HARRY'S 4 STEPS TO CLOSE REAL ESTATE INTERNET LEADS

By
Real Estate Agent with Real Estate and Beyond, LLC SA535849000
http://activerain.com/droplet/4YQS

 HARRY'S 4 STEPS TO CLOSE REAL ESTATE INTERNET LEADS

PHOENIX REAL ESATEThe real estate market is expected to pick up over the next six months since mortgage rates will be low, low inventory, and new mortgage products easier for home buyers. This is a perfect storm. However, I meet real estate agents that do not know how to generate their own leads. They continue to take educational courses because their broker tells them to attend as many classes as possible. Then, these agents are ready to do their first deal. Real estate is a contact sport which means we have to converse with people to generate real estate leads. Agree? I mentor agents to learn what to say in different situations such as listings, investors or just people who want to purchase a primary home. They can at least create the lead to have me with them during the meeting so I can control the outcome of the meeting. I am a resource for them.

The Shift by Gary Keller mentions the process for obtaining a lead. I have fully defined my process below for my team. I have had this process before his book came out. Please review the 4 Cs when it comes to Internet Lead Conversion process for the Real Estate and Beyond Team.

 

  1. CREATE-Gary Keller reminds us in both of his real estate books that Realtors are in the lead generation business. That means we have to create leads. There are too many real estate agents waiting for the phone to magically ring on a daily basis. I have learned to master this skill to create leads through multiple web sites for niche markets I represent, monthly newsletters, market my listings to generate leads both local and Internet, sphere of influence, Craigslist, word of mouth, passing out my business cards to everyone I come in contact with on a daily basis, contact my database throughout the year, hold workshops for public to attend, loan officers, ActiveRain Blogging, and COFFEE.
  2. CAPTURE-Here is another skill by itself. How do you capture the lead? It is very exciting when people call you from one of your call capturing skills. However, we must do something with this lead to make it happen. Personally, I keep my writing pad with me all the time to obtain the simple information such as Name, Contact Phones, Address, Email Address and purpose of the call. Then, I go for the direct close by asking them can we meet in the next couple of days. I have deduced that the direct close is my best method since I am from New York.
  3. CONVERT This is ones ability to ask for the business. The client must know that the real estate agent is confident enough to do the task in front of them. Steps 3 and 4 are quite easy for most agents since they know how to close business. I believe most real estate agents have a hard time with #1 and #2. Personally, I have developed this skill to a science.
  4. CLOSE-I have a saying "Done Deal with Delia." I close my deals. Are there obstacles to overcome? Yes! One must listen to their client to deliver the goods. That means we have to listen to our clients needs and show them the product needed by the client. There are times we must use other means to find real estate deals other than the MLS. This is where I have differentiated myself from the wolf pack.

 

ABC'S OF REAL ESTATE "ALWAYS BE CLOSING"

 

Posted by

Make the Call, Set the Plan, Do the Deal$!

Feel free to listen to my Radio Show to learn more about the phoenix real estate market, new trends, and the latest opportunities.  The Real Estate and Beyond Radio Show Airs every Saturday from Noon-2:00pm on Conservative Newstalk KKNT 960am in Phoenix, Arizona.  You can listent to past shows, or stream on-line.

 

Phoenix Real Estate Resource Center

 

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Ambassador
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Harry F. D'Elia
Real Estate and Beyond, LLC - Phoenix, AZ
Investor , Mentor, GRI, Radio, CIPS, REOs, ABR

Will Hamm keep it simple and make it happen

Jan 15, 2017 08:00 AM #7
Ambassador
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Harry F. D'Elia
Real Estate and Beyond, LLC - Phoenix, AZ
Investor , Mentor, GRI, Radio, CIPS, REOs, ABR

Julie Larson | Sarasota's Suncoast Realtor® do not require it

Jan 15, 2017 08:01 AM #8
Rainmaker
625,169
Bill Roberts
Brooks and Dunphy Real Estate - Oceanside, CA
"Baby Boomer" Retirement Planner

Hi Harry F. D'Elia You New Yorkers and ex-New yorkers seem to have too much energy. I guess I'm just jealous.

I agree with Maria Sapio "Always be closing." That attitude will carry you a long way.

Bill Roberts

Jan 15, 2017 08:01 AM #9
Rainmaker
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Gita Bantwal
RE/MAX Centre Realtors - Warwick, PA
REALTOR,ABR,CRS,SRES,GRI - Bucks County & Philadel

Thank you for the great tips. I will bookmark this post and read again.

