1. Understand homeshoppers and how to help them
Understanding the diverse needs and preferences of different buyer groups is crucial in real estate. It allows you to tailor your approach and identify the most relevant solutions. You can provide targeted resources to effectively address each group’s unique challenges. This ultimately facilitates a smoother home-buying process for everyone involved. .
For millennials with limited savings wanting to buy a home, securing a mortgage is a key concern. They focus on finding a mortgage with a low down payment. Understanding the pre-approval process is crucial. Popular options include FHA loans which require as little as 3.5% down, while various state and local down payment assistance programs can also help bridge the gap for qualified buyers.
A top impediment for Gen Xers is finding a house that fits their family’s needs and is within budget. Be ready with ideas about broadening their home search. You can also refer them to general contractors to discuss renovation options and more.
Boomers are often looking at retirement. Finances can be less of a problem. However, finding a smaller-sized house that fits their desires can be a hurdle. They seek quality construction, a larger lot space for privacy, and a safe neighborhood.
2. The art of timely response
As soon as you receive an online lead, reach out to them via phone call right away. Prepare a set of key points beforehand. Have relevant information readily accessible. Ensure you’ve practiced your pitch beforehand through role-playing. This will help you deliver a smooth and confident conversation. Consistently apply your sales “talk tracks” in real calls to quickly memorize them.
Hi [Lead’s Name], this is [Your Name] from [Your Company]. I’m calling about the property at [Property Address] that you expressed interest in through [Lead Source]. Could we take a quick five minutes to discuss your needs and how this property might fit for you?“
If you try to contact a potential customer (lead) and they don’t answer the phone, call them again. Alternatively, leave a voicemail message before the day is over. Then, follow up by sending them an email. This ensures they are aware of your interest. It keeps your company in their thoughts. Consistently following this process with all leads is key to building a positive relationship. It also increases the chances of converting them into customers.
The Realtor.com® professional dashboard offers tools to enhance your connection with leads. Review the intel available there, such as a market insights report. Utilize the suggested follow-ups and task reminders.
3. Reach non-responsive leads
When trying to re-engage unresponsive leads, use phrases like “homes are selling fast, don’t miss out” to create urgency. Keep your messages concise. Always end with a question or clear call-to-action to prompt a response from the lead. This tactic encourages them to actively engage with your communication.
Surprise! We’ve got a deal so good, you’ll want to do a happy dance. Check your inbox for details!
4. Level up your online presence
Don’t forget consumers’ home search often includes researching agents. Search your name to see where you can be found online. Then, take control of how and where you are represented. Ensure it’s a current and positive reflection of your real estate business.
Ensure your profile is updated and consistent across your free Realtor.com profile, personal website, brokerage or MLS-affiliate site, and social media sites. Claim your business on Google and Yelp, and get into the habit of gathering ratings and reviews on your Realtor.com profile and other sites.
5. Go mobile
This statement emphasizes the critical need for real estate agents and businesses to prioritize mobile optimization on their websites. Most potential homebuyers now use their smartphones to search for properties. Agents should further engage with customers by actively utilizing popular social media platforms like Facebook and Instagram.
For more tips to grow your business, visit the Realtor.com Resource Center to learn about upcoming results, educational webinars, resources and more. Now’s the perfect time to sign up for Connections Plus to connect with new leads during the Cyber Sale.