Generally, seller listings are tougher to convert than buyer leads. This is because the seller lead is a whole different animal so to speak. When someone is looking to buy a home, they are open to looking at many types of listings and will accept information from every source that is available to them. Those looking to list their home have a tendency to be more cautious, as they have a lot more at stake. They are potentially opening up their fortress to the outside world.
Matt Scheid of Prime Seller Leads shares 5 top tips for internet leads, and talks provides valuable insights into how to capture hundreds of seller leads online and close them.
Matt shares how their company’s process has gone from multiple trials on wording ads on multiple platforms. They discovered that when the wording of their ads spoke directly about people selling their homes, there was very low yield. When they began to launch ads about people finding out the value of their homes, they got more yield. He also says that at the moment, the main channels of generation seem to be Facebook and Google AdWords.
With their work with top agents, Matt and his team at Prime Seller Leads have found that 80% of leads list their homes between 6–18 months after their first inquiry online about their home value. That is why it is essential to follow-up and ensure that you are foremost on the seller’s minds as they move to make the crucial decision to list. There is no such thing as one right way to do this. Matt says that there are as many different ways to approach closing a seller lead as there are real estate agents.
The key is finding out what method or approach works best for you and your personality. If you are great at face to face conversations, then door knocking and sharing information person to person may be the best method for you. If you throw killer events then your focus should be on that. Once you have figured out what works for you, every single lead should go through the same procedure, consistency is key to seeing returns.
Matt mentions that a real estate virtual assistant can be valuable in your system set-up to generate and close seller leads. They can help you in setting up different categories for your leads and help you deploy the specific campaign under each category. A real estate virtual assistant can also aid in a very important step which is initial call follow-up. Matt says that timing is essential because calling a lead within 15 minutes of receiving their inquiry gives you a 20% higher chance of closing.
For example, when you receive an inquiry it is ideal to call within 15 minutes, if they do not answer, do not leave a message, however, do call back within the day and if there is still no answer then leave a message. The next day, try calling again, then follow up that call with an email and then send a video response. Basically what is important is that you deploy different methods to show your tenacity and passion to help them out without inundating them using a singular method.
Whether their real estate virtual assistant works part-time or full-time, Matt says that he has seen at least 3 to 5 times better results with his clients.
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