It’s what we all want!
New leads filling up our sales funnels, but how do we connect with leads and convert them into our sellers or buyers?
Over my fifteen+ years in the real estate industry, I have a few ideas that I whole-heartedly believe work the best!
1 VIDEO – AS the first habit in my book “The Little Red Stick – What Get’s Measured Get’s Done!” says, you must learn to take care of your clients BEFORE they are clients! So here is a little tip. After your initial conversation with a new lead, follow up with a process that includes a ‘Hello’ email and include a Video of Introduction.
We all know what it’s like to watch the evening news and get to know the news Anchor. If we were at the grocery and saw them, we would feel like we already know them a bit – in fact, we may even approach them to say hi!
If you want to increase the odds of you connecting asap with these new leads, then video offers one of the best ways to do this.
2 CUPID– GREEK mythology invented the god of love but we can do a lot to keep him alive.
I recall taking a session in history class on this boyish character and was interested to learn that when Cupid shot his arrow into a victim’s heart, that it didn’t release a feel-good love sensation, it actually hurt the person and immediately caused them to feel pain. A pain in their heart.
Then, being aware of their pain, they look for the healing. Once they see their intended love, they fall head over heels in love!
Surely Shakespeare understood exactly this:
“Love looks not with the eyes, but with the mind
And therefore is winged Cupid painted blind.
Nor hath love’s mind of any judgement taste;
Wings and no eyes figure unheedy haste.
And therefore is love said to be a child
Because in choice he is so oft beguiled.”
If you can become like Cupid, and reveal the pain in your people’s hearts, then you increase your odds of being able to meet their pain and in doing so, you will become their knight in shining armor!
Give your leads the opportunity to share their fears and needs with you BEFORE you go into sales mode and tell them how great you are. If you do this, then they will feel your love and believe you when you tell them you really want to help them.
3 CLOSING PHRASES – WRAP it up at the first meeting.
I know some REALTORS who regularly take two meetings before they sign up new Sellers. I understand the ideology behind this being ‘the better they know you the more likely they are to commit’.
IF you have followed a precise process (like mentioned in this blog) there is no need to prolong the close of the sale. Why do you want to get in people’s way? If they are ready to sign the papers, then, by all means, lead them in that direction.
I know that sometimes, it is a lack of Closing Techniques that stalls this, so here are some easy to remember closing phrases that work well at the end of a meeting with your potential clients – don’t let the opportunity pass you by!
- Ok, you have answered all my questions – have I answered all yours?
- When would you like to get started?
- How would you like to begin?
And if you need help getting these processes integrated into your own business, I am always here to help!