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Leads are people too: Four ways to persist without turning people off
Industry visionary Brian Boero, of 1000 Watt Consulting, recently wrote about how many top real estate companies are working their leads in highly aggressive ways — in short, he says, real estate agents are starting to “digitally waterboard” their leads with between 21 and 43 touches designed to convert at any cost.
What agents aren’t considering, Boero, says, is how these potential clients want to be treated after they come in as a lead. And while you can certainly work to repair a relationship that commenced with light stalking, wouldn’t it be better to start off on the right foot?
Below are four tips for keeping it real and finding the human connection when you are working to engage and convert new leads.
1. Do some research before you reach out
Yes, the five-minute response is important. You may consider automating an initial response to a lead saying that you’re busy at the moment but will be in touch soon. But in the time between that automated text (or email) and your initial call, be sure to spend a few minutes thinking about how to engage the lead on a personal level.
If they’re a clear buyer lead, Google their name or look them up ... more

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