This is why building a relationship with your clients is important.
Recently, an agent friend of mine came to me with a concern. He was generating plenty of good leads, but he didn’t understand why he was having trouble converting them into clients. I think this is an issue a lot of agents have, so today I want to discuss how you can consistently turn your leads into customers.
Immediately, I noticed an issue with the way my friend was thinking about this. You shouldn’t be trying to turn your leads into clients; you should be trying to turn your leads into appointments instead. The appointment always comes first. You need to build a relationship with your leads before anything else. No one wants to sell a home with a Realtor they don’t trust.
If you didn’t set an appointment on your first call with someone, what should you do? At The Les Walden Team, we have what’s called a CRM, or a Customer Relationship Management system that sends messages to our leads. It sends our potential clients texts, emails, videos, and other methods of communication. By always staying in front of our potential clients, it becomes easier to get to the appointment stage.
“You need to build a relationship with your leads before anything else.”
Another thing to keep in mind is that it all starts with phone calls. You have to call your leads. In general, you want to call a lead eight to 15 times. It seems like a lot, but you don’t know when someone is available until they pick up the phone. Speed is also important. The faster you respond, the more likely they are to work with you. You should also follow up every call with a text and email. Some people prefer communicating through text.
If you have any questions about today’s topic, or if you have an idea for a future video, please call or email me and my team. We are always willing to help.
