The biggest mistake most agents make is that they fail to convert leads, especially those they generate online.
And the number one reason why they fail?
They do not try.
As sad as that sounds, it’s an easy fix. So we won’t spend much time on this topic other than to say, Just Do It.
Having a system helps and that is what I describe in Chapter 9 of my book, Kill Cold Calls.
In this chapter, I share the exact tools and systems that I use to to turn leads into clients. One of the reasons why these systems work is that they are simple. When you create complicated tasks, people tend to short cut them or skip them altogether.
Another reason, why they work is the focus on the buyer. They are designed to concentrate your lead generation activities on those clients who are most interested.
Who wants to waste their time on people that are not ready to talk to you about real estate?
And that brings me to the number two reason why people fail at lead generation.
Agents have the wrong goal for leads.
Your first goal with a new online lead should not be to set the appointment or show them a home. Because most people are not ready to take that step when they first start thinking about moving.
So, your first goal should be to start a conversation with them. From that conversation, you begin to qualify your leads. Through conversations and your frequent communications, they begin to know, like and trust you.
That’s when you go for the appointment.
Now don’t get me wrong. If a new lead wants to set an appointment, by all means schedule it. Just realize that is a very small percentage of your overall leads. Most will need nurturing before they are ready to take action.
If you want to see how I get people to know, like and trust me before they meet me, then pick up a copy of my book today at the link below.
And you will also get the first training from by book for FREE, as long as you purchase it before the training is released next week. In this training, I take a deep dive into the first chapter, Knowing Your Market. And, I show you how it provided me with a never ending list of list of ideas that my leads find interesting.
Talk to you soon.