HARRY'S 4 STEPS TO CLOSE REAL ESTATE INTERNET LEADS
The real estate market is expected to pick up over the next six months since mortgage rates will be low, low inventory, and new mortgage products easier for home buyers. This is a perfect storm. However, I meet real estate agents that do not know how to generate their own leads. They continue to take educational courses because their broker tells them to attend as many classes as possible. Then, these agents are ready to do their first deal. Real estate is a contact sport which means we have to converse with people to generate real estate leads. Agree? I mentor agents to learn what to say in different situations such as listings, investors or just people who want to purchase a primary home. They can at least create the lead to have me with them during the meeting so I can control the outcome of the meeting. I am a resource for them.
The Shift by Gary Keller mentions the process for obtaining a lead. I have fully defined my process below for my team. I have had this process before his book came out. Please review the 4 Cs when it comes to Internet Lead Conversion process for the Real Estate and Beyond Team.
- CREATE-Gary Keller reminds us in both of his real estate books that Realtors are in the lead generation business. That means we have to create leads. There are too many real estate agents waiting for the phone to magically ring on a daily basis. I have learned to master this skill to create leads through multiple web sites for niche markets I represent, monthly newsletters, market my listings to generate leads both local and Internet, sphere of influence, Craigslist, word of mouth, passing out my business cards to everyone I come in contact with on a daily basis, contact my database throughout the year, hold workshops for public to attend, loan officers, ActiveRain Blogging, and COFFEE.
- CAPTURE-Here is another skill by itself. How do you capture the lead? It is very exciting when people call you from one of your call capturing skills. However, we must do something with this lead to make it happen. Personally, I keep my writing pad with me all the time to obtain the simple information such as Name, Contact Phones, Address, Email Address and purpose of the call. Then, I go for the direct close by asking them can we meet in the next couple of days. I have deduced that the direct close is my best method since I am from New York.
- CONVERT This is ones ability to ask for the business. The client must know that the real estate agent is confident enough to do the task in front of them. Steps 3 and 4 are quite easy for most agents since they know how to close business. I believe most real estate agents have a hard time with #1 and #2. Personally, I have developed this skill to a science.
- CLOSE-I have a saying "Done Deal with Delia." I close my deals. Are there obstacles to overcome? Yes! One must listen to their client to deliver the goods. That means we have to listen to our clients needs and show them the product needed by the client. There are times we must use other means to find real estate deals other than the MLS. This is where I have differentiated myself from the wolf pack.
ABC'S OF REAL ESTATE "ALWAYS BE CLOSING"