Online real estate leads can be frustrating, and we're well aware of that. These leads, whether generated via an online platform for distribute your ads or directly from your website, have a bad reputation for not converting. Is this true? How can you get around this?
Online users tend to scan through information as they surf the web. This means that many people spend very little time filling in forms, even when it comes to providing details about their future home. It may be worth continuing to try to distinguish quality from quantity, especially as 95 % of home buyers start their buying process online.
There are many things you can do to turn your real estate leads into customers and close sales.
Automation is your friend
Getting back to senders as soon as possible is the first thing you should do when dealing with online prospects. Sealing the deal is easier if you contact them as soon as possible. This is made possible by advances in technology.
Many options are available, including simple out-of-office e-mails in which you can clarify the sender's intentions and request details. You can also request more detailed information. More complex products such as CRM systems and website plug-ins can take longer and cost more.
Once the ball is rolling, you can separate the motivated greeters from the browsers, then take the conversation from there.
The appeal is not overestimated
It doesn't hurt to call prospects if you have a number. Even if you think it takes too much time and produces no results, don't underestimate the power of human interaction.
Networking is an essential part of thereal estate. It's obvious that this is the case.
Even if the person you're talking to is just starting to research the real estate market, this is a great way to show your expertise and prove that you're a true professional. You can also offer your services to the person's family and friends. You never know when someone will come back to you for real estate assistance if you make a good first impression.
Outside help is always excellent
You can hire help if you don't like to call or if you don't have much time. These professionals can verify the legitimacy of prospects and provide concierge services. They're available 24/7, so you'll receive an immediate message or notification when they find a solid profile for a home seeker.
You can also hire an inside or virtual sales agent (IVA) to check out leads for you. This can be done by investing time in training a student. You identify the best prospects and the student gets work experience and money in return.
Your prospects are important
The source of your leads determines whether they are good or bad. One possibility is that your leads come from a real estate portal. This would clearly indicate that those who visit this website are more likely to buy a home. For example, a survey on real estate platform Loger-Dakar showed that 54% plan to buy a property within six months.
If the main source is a general-interest portal such as a offers or a social media platform like Facebook, users could be looking for something completely different, or simply wasting time and stumbling across real estate-related topics.
It's also important to identify when leads are generated during a home buyer's online journey. What time did they create an account? When did they use a mortgage calculator? Or when did they fill in a contact form? You should go through the portals and check everything. You can determine their quality by looking at the points where prospects were captured.
Last but not least, make sure your prospects are exclusive. Select only platforms and services that won't give them to others. agents. Who wants their potential customers to be snatched away by the competition? Loger-Dakar is an example. They don't share your leads with anyone but you.