October 09 2016
Agents and brokers have a multitude of methods for generating leads online, but there's still only one reliable way for converting those leads into clients--timely communication that's tailored to the prospect's needs.
Today, we're going to look at scripts that you can use to close more internet leads. Before we get started, let's go over the do's and don'ts for communicating effectively with prospects.
Some of the leads you receive online may be a "not yet" lead. They're just starting to dip their toes into the home-buying waters, but aren't quite ready to commit just yet. Use a gentle hand with these prospects and make sure they know you're a resource they can lean on.
Hi, Joe Buyer. This is Mary Sue with XYZ Real Estate. I received your request for information on 123 Maple Street from realtor.comĀ® and wanted to follow up to see how I can help. I'm happy to set up an appointment for you to take a look at the property. What is it about this home that interests you?
[I'm just looking right now.]
I totally understand. I see you're looking in the Pismo Heights neighborhood, is that right? Would you be interested in receiving email alerts about new properties in that area that fit your needs? I promise it won't be overwhelming, but it will keep you on top of new listings that match your criteria.
[Sure, that sounds good.]
Great. I'll get you set up. In the meantime, please let me know if you see a home you'd like to walk through, and I'd be happy to set up an appointment.
When a lead registers on your website, that's often a signal that they're interested in actively searching for homes. Once registered, most IDX websites will give you insight into the criteria they're using to search. Here's how to use that information to break the ice with new leads.
Subject: 3-Bedroom Homes
Hi Joe Buyer,
Thanks for signing up on my website! I noticed you were looking at 3 bedroom homes in Pismo Heights. I have set you up with email alerts that will show you similar homes in Pismo Heights under $400,000 [or whatever the top price they're searching for is].
Is there something specific that you're looking for in a home? If so, let me know and I can create an alert that's more tailored to what you need.
In the meantime, please feel free to use my site as long as you want! It's a handy search tool that will let you save search criteria and your favorite properties all in one place. When you're ready to see a property in person, or if you have any questions about the buying process, please don't hesitate to contact me. I am always happy to help!
As we've talked about in previous articles, one of the best ways to capture seller leads online is to offer them a free "What's My Home Worth?" report. Once you've sent them the report, you can use the script below to follow up with them via text.
Hi Joe! Thanks for requesting a free home valuation. I've just sent over the report to the email address you provided. Based on the numbers, this home is priced $4K above one that was sold three weeks ago. I'll follow up with you tomorrow to answer any questions you may have. Best regards, Mary Sue Realtor
The script above is a modified version of a dialogue from The Text on TXTs: Scripts power agents use for on-the-go conversion. It's a helpful ebook that offers dozens of text scripts that real agents use to convert their online leads.
The brevity required of text messaging makes it a more challenging method of communication, but these proven scripts can help. Download your free copy today to get started!