4 Ways to Make Meaningful Contact with Buyer and Seller Prospects

February 05 2015

trulia meaningful contactThe real way to ruin in real estate is to lose self-control. We've all experienced moments where you want to scream, yell at another party to the transaction, or send a nasty email. But, the thing is that the most successful real estate professionals across the nation know that keeping your mouth shut and having a modicum of self-control is what leads to significant success.

When I hear agents complain, I usually remind them of this graphic analogy: Working in real estate is often like taking a baseball bat to the knees over and over again before noon and still being able to hold your head high and keep a smile on your face.

If you want to avoid all the gloom and doom associated with a dramatic real estate transaction, the best way to do that is to use the four main communication channels just as they were intended. Real estate professionals have four principal ways that they communicate with leads and prospects: phone, text messages, mail, and email. When used right, you can see a definite increase in your closings!

1. Phone

In The Seven Levels of Communication by Michael Maher, the author encourages using the telephone to cement relationships and bring them to a higher level. In fact, on Maher's communication diagram, he shows that one of the best ways to influence someone is via the telephone.

The phone is great for creating new relationships and fostering existing ones. Knowing that, why would you send an email to an individual when a phone call may lead to further business?

If your phone skills are lackluster, hone them by learning these cold calling tips and best practicesthese cold calling tips and best practices.

2. Text Messages

Bar none, text messages are a great way to elicit an immediate response from Gen Y and Millennial prospects. I've texted my way to an appointment. I've also texted my way directly to a closing with probably only two or three phone conversations and just a few face-to-face meetings.

I'm not advocating using text messages with all your clients. But, realize that there is a large faction out there that will prefer text messages. So, if your client is one of those, then bone up your texting skills. (By the way, save the emoticons and abbreviated spellings for your kids.)

3. Direct Mail

Print advertising via direct maildirect mail works well for generating leads when something of value (such as a home valuation, a list of properties, or a free consultation) is offered in them.

Direct mail also works well with your sphere of influence. Since this segment already knows you, they will pay more attention to your mail than any other segment. It's a great way to keep in touch, and drive people to contact you again or visit your website.

Looking for a place to start with your direct mail campaigns? We advise you learn and implement these real estate postcard campaign tipsthese real estate postcard campaign tips.

4. Email

Email is great for new leads. It is low-touch—perfect so that you do not alienate someone who isn't ready to buy or sell quite yet. Email also helps to build trust and also creates top-of-mind awareness.

When a passively searching buyer is ready to buy, email helps you to stay top-of-mind. In Maher's communication diagram, email and direct mail is shown to be informational in nature. You provide information to prospective homebuyers and home sellers. Email is not the place to settle the score or negotiate and finesse your next closing. Watch what you say in email as emails can be used as evidence in court!

Today's real estate professionals are faced with a variety of challenges—finding the best channel of communication for different groups of prospective buyers and sellers is just one challenge, but smart strategies can help you make smart decisions!

This article was originally published on the Trulia Pro blog. You can find the original version of this article and many more tips about communicating with clients herehere.