LONG TERM Lead Conversion for the Patient Realtor®

By
Real Estate Agent with Liberty Homes RS-#62825

I've always believed that a personal relationship develops between Realtor® and client, no matter how much we say we "keep it all business".  Healthy boundaries are always front and center and we give the home buyer or seller honest, straightforward advice and direction.

But there is ALWAYS some kind of connection that will draw in the client to feel comfortable and at ease with the Realtor® of their choice.

OR NOT.

We talk about lead generation and converting leads to closings; but what about those that decided to wait awhile before taking that big step?

Just because they weren't ready or something didn't happen right then and there do we let that lead go to the wayside? What about the seller that decided to take their home off the market because of life's circumstances?

Making that connection during that first part of a ‘relationship' with a client is going to determine if that lead or client returns to you when it IS the right time.

OR NOT.

You know you did everything right when a client comes back a year later to announce that it's time to proceed. You know that you did the right thing by keeping in touch once in awhile. You surely knew when it was time to step back and let them breathe and allowed THEM to decide when it was the right time.

Nurture these relationships wisely with the tools you have.

This is "long term" lead conversion.

Yes, I did everything right.

Posted by

                                                       

 

Celeste "Sally" Cheeseman  is a Realtor-Associate® and Certified Residential Specialist (CRS) with Century 21 Liberty Homes in Mililani, Hawaii. With a sharp understanding that a listening ear is the key to a client's needs  she serves the island of Oahu (Honolulu County) and all Hawaii Military Relocations, Hawaii Retirees, Hawaii Job Transfers and Hawaii Residents, Home Buyers and Sellers.

 

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Hawaii Real Estate and Relocation Blog.

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Rainer
76,706
Mike Sparks
The House Company Galveston Texas - Galveston, TX
Galveston Island Real Estate

Good point.  Long term relationships and referrals are the only sure way to stay in business.

Jan 29, 2010 11:15 AM #4
Rainer
230,656
Stephanie Reynolds
Integrity First Financial Group, Inc. - Santee, CA
East County San Diego Homes 619-838-4408

This is so true Sally. I am all about forming good relationships today for the long term. They may not be ready today, but they WILL remember me when they are. It is about being real.

Jan 29, 2010 12:04 PM #5
Rainmaker
1,037,169
Kathy Clulow
RE/MAX All-Stars Realty Inc. Brokerage - Uxbridge, ON
Trusted For Experience - Respected For Results

Sally-  the picture tells it all ... if you can't think like a gardener who nourishes those seedlings you will not get a crop to harvest..

Jan 29, 2010 12:23 PM #6
Ambassador
4,425,166
Jeff Dowler, CRS
eXp Realty of California, Inc. - Carlsbad, CA
The Southern California Relocation Dude

Sally - you make an excellent point here. There are many folks who are looking on -line who may not do anything for 1-2 yrs or more. I have several I have stayed in touch with and we are approaching year 3. And NOW they are ready.

As you point out, the key is staying in touch, building a bond, and maintaining a relationship that they are comfortable with

Jeff

Jan 29, 2010 01:15 PM #7
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George Souto
George Souto NMLS #65149 FHA, CHFA, VA Mortgages - Middletown, CT
Your Connecticut Mortgage Expert

Sally I have done several loans for people that took years to materialize, and this week was an example of that.  I did a loan for a couple that I have been working with for over 2 years.  At first it was getting their credit corrected, and then it was working with them through several offers on houses that they did not get.  But this week their offer was accepted, and we met to do the loan.  This is a people business and if we are there through their trials, then we will be there for their victories.

Jan 29, 2010 01:21 PM #8
Rainmaker
2,571,084
Rebecca Gaujot, Realtor®
Lewisburg, WV
Lewisburg WV, the go to agent for all real estate

Sally,  great news and post on lomg term lead conversion....nurturing is good, and you proved it.

Jan 29, 2010 01:27 PM #9
Ambassador
2,030,213
Hannah Williams
HomeStarr Realty - Philadelphia, PA
Expertise NE Philadelphia & Bucks 215-820-3376

Sally,...It is a wonderful feeling isn't it

Hannah

Jan 29, 2010 02:07 PM #10
Rainmaker
2,950,193
Laura Cerrano
Feng Shui Manhattan Long Island - Locust Valley, NY
Certified Feng Shui Expert, Speaker & Researcher

Sally, I am fortunate that clients that have used my services in the past will call for a new home or business or just because they'd like another consultation.  I do keep in touch with most of them and they do appreciate it and remember me. 

It's wonderful advice to stay connected, even if it's only occasionally.

