So you have an online lead. Now what?
Once you receive a response to one of your online campaigns, you might find yourself on a slippery slope when it comes to responding and monetizing. The strategy below has worked successfully for my clients and me.
Take it offline
Once you come across someone who wants to talk real estate, take it offline. Instead of staying behind the computer and chatting online forever, move the conversation and the relationship forward.
Do this by switching to a phone conversation and then, ultimately, a face-to-face conversation. As soon as the prospect or referral source has expressed interest, say something like, “Great, let’s set up a quick phone call! What’s the best number to reach you?”
Starting on the phone is less of a commitment than asking your prospect to take the time to meet you face-to-face. Yet, it still allows you to step away from less personal forms of communication and helps the individual bond with you further.
This also allows you to establish yourself as more than just a faceless avatar on the computer. Set yourself apart and be someone your leads can connect with and be loyal to.
Now that you’ve hit it off over the phone, three things can happen:
- Prospects will be more amenable to the idea of meeting you face-to-face. Once you hit it off with them, you give them the chance to get a better feel for who you are and how you operate. You’re no longer some stranger, some real estate agent, some head in the computer.
- You now have a better idea as to whether you should invest time in meeting prospects face-to-face or not. During your phone conversation, you’ll be able to better qualify your prospects and see where they are in the real estate process.
- You’ll be more prepared for face-to-face meetings. Because you have a better understanding of where they are in the real estate process, you know what you should bring and what you should be prepared to discuss.
Go for face time over texting
If you’re not able to get in touch with a prospect over the phone, setting up a face-to-face meeting is highly unlikely. I know you’re thinking the next logical step is to text them, but I have something better in mind:
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