reach out to another agent.

Realtor.com® ConnectionsSM for Buyers and AdvantageSM Pro leads include instant notification and a clickable phone number viewable on your smartphone.2 This makes it effortless to initiate a call the moment you receive the lead.

Smart tips –

1. Set-up your customer leads to route to a specific phone number or email address, so they stand out for immediate follow-up.

2.Have pre-written texts and emails available, to immediately let prospective clients know that you’ve received their inquiry and will be with them as soon as possible.

Connect Effectively with Clients

Once you’ve made contact with the lead, set up a time to talk. Our Top Producer® CRM solution has mobile tools allowing you to schedule appointments instantly from your smartphone.

1National Association of REALTORS® Profile of Home Buyers and Sellers, 20162Move, Inc. will verify phone numbers and email addresses by submitting them to a third-party service for the purpose of confirming that the phone number or email address does in fact exist. However, we are unable to determine whether the phone number or email address actually belongs to a person with the name provided by the prospect.

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CLOSE MORE LEADSTIPS FOR CLOSING ONLINE LEADS

Generally speaking, wait to share important information about the listing until you’re able to speak with the prospective client at length, ideally, in person. Why? If you reveal too much information up front, prospective buyers have no reason to respond to you.

After reaching the prospective buyer by phone, schedule a face-to-face meeting as soon as possible. If you are unable to arrange attending a showing together, suggest meeting for a cup of coffee where you can review property details. Meeting face-to-face goes a long way toward forming the client relationship.

If a buyer is out of town or unable to meet face-to-face for other reasons, you can still effectively connect. We recommend follow-up calls, email, text, social media channels and Skype. Staying in touch with the client builds the relationship.

Naturally, you want buyers to contact you about any additional properties they may find online. This happens when you build a strong connection with timely attention and professional interaction.

Keep Contact Consistent and Relevant

Whenever a lead contacts you, respond in a helpful way. Never ignore contact from a prospective client. If the lead fails to reply to your original email within 48 hours, try one of the approaches detailed below:

Email the prospective buyer with details of three or four comparable properties.This demonstrates your knowledge of the market. If you don’t receive a response,create a brief bio and e-mail it to them to showcase your expertise.

Email the prospective buyer a link to all MLS listings (affording the buyer the chanceto see what the market has to offer). Set-up automatic listing alerts for properties inthe same market and the same price range to send to the buyer

Continue trying to contact the prospective buyer. Online leads frequently require repeated contact in order to convert.

If you take the initiative with regular follow-up, buyers will often warm up and respond well. Ideally, use contact relationship management software with automatic drip marketing to keep in contact with your leads.

Information is deemed reliable but is not guaranteed. Does not constitute professional advice.