Jan 15, 2017 08:08 AM #10
Rainmaker
2,638,366
Sally K. & David L. Hanson
Keller Williams 414-525-0563 - Brookfield, WI
WI Realtors - Luxury - Divorce - Short Sale

A strong educational base followed by a system that works for follow thru is a winning/selling combination.

Jan 15, 2017 08:58 AM #11
Rainmaker
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Sheri Sperry - MCNE®
Coldwell Banker Residential Brokerage - Sedona, AZ
(928) 274-7355 ~ YOUR Solutions REALTOR®

Hi Harry F. D'Elia -  You provided a lot of good information to "Always Be Closing"! I like your answer to Joan Cox on texting!!!

Jan 15, 2017 11:32 AM #12
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Harry F. D'Elia
Real Estate and Beyond, LLC - Phoenix, AZ
Investor , Mentor, GRI, Radio, CIPS, REOs, ABR

Bill Roberts it is built into our DNA

Jan 15, 2017 03:30 PM #13
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Harry F. D'Elia
Real Estate and Beyond, LLC - Phoenix, AZ
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Gita Bantwal here to serve all

Jan 15, 2017 03:31 PM #14
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Harry F. D'Elia
Real Estate and Beyond, LLC - Phoenix, AZ
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Sally K. & David L. Hanson it is about consistency

Jan 15, 2017 03:31 PM #15
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Harry F. D'Elia
Real Estate and Beyond, LLC - Phoenix, AZ
Investor , Mentor, GRI, Radio, CIPS, REOs, ABR

Sheri Sperry - MCNE® more people respond to texting these days

Jan 15, 2017 03:32 PM #16
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Noah Seidenberg
Coldwell Banker - Evanston, IL
Chicagoland and Suburbs (800) 858-7917

Very good Harry. I have multiple sites for different neighborhoods and it works. Great post today.

Jan 16, 2017 04:17 PM #17
Rainmaker
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Jill Watts
Realty Pro, Inc. - Vancouver, WA
Multi Million Dollar Seller in Clark County WA

You are very direct! Thanks for the tip to "meet in the next couple days." That's a strong strategy.

Jan 16, 2017 04:35 PM #18
Rainer
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Dörte Engel
RE/MAX Leading Edge - Bowie, MD
ABC - Annapolis, Bowie, Crofton & rest of Maryland

Dear Harry,

Love your sneaky #5 coffee. Definitely keeps the others moving.

Jan 16, 2017 06:18 PM #19
Rainmaker
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Peter Mohylsky
BETTER HOMES AND GARDENS REAL ESTATE - Destin, FL
Your Bucket List Broker in Destin, Fl..

Good information and comments, thanks for your insight and observations.

Jan 17, 2017 06:26 PM #20
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Harry F. D'Elia
Real Estate and Beyond, LLC - Phoenix, AZ
Investor , Mentor, GRI, Radio, CIPS, REOs, ABR

Noah Seidenberg thanks for the confirmation

Jan 18, 2017 04:38 AM #21
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Harry F. D'Elia
Real Estate and Beyond, LLC - Phoenix, AZ
Investor , Mentor, GRI, Radio, CIPS, REOs, ABR

Jill Watts it does work

Jan 18, 2017 04:39 AM #22
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Harry F. D'Elia
Real Estate and Beyond, LLC - Phoenix, AZ
Investor , Mentor, GRI, Radio, CIPS, REOs, ABR

Dörte Engel coffee keeps me going in the morning

Jan 18, 2017 04:40 AM #23
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Harry F. D'Elia
Real Estate and Beyond, LLC - Phoenix, AZ
Investor , Mentor, GRI, Radio, CIPS, REOs, ABR

Peter Mohylsky here to serve AR members and public

Jan 18, 2017 04:40 AM #24
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Thom Abbott
MyMidtownMojo.com |770.713.1505 | Intown Atlanta GA Condo Living - Atlanta, GA
Midtown Atlanta GA Condos For Sale

Love it! Great article!

 

Jan 21, 2017 07:39 PM #25
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Harry F. D'Elia
Real Estate and Beyond, LLC - Phoenix, AZ
Investor , Mentor, GRI, Radio, CIPS, REOs, ABR

Thom Abbott thanks very much

Jan 21, 2017 09:27 PM #26
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