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How to Convert Internet Real Estate Leads

By
Real Estate Technology with Zurple

Convert Internet Leads

You can successfully connect and convert Internet leads if done properly. Pick up your phone and call them after you connect with them in a meaningful way via their preferred method of contact - be it email, text or phone. You need to learn more about their current situation, pain points and what is important to them so you can get on the same wavelength and speak their language.

Dedicate specific days and times each week to follow up with your prospective clients. Be disciplined about it. Practice positive mental attitude: be friendly, professional, knowledgeable and enthusiastic when talking to anyone.

Here are 10 strategies for successful phone conversations with your Internet real estate leads (inspired by Chris Smith’s Conversion Code for Internet Leads):

  1. Research your lead online though their social media profiles and any blog or media mentions to get a sense of their socioeconomic standing, interests and potential pain points.

  2. Start your phone conversation strong. Ask them to grab a pen and paper to write down information you’ll be sharing. Follow the ARP formula: acknowledge, respond and pivot – that is keep the conversation flowing with valuable information and open-ended questions.

  3. Dig deep or go to sleep. Better questions you ask, easier it is to close. Form an emotional connection and find common interests.

  4. Establish your credibility by mentioning hard stats (number of homes sold, number of 5 star reviews), third party sources and your past clients’ testimonials.  

  5. Proactively uncover objections - better now, than later. Ask questions along the lines of “Does everything make sense? Have you talked to your spouse? Are you planning to sell your home now?”

  6. Pitch effectively: outline what you do, state benefits of your services to your prospective client and finish with a tie down by asking “Isn’t this what you’re looking for in a real estate agent?”

  7. Save the best feature / benefit / tie down for last for an effective close.

  8. Use a ‘5 Yes’s’ technique by asking questions that your prospective client will say ‘yes’ to.  Bridge to action steps by outlining ‘this is what we’re doing next’. Don’t say: “How does this sound?” It is a weak statement. You want to remain in control throughout the entire phone conversation.

  9. Close by giving a range for day and time and service type. Then confirm date and time and take payment if applicable.

  10. Foreshadow next steps by outlining in detail what’s going to happen next and get a firm commitment. Don’t hit and run. You want people to get excited about working with you and staying consistent with their confirmation.

To adopt these strategies so they become your second nature, role play and refine your phone interview style over days, weeks, months and even years. You want to come across as a knowledgeable and empathetic not pushy and egocentric. You want to be the agent people think of first when being asked for a referral – no matter how they’ve found you first.

What is your advice on converting Internet leads? Share in the comments below.

Show All Comments Sort:
Sham Reddy CRS
Howard Hanna RE Services, Dayton, OH - Dayton, OH
CRS

Thanks for sharing strategies to convert internet leads.  I for one can use some of these tips right away!!!

Sep 03, 2015 08:53 PM
Irina Jordan
Zurple - San Diego, CA

I feel so welcome! Thank you everyone! Barbara Todaro, I've been reading blog posts on ActiveRain for a long time now and we even have Agent Insights on our own blog  - guest posts of ActiveRain active contributors. I am very excited to be an AR active blogging member.

Sep 03, 2015 11:17 PM
Barbara Todaro
Retired...Mentoring Newbies - Franklin, MA
Previously Affiliated with The Todaro Team

Irina Jordan and I'm very happy to see that you're a Rainmaker and not just a rainer..... you're doing it properly and you'll find that Google will love your posts.... great job....

Sep 03, 2015 11:20 PM
Gene Riemenschneider
Home Point Real Estate - Brentwood, CA
Turning Houses into Homes

Constant follow up is very important with internet leads.  Thanks for the  tips.

Sep 04, 2015 01:24 AM
Elva Branson-Lee
Best Atlanta - Atlanta, GA
Marketing Specialist, Atlanta Short Sale Pr

Welcome, Irina Jordan . You ask a great question, you get a wealth of very informed answers. That's Activerain.

Sep 04, 2015 10:40 AM
Irina Jordan
Zurple - San Diego, CA

Elva Branson-Lee, agreed!

