Strike while the iron is hot
We spend a ton of money or a ton of time on our online presence through our web-sites or blogs. (You’ve got mail!) You get a lead or a request for information…now what?
Your heart starts to beat faster, YEA a contact. You think… I’ll call them after I do this that and the other. No, “Time is of the essence” in contacting the person or responding to their request. We have a goal on my team to contact them before their hand leaves the mouse. They are online, looking, looking, looking, searching, searching, searching.
Make the call
A friendly, helpful voice calls, offering help or assistance. You make a potential friend. This is a warm lead, if you wait a day or two or three, it is now a cold lead. Our first phone call or email is not pushy; we are just trying to find that commonality to see if we can start to build trust.
Capturing a lead is nothing if you don’t strike when the iron is hot or in this case when they are in the process of searching for homes. Statistics prove that the first person they speak to is the one that ends up being their Realtor.
Don’t be afraid
Some people are afraid to pick up the phone. Don’t be, this is the easiest way to convert them from a contact to a prospect to a potential client. I honestly can say that 90% of everyone that you contact immediately is not mean or rude but glad you called. Perhaps they are just starting to look, or not moving for a year but many times they are just waiting to find the right person to help them in their home search.
If calling is just not your thing, then hire someone. Many people have great telephone skills and have a natural ability to connect with people. If you honestly say I just can’t do this, I don’t like to make those phone calls, then find a person to help you out with it.I spoke to a woman from Reno last week that makes all the initial calls for her team leader and once she knows their needs, assigns them to the buyer agent that would make the best fit for a successful relationship.
Just don’t let that potential client go unattended.
***Photo from Jared and Corin on Flickr***