Build a series of letters and load them onto your computer. With a few clicks of your mouse, you will generate an outbound correspondence that encompasses your prospective client list and helps them realize that you are sincerely interested in working with them. You must leave an indelible imprint in their mind, which will give you a competitive edge if they have not yet decided with whom they will work. You must rouse prospective clients to wonder:
"What will I miss out on if I don't work with this person?"
Once you motivate the prospect to ask that crucial question, your battle has been won. How can you prompt prospects to ponder this question? It's simple: Teach them! People instinctively want to learn, especially when it comes to "big ticket" transactions like purchasing real property and financing homes. The more you teach them, the more they will want to work with you, so it is important to establish yourself as a consultant.
Many subtle changes occur regularly during real estate transactions that can make buyers feel vulnerable and anxious. They're filled with all types of questions and they look to you as the expert. How do you read an appraisal? What are key components of a home inspection report? What are the various non-recurring fees associated with buying a home? What is tax deductible during the loan process? What are some characteristics to look for when selecting a skilled real estate agent? The list never ends. Draft documents that address consumers' concerns before they even ask.
By maintaining contact with your prospects on a weekly basis using a drip campaign that contains valuable educational material, you will have made yourself invaluable to them. You'll be amazed by how much your conversion ratio from prospect-to-client will skyrocket!
Great post and good motivation. I've adopted the "consistent contact until they tell me to leave them alone" method this past year. I want to be professional and only email my list once a month, but I plan to continue doing that. I've considered increasing my number of contacts per month.
I really enjoyed this great post.
It is nice to hear good infomation about never giving up on leads.
As long as clients keep getting the value that you are bringing to the transaction they will want to hear from you.
Darrell - I have closed more "old leads" than fresh ones. It seems as if a relationship is built over time and the trust is there moreso than the first call. Some of my leads were 2 years old and POW, next thing I know I'm getting their financing
Nevin, that has happened to me with referrals from current or past clients quite often. It does take time to build a trust relationship.
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