Your realtor marketing efforts should contain one key ingredient. It's fundamental to all your listing presentations and buyer appointments. This key real estate concept is to keep everything simple and hassle-free for your prospects and clients. It is one of your prime real estate goals. To make the process from real estate lead to meeting with the prospect face-to-face with ease.
In order to initiate this action, you must gain a deep understanding of your real estate prospect's wants and needs. By doing this, you will demonstrate your willingness to be of service to them. This is important because you need a better idea of what it will take to accomplish their goals and bring about complete customer satisfaction.
Make this process easy for your real estate clients. Make them know that you are going to serve them well and clearly communicate to your prospects the value you, as their realtor, will bring to them and the sale. Then, show them that you appreciate the trust they are going to place in you as their real estate agent. Tell your prospect that you are going to do everything possible to live up to their trust in selling their home or finding them the perfect home they are dreaming of.
If your lead is a real estate buyer, make sure that they know you can show them ANY home on the market. Make them understand that it doesn't matter what real estate agent has the listing. If the prospect sees a home they are interested in, ALWAYS call you first and you can set up a showing for them. They don't have to be bothered with the details and the hassles of talking with the other realtor and setting up the appointment.
Be soft and gentle with the prospect and gradually build up their commitment to you. Most people would rather talk to one realtor than have to deal over and over with a multitude of brokers. What you're trying to do is solidify your relationship with the prospect and win them over as a full-time client. If you are non-invasive and pushy, you will find that 99% of your real estate clients will remain loyal to you. Often over your lifetime as an agent.
Real estate sales is a bit like dating. You want to start out slowly and build up confidence in your prospects. Just like dating, you don't want to jump out of the gates asking them to marry you. You've got to build their trust first. Slowly and without being pushy. Timing is all important for when you pop the question to them that you would like to serve them as their agent and help them sell their home or buy the property that they are looking for.
Begin your real estate presentation by offering the prospect things that they want and need. Make it easy for them. If you find out they are looking for property in the country, offer to send them additional information about homes that fit this need.
Once you've sent them the information they want, you've got to start gently leading them in a direction that will result in them going exclusively through you as their realtor. Let them know that you are not just a source of information on homes they are looking for, but you want to serve them in closing on their dream home.
Use a well-thought-out plan of attack with lots of carefully crafted and rehearsed questions designed to lead them to meet with you face-to-face. This is your goal. When you obtain a hot lead, establish a good rapport, then get them face-to-face as quickly as possible.
Gently explain to the real estate lead that it is to their benefit to meet and discuss their needs. Remember, this process is ALL ABOUT THEM. You can make the whole real estate process easy for them, hassle-free, and save them time.
Explain to them that because you have taken the time to gain a deep understanding of their needs and what they are looking for, you can now serve them more effectively. And this is something that you would like to do, be their real estate servant.
The face-to-face meeting will allow them to get to know you on a deeper level and vice versa. This will allow you to help them fine a home that is better suited to their true wants and needs. That's why they need to meet with you and consult futher with them.
By meeting with your lead, you can find out how serious they really are. Are they qualified and ready to make a move or not? You can then place them in the "buy right now" category, 6-12 months down the line, or keep in contact because they are just starting to shop around for a home or agent.
You can then begin following up with the prospect and approach them for a meeting at the proper time if the situation dictates. Stay in touch with them accordingly. Remember, you are trying to establish a solid relationship and gain a face-to-face meeting. But make sure that they realize through this process that IT'S ALL ABOUT THEM!
