Real estate lead generation tactics are pretty tried and true at this point. If you follow the best practices for building your lead list, your tech tools are current, and you work at volume, it’s easy to hit the conversion numbers you need. Now, follow-ups are where the finesse comes in because each situation is unique, and you need to be adaptable and personable to close deals.
Make Time To Follow Up
Pursuing leads past their initial point of contact is an ongoing process. It would be best to give it a dedicated place in your schedule. Following up on leads should take a few forms, and you will need to track where you are in your process by moving leads to the appropriate follow-up lists as your deals evolve.
- Missed connections and second run-through of lead lists
- Returning voicemails or email queries
- Text message follow-up
- Deal negotiations
Some stages can be automated. For example, initial text queries can be answered with a stock response and a path to additional information. After that first round, the lead becomes a prospect, and at that point, you’ll need a personal touch.
Build Rapport, Do Your Research
You need to understand your leads to make a personal appeal that works for them. That means doing your research before, during, and after you make contact. Begin by understanding the situation each lead is in. Did they recently get handed the responsibility of a property owned by someone who is now deceased? Are there tax issues or loan issues the owner is navigating?
Once you understand what makes someone a motivated seller or, on the other side of the deal, buyer, then you can move to understand each person’s specific circumstances better as your conversation develops. Add information about the property each seeks to buy or sell, pay attention to hard financial lines as they develop, and then create an approach that meets each one’s needs.
Provide Value To Your Leads
With each subsequent round of conversation, your goal should be to demonstrate the value of your proposals. Whether anticipating and addressing reasons someone should be motivated to sell or building a profile of their dream home, serve them options that fit their parameters; you need to show how your deal suits them.
People look to make deals when they see the benefits for themselves, not because they try to do other people a favor. Make sure you are working with that motivation at every turn, and don’t be afraid to make use of all the information you have at your disposal.
Key Takeaways
Converting leads to prospects? That’s mostly a volume game. Taking the conversation further with follow-ups that turn those prospects into deals is where your social skill and research matter. What can you do to ensure you have the information you need to deliver those personal appeals?
- Get yourself an advanced lead generation and management toolkit like BatchLeads so you can optimize your processes and minimize the work that goes into managing your communications
- Take advantage of detailed property information to build a profile of individual owners’ needs for your initial contact
- Use direct mail and Click to dial campaigns to cultivate interest by carefully building your initial communications on proven templates
- Update your lead lists and individual prospect profiles as you learn more so you can keep tabs on each developing business relationship
- Organize your buyers and sellers, especially when wholesaling properties to other investors in the local market
Following this process gives you a path to building your follow-up skills for the long term. The best part is that you can manage every step in this process from a single app when using BatchLeads. It is powerful, packed with up-to-date property details, and designed around real estate.
