Real estate is more than just a game of buying and selling houses, it is an artform and it requires an individual who understands the art of dealing with people.
Buying and selling a home is an emotional and challenging decision for a lot of soon-to-be and current homeowners. When it comes to closing a deal, there are many things you can do to take your leads and turn them into a closed deal.
- Follows-Up on Your Leads
Whether you have an active lead or an inactive one, you always need to follow up on them. If your real estate marketing has generated leads for you, but you are not following up on them, then you are wasting them.
Think about it like this, if you have a list of leads that have expressed interest in buying or selling their homes, it would make sense to follow up with them and to try and close a deal, right? Of course, it does, but a lot of real estate agents get cold feet when it comes to the notion of following up on their leads.
Even worse, many REALTORS® stop chasing the lead after their initial call. But did you know that the majority of leads turn into sales after several calls? Sometimes it can take more than four interactions for you to turn that lead into a closed deal.
The best real estate agents follow up on their leads because they understand the importance of converting them. A converted lead is a net gain no matter how you look at it and gains are always good for your business.
- Fulfill Their Needs
While it is important to follow up on your leads, you need to offer them something useful.
Ask yourself this, why should they choose you over your competition? What helps you stand out from the pack? Start by identifying your unique selling point and making sure that your potential clients understand why you are better and how you can help them.
This is often known as fulfillment.
If you are following up on leads, your potential clients need you to be ready to help them when they are ready to buy or sell a home.
They want you to be ready to answer their questions and to reassure them. Real estate may be easy for you, but the average consumer and homeowner feels intimidated by the entire process and they are relying on you to make sense of it all and to make the process as simple as possible.
- Flaunt Your Success, But Don’t Overdo It
It’s basic human nature to want to brag about our successes. There is nothing wrong with letting your potential clients know that you are successful at your job, so long as you don’t overdo it.
Your leads will be far more likely to work with you if they feel you are established and good at your job. This is one of the main reasons why testimonials are an important part of business in nearly every industry.
If you’ve managed to close the majority of your deals at asking price or above, or have a track record of helping homebuyers find their dream home, it’s perfectly acceptable to advertise that on your website and to let your leads know about it.
In the end, it all comes down to how you convey your message and your ability to reassure your leads that you are the best REALTOR® in the business.
Are you ready to build that lead list? If so, InCom Real Estate is ready to help you develop a long list of leads so that you can put these tips into practice.