When Dealing With Internet Leads Be A Resource Not A Salesperson

By
Real Estate Broker/Owner with Tutas Towne Realty, Inc and Garden Views Realty, LLC BK607690

tutas towne realty


Hi folks. Today I want to write a little bit about Internet leads and how I handle them. Hopefully this will gove you some ideas you can implement in your own business.


Having been in sales of some sort most of my life the most important thing I have learned is...do NOT sell folks. My job as a "salesperson" is to persuade people to make decisions that are beneficial to them and to me. TLW says I am a manipulator. She's wrong. I am a persuader.


You must remember folks searching on the Internet are after information. This is VERY important to understand. They do NOT want to be sold. If you try to sell them the game is over.


Your response back to an Internet inquiry should be designed to:


  • First and foremost....answer their questions.


  • Provide additional information.


  • Be non intrusive.


  • Build trust and likability.


  • Invite further interaction.

  • Let them know you will be following up.

Now folks, having a blog goes a long way to achieving these goals.



The key is to get your information in front of them without selling. What this does is create a non threatening environment where the consumer can get the information they are searching for without feeling like they are being sold or coerced into dealing with a "salesperson" when they are not ready.


You want to be a resource. A source of information that the consumer sees as valuable. You want them to feel comfortable enough to come back. And they will come back if you have the information they are searching for.


If you have spent any time at all reading my blog, then you know, that I rarely sell my services. I don't have to. When the consumer reads my posts they are getting valuable information. They contact me because I am giving then this information with no strings attached, it's free for them to use as they choose.


Also remember, folks are on the Internet searching not only because they want information but because they want it quick. If you do get an inquiry you must respond immediately. If you don't respond instantly or at a minimum within a couple of hours you can be sure they have moved on.


If you are not set up to respond to inquiries quickly you may have to set up an auto responder. If you do just make sure the response is not too generic and is giving them information. Don't use the "out of the office will respond later" thingie. Your response, at a minimum, needs to be friendly and have additional links in it to keep them busy until you can get back with them. You will have more success converting Internet prospects by sending them "anything quickly" than sending them "something more comprehensive" later.


I hope this helps. Any thoughts?

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 Tutas Towne Realty, Inc handles Florida real estate sales, Florida short sales, Florida strategic short sales, Florida pre-foreclosure sales, Florida foreclosures in Kissimmee Florida Short Sales, Davenport Florida Short Sales, Haines City Florida Short Sales, Poinciana Florida Short Sales, Solivita Florida Short Sales,  Orlando Florida Short Sales, Celebration Florida Short Sales, Windermere Florida Short Sales. Serving all of Polk, Osceola and Orange Counties Florida. Florida Short Sale Broker. Short Sale Florida.

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Re-Blogged 5 times:

Re-Blogged By Re-Blogged At
  1. Jeff Gray 12/10/2012 09:04 AM
  2. Lyndon Sommert 12/10/2012 11:46 AM
  3. Sajy Mathew 12/10/2012 11:00 PM
  4. Gabe Sanders 12/16/2012 08:00 PM
  5. Winston Heverly 03/24/2013 01:05 AM
Topic:
ActiveRain Community
Location:
Florida Orange County Orlando
Groups:
Real Estate Rookie
Tags:
training
working leads

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Show All Comments
Rainmaker
715,221
Olga Simoncelli
Veritas Prime, LLC dba Veritas Prime Real Estate - New Fairfield, CT
CONSULTANT, Real Estate Services & Risk Management

Nothing pushes a prospect away quicker than a hard sales pitch. Yes, being a responsive resource is key.

Dec 10, 2012 10:07 PM #55
Rainmaker
1,361,087
Michael Setunsky
Woodbridge, VA
Your Commercial Real Estate Link to Northern VA

BB, I think your approach is right on. People are looking for information and don't want to be sold until they are ready. If the information is valuable to them, they will call.

Dec 10, 2012 10:27 PM #56
Rainer
48,648
Tyler Soulliere
Windsor Realtor - Windsor, ON

This is great informatoin. I am currently working on my online social media strategy and these tips are great in dealing with any online leads. Thanks.

Dec 10, 2012 10:35 PM #57
Rainer
4,881
Anna Hunt
Brindley Beach Vacations & Sales - Kill Devil Hills, NC
Quality Service

Bryant,

Great post, very helpful information. Thank you!

Dec 10, 2012 10:40 PM #58
Rainer
51,165
Gary Burleson
Beach Water Realty - www.beachwaterrealty.com - Myrtle Beach, SC
Myrtle Beach Homes, Condos, Foreclosures, Investment Propery

Great informatio on responding to internet leads. I like the idea of getting them a response quickly, which I do, but with links that will keep them busy until I can personally respond to their request.

Dec 10, 2012 10:57 PM #59
Ambassador
758,587
Charita Cadenhead
Keller Williams Realty - Birmingham, AL
Serving Jefferson and Shelby Counties (Alabama)

As a consumer myself Bryant, oftentimes all I want is information so I totally can relate to this.

