How To Convert Leads Into Customers: A Guide for Real Estate Agents

Most new real estate agents struggle with how to convert leads into customers. They have trouble speaking with potential buyers and sellers when the person does not know what they want yet, which causes a dynamic that forces agents to only look for people that need their service immediately. This is why a real estate coaching and mentorship program is important. Get yourself an expert real estate coach to develop your sales skills. Reading real estate sales books, watching videos and joining training camps are also good ways to learn how successfully close deals.

In this blog post, we will go over some of the most effective ways real estate agents can use lead conversion strategies in order to increase revenue and grow their business.

• Deals that don't happen are money out the window

• You can't afford to take a hit on any deal that doesn't happen. It's time to start converting your leads into customers and turn those prospects into happy, paying clients!

- Personal Phone Calls vs. Texts or E-mails:

When interacting with a lead, you need to figure out what type of connection they're looking for. If the person is not interested in speaking with a real estate agent or doesn't want to be contacted, then it's best to stick to text messages and e-mails.

- Texting vs Talking:

When using texting as an engagement tool, make sure that your texts are short and concise like this - "Hey there! I was just wondering if you had some time next week we could chat about buying/selling a home?"

- Be Polite on the Phone:

Part of converting leads into customers includes being polite when talking over the phone. Lead conversion requires social skills which means keeping things simple and avoiding getting caught up in complicated details (e.g., don't overwhelm them).

- Remember, It's All about the Relationship:

Another thing to remember is that lead conversion requires social skills. This means keeping things simple and avoiding getting caught up in complicated details when you talk with a prospect on the phone or via text message. In addition, it's important to keep your tone relaxed and friendly - not aggressive or pushy!

- Be A Good Listener:

Part of making sure leads convert into customers involves listening closely for clues about what they want and their preferences (e.g., location, budget type, etc.). When talking with someone over the phone, be sure to ask questions so they can elaborate more on what brought them to inquire about real estate services from you specifically. For example, you can ask a question like "How did you hear about us?" or "What are some of the things that interest you most in real estate?". Texting is also great for this because it's quick and easy.

- Meet Them at Their Level:

As mentioned above, if they don't want to talk with an agent over the phone then stick with sending text messages and e-mails instead. However, when meeting someone face to face - whether at their home or office - be sure not to bring up too many details from your own life without asking them questions first. Try starting conversations by asking what brings them joy, how their day has been so far, etc., and see where it goes from there! You may find out that they're actually interested in a house or condo.

- Focus on the Goal:

For lead conversion, the goal is simple - get to know them more and see if you can find out what type of property would be best for them. One way real estate agents can do this is by asking questions that will help determine their location preference, budget type (e.g., first time home buyer vs regular renter), etc. Then use your knowledge about different neighborhoods to inform where they should look at houses or condos for sale!

- Be Patient and Persistent:

If someone says no thank you over the phone then it's totally fine but don't give up on converting leads into customers just yet! Keep trying with other potential clients until you find someone that's interested in what you have to offer.

- It Takes Time:

Sometimes it takes a few conversations before the lead finally converts into a customer. Lead conversion is all about building trust and having patience, but one conversation can sometimes make or break your business! You might not always get immediate results so be patient and keep working at it until they inquire more information from you or want to schedule an appointment with their realtor for day of viewing/shopping around homes or condos.

- Keep Your Listening Skills Sharpened:

When talking with people over the phone, use your social skills to listen carefully for clues on types of houses and neighborhoods they're looking for while also maintaining a friendly tone during each conversation. This will make it easier for you to find houses or condos that will suit their needs and wants.

- Be Socially Aware:

Remember, lead conversion is all about social skills! This includes being polite when talking over the phone with someone who's interested in real estate services from your company but still aren't sure yet if they want to meet up with an agent face-to-face. It's important not to overwhelm them by giving too much information at once or going into details without first asking questions about what they're looking for (e.g., location type/type of property).

- Listen Closely To What They Want and Ask Questions:

The goal of lead conversion typically involves getting to know a person more so that agents can figure out what type of property would be best for them. This can be done by asking questions that will help determine their location preference, budget type (e.g., first time home buyer vs regular renter), etc. Then use your knowledge about different neighborhoods to inform where they should look at houses or condos for sale!

-Build Trust and Patience:

It takes a little while before leads convert into customers so don't give up after one conversation - take the time to build trust and patience until you find someone interested in what you have to offer. Conversations are all about building trust with potential buyers and sellers so keep listening closely during each phone call/text message exchange when possible without rushing through it too quickly!

Use Discovery Questions To Surface the Client's Needs:

"What is your home budget?"

This question helps the realtor figure out if they are in the same market as their client. This also will help them understand what type of house to show this person so they don't waste time showing homes that would not be in that clients price range.

"How much do you want to spend on a monthly mortgage payment?"

Helps guide agent through finding right property for client based upon their income and how much they can afford each month.

"Are you looking for an investment or place to live?"

If someone says it's just going to be used as an investment, then agents know there won't be any children living in the home meaning more space equals less time for the realtor. This is a quick filter that will allow agents to save time and help find homes faster.

"Do you have kids?"

If they answer yes, this means more people living in space so it's important to know how much square footage might be needed to accommodate them all."

"What type of home are you looking for?"

This question helps determine if what they want is on market or not as well as determines different neighborhoods and where their ideal location would be based upon what they prefer. It also allows agents to come up with creative marketing ideas like an open house in the neighborhood or online ads targeting specific areas depending on client needs. Agents can use Google maps filters when browsing through properties which makes it easy to determine the right location for a buyer.

