It’s a common sentiment among Real Estate Professionals that not all leads are good leads, but we think every lead is worthwhile to follow up on.
It’s true that some are better than others, providing more instant gratification and interest, but ultimately it’s up to you, the Real Estate Agent, in how you maximize your lead potential. A good sales person will pick the best leads from the bunch and ignore the other 90% of inquiries, while a great sales person (what we like to refer to as a Redman Advantage Warrior) understands the advantages and potentials of all their leads, and will follow up with every single one.
A good friend of mine once told me there’s no harm in asking or trying to get the business: ultimately you are going to get 1 of 3 answers, either Yes, Maybe, or No. And if you’re told No, ask why: the reason could help you improve your service and refine your follow-up strategies for the next lead.
In Real Estate we need to remember not every lead is going to buy in 90 days. However, if we continue to nurture these long-tail future leads, they too may become a 90 day lead in the future.
For potential clients looking to buy in 90 days:
- Confirm your lead is pre-approved for a mortgage, and if they aren’t encourage it as a first step since this will ultimately determine the amount of money they are able to spend.
- Once pre-approved, assess with them the areas they would like to live, the types of amenities they’re looking for, and other lifestyle components that are important and relevant.
- Sign them up as a client on your Redman Real Estate Website Workstation and set up saved searches that match their needs.
- Send them a quick list of current properties you feel would best match their needs as you understand them.
- Follow-up to try schedule a time to go out showing: the sooner you can get them face-to-face, the more likely they will continue to work with you.
For Potential Clients Looking To Buy After 90 Days:
- Offer to sign them up on your Redman Workstation (only takes 5 minutes of your time), and provide them with some customized save searches that represent what they’re looking for. Assure them you understand they’re not ready to buy yet, but suggest that it’s always a great idea to start researching now, and getting a feel for the types of properties and prices coming onto the market for their preferred potential locations.
- Once a month, send them a personal e-mail or give them a quick phone call letting them know about a property you feel would be of special interest to them, or send them information on the home buying process that best represents the stage they are at that time.
- Stay in contact and continue to remind them of how you can help without being high pressure: one day they will be ready, and the chance they will remember you will be more likely if you continue to foster this Top Of Mind Awareness.
And always remember: stay positive, keep your leads informed, and know your business will continue to grow.
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