Jan 29, 2010 02:38 PM #11
Rainer
295,621
Stephen Kappre
KW Hometown - Mantua, NJ
Helping You Home

I think it is about being sincere and straightforward. I recently had to tell a commercial client of mine that he couldn't refinance, so I made the (difficult) call. About a month later I found a lender to write the loan. The client was very happy to hear from me. So I think how we handle the sitations when they aren't so comfortable says a lot to the clients.

Jan 29, 2010 02:59 PM #12
Rainmaker
1,188,915
Jane Peters
Home Jane Realty - Los Angeles, CA
Los Angeles real estate concierge services

You only get one chance to make a first impression.  It has better be a great one.  It is is they will remember you.

Jan 29, 2010 03:48 PM #13
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Katerina Gasset
Get It Done For Me Virtual Services - Wellington, FL
Get It Done For Me Virtual Services

Sally- You deserve it too. They felt your sincerity and your caring nature. We just listed another listing the same way, they waited for a year and then called us again. It is a great feeling to know you did something right:) 

Jan 29, 2010 04:32 PM #14
Rainmaker
1,157,329
FN LN
Toronto, ON

It's a good idea to nurture good quality leads who intend to purchase over the longer timeframe if they are honest about the timeframe that they expect to conduct the transaction.  In the meantime, you never know if they will send you referrals.

Jan 29, 2010 11:30 PM #15
Ambassador
1,092,175
Celeste "SALLY" Cheeseman
Liberty Homes - Mililani, HI
(RA) AHWD CRS ePRO OAHU HAWAII REAL ESTATE

Marc: Exactly!

Katerina: They do come back if they are treated right and not kicked to the curb.

Jane: You're so right. Some make a lasting impression.  Good or bad will determine that future client.

Jan 30, 2010 02:15 AM #16
Ambassador
1,092,175
Celeste "SALLY" Cheeseman
Liberty Homes - Mililani, HI
(RA) AHWD CRS ePRO OAHU HAWAII REAL ESTATE

Steve: it sure does...and when we're able to give them the help they need they appreciate more!

Carole: No matter what they will know you are thinking of them.

Hanah: YUP!

Rebecca: Thanks...There are others who are in the same frame of mind....

Jan 30, 2010 04:46 AM #17
Ambassador
1,092,175
Celeste "SALLY" Cheeseman
Liberty Homes - Mililani, HI
(RA) AHWD CRS ePRO OAHU HAWAII REAL ESTATE

George....Need we say any more than what you stated?  This is a people business and if we are there through their trials, then we will be there for their victories.

Jeff: It doesn't take but a few minutes to show them we care and are there when they do decide they need us.

Kathy: NO crop is on target for giving a simple point.

Jan 30, 2010 04:48 AM #18
Ambassador
1,092,175
Celeste "SALLY" Cheeseman
Liberty Homes - Mililani, HI
(RA) AHWD CRS ePRO OAHU HAWAII REAL ESTATE

Stephanie; What more could one want than a relationship that is REAL? 

Mike: It sure is....they do come back.

Judi: A future indeed.

Jan 30, 2010 04:51 AM #19
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Loreena and Michael Yeo
3:16 team REALTY ~ Locally-owned Prosper TX Real Estate Co. - Prosper, TX
Real Estate Agents

Sally - When I meet clients, it is almost impossible to meet them at a professional level. I'm just that way. They become a friend. A friend dont pesture a friend (my policy). I believe when the right time is here, they will make the move - with or without me.

Jan 31, 2010 11:09 AM #20
Ambassador
2,091,088
Barbara-Jo Roberts Berberi, MA, PSA, TRC - Greater Clearwater Florida Residential Real Estate Professional
Charles Rutenberg Realty - Clearwater, FL
Palm Harbor, Dunedin, Clearwater, Safety Harbor

The thing about these long term relations is that when they want to sell and purchase again, you often hear from them again - you have a friend/client for life!!!

Feb 01, 2010 06:42 AM #21
Rainmaker
925,283
Elyse Berman, PA
Best Connections Realty, Inc. - Boca Raton, FL
Boca Raton FL (561) 716-7824 CRS, ABR, GRI,ePR

I am meeting with two couples in the next month that I have been dealing with through emails for over two years.  I'd say that's long term!

Feb 01, 2010 10:53 AM #22
Rainmaker
356,292
Carol Culkin, ReeceNichols
ReeceNichols Real Estate - Overland Park, KS
Overland Park Residential Real Estate

Sally - Leads shouldn't just come and go, often times they need to be cultivated.  So true. What a great topic. 

Feb 05, 2010 08:26 AM #23
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