We can all gather leads. At at open house. In line at a store. At an event. Easy. It's what happens next that matters. We need to convert those leads to solid clients. Appointments. And even if it doesn't happen right now, we can't drop the ball. They need to go in the database, be touched with mailings & phone calls. Too many times leads are just let got. These SHIFTing times require tough pursuit of leads. This brings up another of the Twelve Tactics for Tough Times.
Tactic #5 - Get to the Table - Lead Conversion
In SHIFT, Gary Keller really hit home for me with his description of what I though of myself
"an honest, servant-hearted, information-providing, will-do-whatever-it-takes-no-matter-how-long-it-takes, you-want-it-you-got-it real estate agent."
Although there isn't anything wrong with serving others, it doesn't add up to closed sales. And without closed sales, I am not going to be around to provide all the services that I want to.
The key to a lead is getting the contact information. Without a phone number to call the lead - you can't set up an appointment. And that is the goal. Setting that appointment. I loved what Gary said about carrying business cards - he doesn't! When he's asked for his card, Gary pulls out his pen & paper and replies, "Thanks for asking. I'm sorry I don't have one with me, but what is your name and address and I'll get one to you." That works for him. It may not work for me but it sure has me thinking about creative ways to obtain that lead's information.
Another way for me to capture that lead is to avoid the yes/no questions. Especially when trying to set the appointment. I avoid "What day is good for you?" too. Instead, I employ the choice technique. "I've got my book in front of me. Which Is better for you; Wednesday at 10 AM or Thursday at 3 PM?"
SHIFT has many other suggestions including TEN CLASSIC CLOSES THAT WORK. This section is definitely a highlighting experience waiting to happen - so BUY THE BOOK! You can purchase it by going to giftofshift.com/active rain.
Susan Brown, Your Texas Connection sells real estate in Walden on Lake Houston, Eagle Springs, Summerwood, Atascocita, TX, Kingwood Greens, Royal Shores & Kingwood, TX - just to name a few! Susan's the team leader for Your Texas Connection at Keller Williams Realty NE. Visit their website for more in depth info about the team and what they can do for you. Or call Susan direct (281) 415-1454 if you'd like her to start working on your behalf today!