Leads, Leads , Leads, great but do you know what to say?

By
Real Estate Broker/Owner with Hamm Homes

It is great to get leads but do you know what tools you need to convert them to into clients.

Yes you needs skills and strategy to work it.  You need scripts and need to practice it ten to fifteen days a day.  You need to role play it with some one, it is a confidence builder for you.  The more you do it, it gets better example have a script that could be for a expire, why do you think your home did not sell, what would you want different to sell your home.  Let me tell me about my program.  Work it!!!

Another script on door knocking could be, Have you ever thought about selling?  Do you know how much your home has gone up over the years.

Writing a script out and practice it is the key.  Do not practice on clients, but practice on other agents is the key and you will help each other.

If you are thinking of what to say next, you show doubt, you need to get better.

Record your script and listen to it and it is a better learning process.  It kicks in better that way.

 

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Rainmaker
687,927
Erika Rogers
Red Rock Real Estate ~ Southern Utah's Largest Independent Brokerage - Saint George, UT
St George Utah Real Estate & Relocation Specialist

Thanks for the pointers Will Hamm!

Jun 13, 2018 10:41 AM #1
Rainmaker
490,071
Hella M. Rothwell, Broker/Realtor®
Carmel by the Sea, CA
Rothwell Realty Inc. CA#01968433 Carmel-by-the-Sea

You are so right, Will. You have to make yourself stand out as the professional that you are, elevating yourself over all those other agents going after the same leads. My strategy is always to BOND, find common interestes, empathize, etc. because in the end, clients like to work with people they LIKE.

Jun 13, 2018 11:48 AM #2
Rainmaker
2,437,071
James Dray
Fathom Realty AR LLC - Bentonville, AR
Exceptional Agents, Outstanding Results

Morning Will.

Never was much on scripts. For me it was too obvious and a deal killer.  No script I've ever read will work on everyone.  

Jun 14, 2018 02:51 AM #3
Rainmaker
4,251,005
Gabe Sanders
Real Estate of Florida specializing in Martin County Residential Homes, Condos and Land Sales - Stuart, FL
Stuart Florida Real Estate

Excellent advice, Will.  I also think that practicing on body language as well as delivery style is also important.

Jun 14, 2018 04:34 AM #4
Rainmaker
2,881,821
Michael Jacobs
Coldwell Banker Residential Brokerage - Pasadena, CA
Los Angeles Pasadena Area Real Estate 818.516.4393

Hi Will - the "scripts"  I use are a part of me---I believe that's important to "own" it.

Jun 14, 2018 07:31 AM #5
Rainmaker
1,521,147
Grant Schneider
Performance Development Strategies - Armonk, NY
Your Coach Helping You Create Successful Outcomes

Good morning Will - this are good point.  I rehearse a number of script scenarios before I do it.

Jun 14, 2018 07:56 AM #6
Rainmaker
1,959,283
Brian England
Arizona Focus Realty - Gilbert, AZ
MBA, GRI, REALTOR® Real Estate in East Valley AZ

Working leads is certainly a tiring task, as the majority of them will not turn into business.  Good for you in doing it the right way!

Jun 14, 2018 08:23 AM #7
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Will Hamm

"Where There's a Will, There's a Way!"
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