Traffic is not the problem
Consumers look for houses not agents until they are ready to buy. When they find the house, they call the agent, or maybe they go read their blog to learn more about who they are as a person. We spend tons of money and time on our online presence with our web-sites and blogs. Yet we are not handling the inquires in a timely manner, or at all. Do you make one attempt and then say, “Next”?
We know according to NAR that over 72% of buyers start their home search on line. We also know that static’s tell us 60 to 80% of the consumer works with the agent that contacts them first. Look at that number… that is huge!
I submit the answer lies not in the amount of leads an agent is getting but in the agents response time to the inquiry, or forgetting about them after you answer their initial question.
Respond,Nurture,Convert
This is a three step process, not ONE phone call, not ONE email and then bam they buy a house. Maybe back in the day when any Realtor could sell anything with no skills or experience, but those days are over. I suspect those days will not be back for awhile.
If you are sitting in the office and you get a phone call or a consumer sends you an inquiry, what are you doing with it? Are you getting back to them right away? 24 hours or more later? Are you ONLY answering their question and never thinking about them again?Are you trying one time and then forgetting about them?
In this day and age most agents have iPhones, Blackberrys or some sort of smart phone. There is no excuse to not touch base with them within minutes. You can set up an email signature on your phone, something simple, “got your email, showing houses, I will get back to you as soon as I can.” When people want information they want it NOW.
Don’t Give Up
Don’t give up on them, they reached out to you. Send them a Thanksgiving card, a Christmas card, check back in with them, a simple friendly email. If you see a home listed that you think is similar to what they inquired about, send it to them with a friendly note, “Saw this new listing come up and wanted to send it to you”.Short, sweet and to the point.
Someone will connect with them, someone will sell them a house.
Why not you?
***Photo credit***
