Updated: May 13, 2020
We spend time and on getting leads. They can be through telemarketing, flyer mailers and door-knocking. But some of us just have a hard time converting their leads into sales.
From the many agents that I coached, I found out that one of the reasons is that they cherry pick their leads. They "shortlist" the really good ones and forget about the rest. The result is less closings.
The most common complain I hear from my customers is that their previous agent didn't follow-up with them. Well, these agents lost that opportunity and that was why I could serve that client.
Agents misunderstand that good leads means strong chance of closing. This is a myth. In my entire real estate career, I found time and again that the money is actually in the conversion of leads. Not in the shortlisting of leads.
The key here is the repeated follow-ups done over and over again. Some veterans say that you only stop following up with the prospect is when either one of you drops dead.
There are 5 effective tips to help you convert your leads into sales. They are :
"People go through three conversions. The conversion of their head, their heart, and their pocketbook. Unfortunately, not all at the same time." - Martin Luther
TiP 1 : SPEED
The Golden Rule of 5 means that you have to follow up with that lead within 5 mins when it comes in.
Why under 5 mins? This is because prospects could send multiple requests to several agents they picked up from 99.co or PropertyGuru. You are not the only agent, you know.