"What does your dream home look like?"

This question is very important because it helps agents know what type of neighborhood they are looking in and whether or not their client will be able to afford that style of house based on how much money they have set aside for this purchase."

"Who do you work with now?"

This helps real estate agents understand who may already represent clients so there's no confusion about not wanting them as an agent. If someone says a family member, then agents can make sure when meeting with potential buyers that they ask if those people would still be available during negotiation stage which could cause issues down the road. It also gives planners time to get creative with marketing to get their name out there and promote themselves before the client has an agent.

"Are you a renter now? What type of place are you renting?"

This question helps determine which home will suit them best based on what's available in rental properties as well as how much mortgage payments would look like."

"Do you have any pets?"

This one may seem strange but real estate agents need to know if potential buyers plan on having animals living in the house because certain breeds require different things than others do. This will help agents know what type of house to find for the client and whether or not they would need a pet-friendly home.

"When are you thinking about moving?"

This question helps realtors understand how quickly their clients want results so they can make sure that everything is ready when it comes time to negotiate in 30 days."

The above questions are what most well-skilled agents use to surface opportunities. I want to also share some additional questions that my team uses to sell 850+ homes a year using online leads:

What are you hoping to change about where you live right now?

• Do you find your commute too long?

• Is the school system not working for you?

• Are there safety concerns where you are now living that make it hard to enjoy being home with your kids or grandkids in the evening?

• What are your thoughts on the housing market right now?

• Are you considering buying, selling or staying put for a while longer?

Do you have a friend or family member in the mortgage business?

• Do they have a good reputation?

• Are they responsive to your needs and concerns?

• Have you used them before?

• Are they knowledgeable about the reasons for your mortgage decision?

• Do you feel pressure to buy something quickly because of their limited time availability or are they willing to work with you in order to find what's best for now and eventually down the road as well?

Have you been looking for a home long?

• How long have you been looking?

• What are your thoughts on the housing market right now?

• Have you bought a home before or can't find one that fits what you're hoping for, like roomier living space for when friends and family come to visit, extra bedroom(s) so the grandkids don't need to sleep at Grandma's house anymore... or even a bigger back yard with more trees and hedges.

• If you're looking for a home, what are the most important features to you?

• What type of location or environment would best suit your lifestyle living in that area?

• Do you want something new and modern with lots of upgrades or do you prefer more traditional style homes?

When the prospect tells you they don't need your help, affirm them and validate them so they feel heard.

Another way to handle this situation is by asking a question that will show the person you are genuinely interested in them and also get more information about what they might need. "What made you think of real estate?" or "If real estate isn't on your mind right now, what else would be important for me to know as I work with other clients like you?" Showing genuine interest in who they are and where their mindsets lie at any given time, it'll make conversion easier down the line.

Being empathetic is very important to real estate and leads feeling heard as well.

When you show empathy, the lead will be more inclined to trust your judgement and follow through with what you're telling them. They'll feel like they matter because of how much attention is given to their needs. This process brings a sense of closeness between the two parties that are needed for people who are not sure about real estate yet. Asking questions in an empathetic way allows you to find out if it was just something small or if they need help with a bigger issue at hand so they can get on track again. The key is showing genuine care for where their heads are at this point in time by asking thoughtful questions instead of trying to sell when there isn't any interest shown from the prospect side whatsoever.

Real estate leads that are early on in their buying or selling journey need the real estate agent to take control and give direction. For example, real estate agents can offer to make an appointment with a buyer for the next day or set up showings of homes in their area. By doing this, realtors are showing that they're willing to help and have their best interests at heart.

In order to turn leads into customers, real estate agents should focus on understanding what each person needs as an individual by asking questions instead of assuming it is the same for everyone. Real estate agents should start conversations from a place of curiosity so people feel listened to rather than being interrogated about where they want to live or if they would like more information about houses in another town when talking on the phone. This approach will create trust and give you better chance at converting them into clients who will come back for more.

When real estate agents make the prospect feel like they are heard and understood, they'll be more willing to talk about what their needs are. This is a huge part of real estate lead conversion that many people overlook because it's not as easy to get right away. But once you understand where someone is at in life and how your services will help them down the line, realtors can become better marketers themselves by finding new ways to attract prospects who need their expertise instead of just buying leads off marketing firms. The whole point of this process is making appointments with potential customers rather than waiting on those to walk through the door with an appointment regardless if it takes weeks or months before converting somebody into a real estate client.

The real estate agent should be able to offer their expertise when someone in the market for real estate meets certain criteria that match your service and are interested enough to talk more about it with you over the phone or by emailing you immediately. If they don't have a need, then there is no sense of urgency on either end. You can always let them know when they do at some point down the line if what you're offering services-wise still applies to where they might be headed eventually--but this also doesn't mean just giving up once somebody tells you "no." That's not how conversion works. Rather than pushing something onto people who don't want it, realtors should work towards being resourceful so they can provide real estate services in other areas like referrals to lawyers, banks, etc.

In this guide example about conversion success with real estate leads--the realtor had a solid understanding of what the prospect wanted and needed which is why they were able to convert them into customers--even if it took some time before that happened. The more knowledgeable you are on your topic, the better chance there will be for lead conversions happening with prospects who need help or just want someone to talk things out with. If you know buyers through and through by being an expert at something (like I am) then realtors should have no problem attracting people looking for their expertise too because they'll feel heard as well during those conversations where trust comes.