Sep 04, 2015 10:42 AM
Bob Crane
Woodland Management Service / Woodland Real Estate, KW Diversified - Stevens Point, WI
Forestland Experts! 715-204-9671

Great blog post Irina, thanks for sharing the strategies.

Welcome to Active Rain, looking forward to reading many more of your posts, let me know if there is anything that I can do to help as you get started here.
Bob

Sep 04, 2015 04:08 PM
Mery Fernandez Empire Network Realty Luxury Brokerage
Empire Network Realty INC. - Orlando, FL
The Rise of An Empire, Let's Build Yours!

Welcome Irina to the world of Activerain, may your blogging  create a whole new chapter in your Real Estate Career.

Sep 04, 2015 11:31 PM
Irina Jordan
Zurple - San Diego, CA

Thank you Bob Crane for your warm welcome!

Sep 04, 2015 11:37 PM
Irina Jordan
Zurple - San Diego, CA

Thank you Mery Fernandez Empire Network Realty Luxury Brokerage! ActiveRain is a wonderful community - happy to be part of it.

Sep 04, 2015 11:37 PM
Marilyn O'Donoghue
Long & Foster Avalon - Avalon, NJ

Great post and one I will certainly refer to in the future.  I just met with an internet lead and had a misstep in the reserach department.  Lesson learned

Sep 13, 2015 05:58 AM
Christine Donovan
Donovan Blatt Realty - Costa Mesa, CA
Broker/Attorney 714-319-9751 DRE01267479 - Costa M

Irina - A lot of great suggestions here that I may need to institute in to my own business. Thank you.

Sep 15, 2015 04:40 PM
Christine Donovan
Donovan Blatt Realty - Costa Mesa, CA
Broker/Attorney 714-319-9751 DRE01267479 - Costa M

Irina - Congrats on your first post here in the Rain, and welcome to the community.

Sep 15, 2015 04:41 PM
Christine Donovan
Donovan Blatt Realty - Costa Mesa, CA
Broker/Attorney 714-319-9751 DRE01267479 - Costa M

Please know that the ambassadors, those with orange badges, are here to help and answer questions.

Sep 15, 2015 04:41 PM
Irina Jordan
Zurple - San Diego, CA

Thank you Christine Donovan for your warm wlecome. I'll definitely reach out if I have any questions or need help.

Sep 16, 2015 12:27 AM
Jeff Dowler, CRS
eXp Realty of California, Inc. - Carlsbad, CA
The Southern California Relocation Dude

Hi Irina

Welcome to the best learning, sharing and friendly real estate network around!

Really enjoy this post - some terrific suggestions for converting those challenging Internet leads. I found your post from Praful Thakkar 's reblog

Thanks, and have a wonderful weekend

Jeff

Sep 25, 2015 12:04 AM
Irina Jordan
Zurple - San Diego, CA

Jeff Dowler CRS - thank you for your warm welcome and kind words.

Sep 25, 2015 12:06 AM
Tony and Suzanne Marriott, Associate Brokers
Serving the Greater Phoenix and Scottsdale Metropolitan Area - Scottsdale, AZ
Coldwell Banker Realty

Irina Jordan Welcome to Active Rain!  As REALTORS who have been here (on and off) for close to 9 years, it's well worth it!

Sep 27, 2015 11:50 PM
Irina Jordan
Zurple - San Diego, CA

Tony and Suzanne Marriott  - thank you for your warm welcome! This is a wonderful community and I'm happy to be part of it.

Sep 28, 2015 12:50 AM
Sandy Padula & Norm Padula, JD, GRI
HomeSmart Realty West & Florida Realty Investments - , CA
Presence, Persistence & Perseverance

Irina Jordan All excellent reminders of the proper way to approach those wily Internet leads. They can be extremely elusive at answering questions not only on the first live contact, but for many contact subsequent to finally securing a commitment of single agent dedication. Thanks!

Nov 24, 2015 10:56 PM