Tips for real estate agents to convert leads into sales

Realtors should always keep an eye on buyer activity as closely as they use property data and other information to watch the market. A committed, driven professional can always find creative ways to turn great leads into sales.

Today's real estate market can be fast-paced, complicated and a little overwhelming. Real estate agents are faced with a number of challenges each day, and often it seems that more effort is put into chasing down potential clients rather than actually closing deals.

However, the process could be simplified with some specific tips and tricks. Realtors should always keep an eye on buyer activity as closely as they use property data and other information to watch the market. A committed, driven professional can always find creative ways to turn great leads into sales.

Pick the perfect time by finding the hot buyers
Even if the housing market is in peak buying season, not every prospective client will turn into a sale. Therefore, ideal real estate professionals can learn how to identify the hottest buyer behavior and engage them in the best possible fashion, according to Rob Wachter, contributor to Inman News.

Even if the perfect clients are walking through the door, several items need to be in place first, Wachter explained. For starters, an agent needs to have an automated marketing tool, a method to collect names and emails and a strategy to watch online property behavior. With these in place, it will be easy to identify the best buyers to reach out to.

Moreover, real estate agents with a website can then offer a way for clients to save or prefer properties, Wachter noted. Then the agent can track what types of homes they like, such as foreclosed houses. When a great listing pops up, it will be easy to reach only to clients whose search preferences fit the bill. Other methods to narrow down hot leads from not-so-great ones is with price. For instance, clients who are searching expensive homes may warrant extra attention from a Realtor. Their high price point could be an indicator of seriousness.  

Most importantly, all real estate professionals should communicate like humans, Wachter added. All Internet communications should have a personal feel to them. The property address for the home a client has been looking at could be included in the marketing material. The agent needs to show that they care and are paying attention.

Courthouse Retrieval System can help Realtors market toward clients, with an expansive collection of mortgage records, warranty deeds and much more. A highly intelligent professional is a big plus for many clients.

Find the best ways to leverage buyers
Both the real estate industry and sales strategies are constantly evolving. So too should a Realtor's approach to the marketplace, according to Karlton Utter, director of learning technologies and solutions at Better Homes and Gardens Real Estate.

For example, a real estate agent should sit down with every potential buyer and explain all of the necessary information, Utter stated. It is easier to convert leads into sales with great knowledge, and all of that data needs to be communicated to the clients as well. Therefore, step one should be going through the entire buying process and laying out a clear, detailed plan of attack. This way, the buyer will have a better understanding of what is to come and how it needs to be approached.

Additionally, real estate agents should make it a point to attend every aspect of the sale as possible. This includes the home inspection and home appraisal all they way to the closing. Utter added that anytime something goes wrong the blame falls on the agent. That is why they should be there at every step, so nobody can doubt their commitment to each individual client. 

Overall, these steps can help a Realtor find the best leverage for each client. Essentially, every person has preferences that they are looking for, and the best real estate professionals understand how to appeal to those traits.



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