Working with a lead generation company has provided me fascinating insight into both real estate leads and representatives. I handled both ends: the customer and the representatives themselves, and my job was to make them both delighted. Yeah right. Easier stated than done.
The consumer side is easy - real estate leads desire a house worth, they want details on the market, they want a realty representative and we get them that. The realty representatives? Well that's another story - they basically desired whatever under the sun when it pertains to property leads. They wished to be handed people ready to note their homes with them as soon as possible, with no work included on the agent's part. They want listings, not genuine estate leads.
Well, if I might provide that consistently, all the time, I 'd either have a multi-million dollar company, or I 'd be doing realty full time myself. Get this through your heads representatives: there is no magic service out there that will hand you listings for a low fee. Rather, these services offer you with realty leads and it is YOUR task to turn them into customers. Got that? Property leads + you = customers!
YOU went to the classes, YOU studied up on sales and marketing methods and YOU printed up all sort of trinkets with your name and logo design on them for your property leads. Ergo, YOU should encourage your real estate leads to work with you. And if you're not transforming them, perhaps you require to take a look at your own techniques, rather than instantly blame the source of the realty leads.
By now, I have actually most likely heard every excuse under the sun regarding why online realty leads are bad or bogus. Which's all it is, an excuse, a police officer out to make you feel better about not being able to turn your property leads into listings. That being stated, here are the top 5 cop-outs I've heard throughout the years about following up with real estate leads and my responses to them.
1. I'm a new agent and nobody wants to utilize a new representative.
Well, how do they understand you're a brand-new representative? Did you announce it the second you talked with your realty leads? You don't need to talk your real estate leads that you're brand-new. If they ask, inform them, and be truthful, but don't simply offer the details. And how to you understand "no one" wishes to utilize a new agent - seem like a gross generalization to me. You won't understand up until you go out there and attempt - encourage your real estate leads that to be brand-new methods you're cutting edge, the best thing out there today, show them what a professional you have actually become, even if you're brand-new to the business. Just TRY to transform them. Presuming from the start your property leads will not wish to utilize you because you're new doesn't even provide you an opportunity.
2. Some real estate leads are on the Do Not Call Pc registry.
So? There's no such thing as a Do Not Knock list. If your property leads are on the DNC Registry and you feel THAT uncomfortable running the risk of a call, you need to have your butt in the vehicle, directions in your hand and preparing yourself mentally for your introduction once you knock at their door. And in fact, according to the basic rules of the Do Not Call Windows registry, if a consumer on the lists makes a questions (which is what online property leads are!), you can call them for up to 3 months after the inquiry. So you've got 3 months to get them on the phone, after that, there's still always that door! Don't use the DNC as a cop-out approach with realty leads. It's a flimsy excuse.
3. It's less than professional to go knock on somebody's door.
This is the line I usually got after recommending visiting the residential or commercial property. My thing is, who said so? Who told you it is less than professional to go visit your realty leads' houses and drop off the information they requested? That refers opinion and as long as your property leads don't believe it's unprofessional, you're good. And by revealing initiative and heading out of your way to fulfill your property leads, you may have just made a customer for life.
4. These realty leads are too far from my area, or it's in a very bad part of town.
This is most likely my favorite police officer out, due to the fact that it simply sounds ludicrous to me. If your realty leads are too far, why did you sign up for that location? Or, if you are getting some real estate leads out of your location, how far? Most of the time, agents grumble about having to drive thirty minutes away. To me, 30 minutes of my time is DEFINITELY worth the fat commission check I might get. And if some real estate leads are too far, haven't you EVER heard of a REFERRAL COMMISSION? Find a great agent in the lead's area and send it on over. That method you'll still get a part of the commission AND you've conserved 30 valuable minutes of your time.
When real estate leads are in a bad part of town, it generally suggests it's a very low-value home and is located in either a ghetto or backwater someplace. It pisses me off when realty representatives say that the home isn't worth their time. Guess what pal? When you got your license, you got understanding that others don't have, but will need eventually. You ought to be willing and available to share this with your realty leads, no matter what the economic status of their home and earnings is. If you don't wish to assist them, nobody can require you, but you are a BAD representative if you're not at least going to discover someone who will your realty leads.
5. If they wanted to be called, they would have provided all their right contact details.
This is a tough one, because on one level Article source I do agree with this RATHER. Realty leads who provide a reputation, number, address and email seems to be more friendly than real estate leads that have fake names, or phony numbers, and so on. However once again, this declaration is truly a matter of opinion. You have NO concept what's going through the customer's head when they filled out their info. Possibly they're not technically smart and believed if they put their contact number over the Web, everybody would get it. Perhaps they mistyped something. Maybe they do not wish to be hassled daily by telemarketer calls but DO still desire the information. Till you really touch base with your realty leads, you have no concept where their head is at. What would hurt worse, getting a phone slammed in your ear, or losing out on a $15,000 commission because you BELIEVE they didn't need anything because they gave a wrong contact number?
These 5 objections are truly simply cop-outs and reasons in camouflage for not following up with your property leads. And quite flimsy ones at that. If these are your objections to your real estate leads, you require to stop relaxing believing up objections and just go out there and GO. Start calling those realty leads, start making telephone call and sending out postcards. You may not transform them all, but I guarantee if you put your all into following up with every one of your realty leads no matter what objections you might have, you will see a SUBSTANTIAL boost in your conversion rate. You simply need to act and TRY.