Dec 10, 2012 10:59 PM #60
Ambassador
1,948,138
Fernando Herboso - Broker for Maxus Realty Group
Maxus Realty Group - Broker 301-246-0001 - Gaithersburg, MD
301-246-0001 Serving Maryland, DC and Northern VA

Is beyond me when I see agents put their contacts under automatic email selling campaigns and they are the ones that complain about spam to begin with . . .

The only thing we should sell is ourselves. .

Dec 10, 2012 11:07 PM #61
Rainer
123,068
Lanise Warrior-Johnson
Real Estate Brokers Services, Inc. - Compton, CA
Real Estate Specialist

Thanks Bryant for the helpful suggestions.  I have subscribed to Realtor.com, Zillow websites, and often those leads do not provide phone numbers.  So your iital email, and exchanges thereafter are cruicial in building likability and trust.   

Dec 10, 2012 11:19 PM #62
Rainer
333,502
Frank Castaldini
Compass - San Francisco, CA
Realtor - Homes for Sale in San Francisco

Your title is the whole story in a nutshell.  By being a resource it can quickly turn into being the agent of choice.  I get leads all the time.  This is a great reminder to be of service in all aspects including working leads.

Dec 10, 2012 11:56 PM #63
Rainmaker
887,654
Gail Robinson
William Raveis Real Estate - Southport, CT
CRS, GRI, e-PRO Fairfield County, CT

Bryant - I've never understood how a sales approach would be helpful in this profession.  The people who seem to do the best in this business are former schoolteachers, some of the worst are people who come from hard sales backgrounds, e.g. car sales (not consultative selling backgrounds, e.g. B2B).  

Dec 11, 2012 12:32 AM #64
Rainmaker
68,965
Freddy Delgadillo
Judah Realty Group - Bellevue, WA
Real Estate Broker specializing Greater Eastside

service over sales is what keeps you in the business long term... great points, thank you.

Dec 11, 2012 12:40 AM #65
Rainmaker
257,090
Vanessa Saunders
Global Property Systems Real Estate - White Plains, NY
From Manhattan to the Catskills of New York

Providing helpful friendly answers to potential clients questions' IS selling.

Dec 11, 2012 02:26 AM #66
Rainmaker
1,479,940
Brian Madigan
RE/MAX West Realty Inc., Brokerage (Toronto) - Toronto, ON
LL.B., Broker

Bryant,

I agree 100%.

If you come on too strong, then this will just discourage people.

Brian

Dec 11, 2012 03:41 AM #67
Rainmaker
1,141,943
Bryant Tutas
Tutas Towne Realty, Inc and Garden Views Realty, LLC - Winter Garden, FL
Selling Florida one home at a time

Hi guys. Thanks for stopping by. I have read each and every comment and really appreciate your participation.

I have been a very bad blog host lately. Short sales are keeping me too busy to do much of anything but post info for you.

I hope it helps you in your business.

 

Dec 11, 2012 05:17 AM #68
Ambassador
1,229,581
Melissa Zavala
Broadpoint Properties - Escondido, CA
Broker, Escondido Real Estate, San Diego County
This is great advice, but you already knew that. People don't call you for the sales pitch.
Dec 11, 2012 11:51 AM #69
Rainer
286,848
Thomas McCombs
Century 21 HomeStar - Akron, OH

You will have more success converting Internet prospects by sending them "anything quickly" than sending them "something more comprehensive" later.       says Broker Brian.

This has to be the first rule of internet marketing. I have found that most of my competition does not get back to these leads very quickly.

Your stuff is always worth reading. Thanks for the reminder.

Dec 11, 2012 11:43 PM #70
Rainer
102,170
Tom Esposito
Alpharetta Home Solutions - Alpharetta, GA
Good info. I've been blogging about neighborhoods lately just as a way to provide information. Just tell them to contact me if they so have any questions after reading my blog.
Dec 12, 2012 06:08 AM #71
Rainmaker
718,750
Pete Xavier
Investments to Luxury - Pacific Palisades, CA
Outstanding Agent Referrals-Nationwide

Broker Bryant,

Thanks for this lesson in perfecting ones persuasion skills, helpful comments also.

Dec 13, 2012 08:30 AM #72
Rainmaker
273,464
Wayne B. Pruner
Oregon First - Tigard, OR
Tigard Oregon Homes for Sale, Realtor, GRI

That's my philosophy. Be a resource online and a salesperson in person.

Dec 13, 2012 01:08 PM #73
Rainmaker
1,431,110
Gene Riemenschneider
Home Point Real Estate - Brentwood, CA
Turning Houses into Homes

Stop selling and start helping.  Things always go better when you work that way.  Thanks for the post.

Dec 18, 2012 03:08 AM #75
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Rainmaker
1,141,943

Bryant Tutas

Selling Florida one home at a time
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