There's a lot of things that are important when you're trying to convert internet leads and what to do with them when you make the appointment.
Agents are losing money and business each year because of a lack of knowledge of internet lead conversion and lead "follow up".
Lead follow up is the most important phase of the sales process and this is exactly what agents fail to understand.
Understand that lead follow up is a numbers game calling these leads daily and asking for an appointment is the most important step in converting leads.
1. Follow Up
The primary purpose of lead follow up is to Get The Appointment!
Appointments leads to contracts and contracts leads to MONEY! Got that so far?
What to say when you follow up is just as important as picking up the phone or making that email stand out above all the others.
Asking the right questions is key. What questions do you ask? That's the key to following scripts.
The definition of a script is the following: Text instructing somebody what to say: a real or imagined piece of text setting out what somebody is to say or do on an appointment or meeting!
The Anxiety of most agents is that they don't know what to say and how to locate a seller or buyers motivation.
Without knowing the seller or buyer's motivation is like driving a car without knowing the destination and nobody gets anywhere doing that.
Ask them the hard question as to when the want to sell and where they are going, and most important as to how long or when do they want to be there.
Go ahead and ask the question, don't be bashful - Be Bold!
Mr. and Mrs. Seller, " On a scale of 1 to 10, 10 being the highest motivation - How soon do you have to sell your home and what time frame do you have to be there? When do you want to move!
Period - End of Story
If they say as soon as possible - you have them at When!
If they say ten - great then you proceed to the next phase of the sales process. If they give you a low number than it is not a good appointment to go on - no motivation leads to problems in the future - remember I told you so!
2. Marketing Plan
This is what separates the the winner's and losers - those that walk out with the listing agreement signed or you go home with your tail between your legs. ( Everybody has been there - Be Brave! )
First question the seller will ask you is how are you going to sell my home fast and for the money I want to get out of this property.
Great question:
There are two approaches to selling a home - Passive and Aggressive
A passive approach is what most agents in real estate do, almost 99% of agents take this passive approach to selling homes.
This passive approach is like being in a shark cage with a Great White shark trying to take away the value of your home.
You see if I just put your property into the Multiple Listing Service like those passive agents do and just hope someone else is going to sell your home for me, the property value on your property would decline each week, each month there is no buyer for your home and no contract.
- That's the Passive Approach
And the sharks are eating your profits!
My Marketing Plan is the Aggressive Approach!
1. Internet Exposure
Buyers start their search for properties on the internet and after that they contact a local agent to work with whom they feel confident that the local agent knows the area and knows the best properties on the market.
We market our properties on Realtor.com, which is the most visited website for home buyers in the country, and you can only market your property on Realtor.com through a Realtor who belongs to the local Board of Realtors.
The other aspect in creating internet exposure is creating professional pictures of your property and the best description of the property that would cause excitement and desire for potential customers.
I am the marketing expert in the area, thats what I do, and I do it full time!
Also, there are many local websites and realtor network sites that I place your property and it gives the greatest exposure which will net you the most money for your property.
Supply and Demand creates value - Exposure brings Demand for your property.
2. Marketing to Top Agents In the Area
I contact the top buyer agents in the marketplace to inform them that your property is for sale and on the market, and invite them to bring buyers to your home.
3. Aggressive Phone and Internet Call Capture
Explain to the seller that you call daily to people buying and selling real estate and speak to 4- 50 people everyday about buying and selling real estate.
I go and find buyers for your home - I do not just wait for a buyer to come or another agent to bring a buyer.
4. Price the Property Correctly
This is the most important, yet "touchy" part of the interview with the seller. Follow carefully.
Now this goes without saying - You must do your homework. You are the professional. You have all the tools to price the property correctly. Again, Be Bold!
Mr and Mrs. Seller, I have carefully prepared the market condition study of your property, the area and market sales prices.
As the Real Estate expert in the area, my job is to study properties and the prices that have been sold in the last three months. Banks have been tough on appraisals and if the potential buyer is financing the property, there will be an appraisal completed on your home, and the bank will not over pay for your property. There is a third party involved, and there is no emotional attachment with the property whatsoever from the bank.
The buyers can fall in love with your home, but if they are financing it with a bank, it must appraise at the contract price.
That is why they call me the expert so we can market your property and market price and we will not run into an appraisal issue with the banks.
Mr. and Mrs. Seller, Think about the buyers motivation for a moment. Buyers have the advantage in this market conditions, there are many choices out there. The property that offers the BEST VALUE gets the contract in today's market.
Present the active, pending and closed sales in the area - comparable to the subject property. Seller's are not ignorant - they have awesome tools at there disposal thanks to the internet, so be prepared, do your homework.
When it is all settled, you have explained everything - with a happy face and a concerned and thoughful presentation - You are ready to convert the lead -
Close the deal! -
That's exactly what you want in an agent - expect an agent to do for you - is to find a buyer for your home, Isn't that right?
Here's the pen - Put me to work for you...Sign the Listing Agreement!
"For other methods of converting internet leads, be sure to check out giftofshift.com/activerain you can 
purchase a limited edition hardcover of Gary Keller's book SHIFT, which comes with a free version of the eBook Soci@l: Attract Friends, Followers and Connections to Your Business, written by Ben Kinney and Jay Papasan (in which Ben shares his 'ten days of pain' lead conversion method) as well as free audio versions of Millionaire Real Estate Agent and Millionaire Real Estate Investor all for $19.99."
Nicholas Goglucci, PA., CRS
Re/Max Hall Of Fame Member - 2009
Certified Short Sale & Foreclosure Resource Specialist
Certified Residential Specialist
Certified Luxury Home Marketing Specialist
e-Pro Certified
Re/Max ParkCreek
121,614 Associates in 6,960 offices in over 65 countries
Direct Line: 954-650-7800
Fax Line: 954-653-1481
www.GoglucciTeam.com
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