Succeeding in real estate takes a lot of specialized knowledge. You learn the basics before you get your real estate license, but the specialized information that separates the best from the rest – you learn that as you go. Through the Secrets of Top Selling Agents program you can learn from successful agents and coaches who have already put in the time to develop advanced business techniques and strategies. The monthly webinars cover a wide variety of topics from various speakers. In our new Secrets of Top Selling Agents compilations series, we will combine tips from multiple speakers to cover a single topic.
In this first article we explore the lead conversion strategies used by several very successful agents to win more sellers and list more homes. Often thought of as a cornerstone to a successful real estate business, your listing inventory generates business for you in multiple ways. Here are tips from 3 recent Secrets of Top Selling Agents speakers.
Fast and Frequent Follow Up
Getting a new seller lead doesn’t do any good if you can’t get them on the phone. Chris Smith outlined several techniques to get in touch with up to 93% of your leads. The very best thing you can do, he says, is to answer their call or call them within five minutes of their lead submission. You can also try double dialing them. Someone may ignore one call from a number they don’t know, but if you call them twice in a row, they may pick up. If that doesn’t work, try to contact each new lead six times instead of just once or twice.
Get Face to Face
Dirk Zeller was selling 150 homes per year by his fourth year in real estate. He claims that the secret is getting more sellers. With listing inventory tight across the country, finding a buyer for a well-priced home is easy. His strategy for converting listing leads is based on the idea that “two thirds of the buyers buy through the first agent they meet with.” So, Zeller explains, “You’re not trying to convince them to do business with you exclusively. You’re trying to get them to interview you,” because most agents are more persuasive when they meet a lead face to face. “We are all more persuasive face to face, and our job is persuasion.”
Emphasize Your Desirability
A lot of sellers will reach out to several agents before choosing who to list with. According to Pat Hiban, bestselling author of 6 Steps to 7 Figures, to convert those leads, you should work on building your reputation and creating social proof that you’re the neighborhood expert. Then you can show leads in your initial call that you know what you’re doing and strategically position yourself to be the most desireable agent to work with. Hiban elaborates that when you first reach a new lead, you should identify and share “something different that you could bring to the table over and above what might normally be talked about.” That way, even if the lead interviews other agents before you, they will still want to meet with you.
You can also convert more seller leads by showing them how you’ll successfully market their listings. Homes.com City Sponsor ads are a great place to start. We’ll display your listings among the first on Homes.com in our new native ad format to give you the best opportunity to appeal to buyers in your area.