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After Lead Generation, You Must Listen Well

By
Services for Real Estate Pros with Goprosystems

The tools that Go Pro Systems provides are great for lead generation and lead conversion. We even have  new "3 in 3"" guarantee- real estate agents we'll help you generate three listings or three buyers within three months, but when that is all over it will still be up to you to pay attention to what your clients are saying.

That's right technology can and will get you there, but once you are there, it is up to you to take the ball and run with it. If your efforts lead to you meeting and conversing with potential clients, but do not lead to actual sales, you may have to stop and ask yourself why. None of us wants to think that we are not quite getting it right, but if we are not getting the results we want,we do need to reflect on why this is.

It is also possible that you are not listening to or connecting with clients effectively. Sometimes we can show a client exactly what they said they were looking for and still not make a sale. Why is that? One reason is that while people may articulate their desire for one kind of property, their actions and lifestyle may indicate that they really need to be looking for something else. This does not mean that you should declare to clients that you know what is best for them.

What it does mean is that you should pay attention to what they tell you about their background, plans and lifestyle. If you think that that someone who says they are shopping for condos would do better with a stand-alone house or someone who wants to live in one area might like another better, gently steer them that way. Ask if they would mind going to look at propertied in X neighborhood, mention that you know they want a condo, but that because of their (job, family situation, hobbies, etc.) you think it would be worth their while to consider the homes you want them to see.

Put your real estate knowledge to good use to help guide your clients in ways that will benefit you and them.

Posted by

 

Ann Gravel
Pat Bennett Realty - Plaistow, NH

Hey Jon, your right on the money.  Sometimes we have to wear Guru hats to realize a client might be saying one thing and actually wanting another.  Good Post.

Ann

Jul 13, 2010 05:07 AM
Cara Marcelle Mancuso
Golden Girls with SW Desert Homes - Tucson, AZ
Call a Marana neighbor, I'm THERE!

This is an excellent post.  Sometimes there's more to hear than what a client is saying.  I'm going to reblog because I think more agents need this reminder, including myself!!

Jul 15, 2010 04:48 PM
Dan Edward Phillips
Dan Edward Phillips, Humboldt and Del Norte Counties, CA - Eureka, CA
Humboldt and Del Norte Counties, CA

Hi Jon,  That is an excellent post, very good input.  Thanks for the effort!

Jul 15, 2010 05:15 PM
Randy Ostrander
Lake and Lodge Realty LLC - Big Rapids, MI
Real Estate Broker, Serving Big Rapids and West Central MI

Great post Jon. Generally clients continue to share everything we need to know about them but we need to become better listeners and remember the info they share. Thanks.

Jul 15, 2010 07:57 PM