Real Estate Lead Conversion: 6 Tips for Getting More Appointments

By
Real Estate Technology with Chime
https://staging.activerain.com/droplet/556p

As a real estate agent, there are two paths you can take to grow your business. As a marketing professional, you can increase lead spend or change the source to generate more leads. Although a pile of leads is not a goldmine until you convert your leads to appointments. As a sales professional, you can grow your business by improving conversions or by leveraging your existing sphere of influence.

KW agent Gene Rivers says, “We all know that three-quarters of sellers make only one phone call and 65 percent of buyers work with the first agent they have significant contact with. So the real estate business is truly about getting appointments.”

But consistently setting appointments can be tricky depending on the type of lead in question. Unless a lead is a direct referral or past client, chances are they know very little about you, your brand, or your services. With leads considering multiple agents at any given time (especially online leads who contact on average 3 different agents), you are auditioning for the chance to be their representative.

“Most internet leads are going to be first-time homebuyers, in part because younger generations are more inclined to start their process on the internet. If you can get someone to meet with you, you’re statistically 75% to the sale. It’s easier to gain trust with people in person, to interact in real time, and your conversion rate is going up from there,” excerpt from Mindset, Methods and Metrics by Nick Dreher.

Here are a few tips for setting more appointments:

Don’t be afraid to be blunt and ask for an appointment. Your leads are not mind readers, and often times are unaware of how the home buying or selling process works. If you don’t ask for the appointment, you risk not getting it! Immediately after asking for the appointment, explain the benefits of the appointment. Your leads are more likely to say yes if they understand how a consultation will directly benefit them.

Be the market expert and know your market better than anyone else. Preview new listings to gauge inventory, do market research and know the median days on market, know the asking versus closing price percentages, know the price per sq/ft, familiarize yourself with the schools, and build relationships with service providers (who are your trusted inspectors, plumbers, lenders, etc?). Your expertise will persuade leads that you are the best agent to represent them and care for their needs.

Practice handling objections to build confidence. It’s difficult distinguish yourself from the competition if you are sight-reading a script while on a live call! Authenticity comes with practice, so role play with another agent to learn how to think on your feet to better react to objections. Your confidence will show leads you are the best agent to negotiate a deal on their behalf.

Have your questions ready before picking up the phone. Before you can sell your services, you’ll need to learn about the specific wants and needs of the lead. Asking questions establishes rapport as it demonstrates to the lead authentic interest in their business. Have a working list of questions ready and be prepared to add new questions as they arise for future reference.

Build stronger rapport by nurturing more. Even if the lead isn’t ready to buy immediately, the National Association of REALTORS® has found that 70% of prospects will hire the first agent they talk to. By the time a lead begins their home buying or selling process, they are already actively looking on Zillow. Most Zillow buyer leads contact at least two agents and at least three agents as a seller. Use emails structured into drip campaigns to nurture leads and to keep them in the loop.

A ‘No’ is an opportunity for a future ‘Yes’ so use unsuccessful follow-ups as an opportunity to educate the lead on the value you bring to the transaction. As Dirk Zeller says, “buyers, especially first-time buyers who presently comprise roughly 30% of sales and 40% of sales historically, often come to the transaction with limited knowledge and a lineup of misunderstandings about how real estate agents and real estate deals work.” Often times prospects have not found value in hiring an agent and will attempt to navigate the industry without representation. Use this opportunity to educate leads on the benefits you bring to the table.

“[Prospects] want to talk about their wants, needs, and desires and your benefits. Arm yourself with a good list of questions, and you’ll be be well on your way to not only gathering the information you need to do your job well, but also to establish the rapport and confidence necessary to gain the prospect’s commitment,” Dirk Zeller, 10 Tips and Strategies when working with buyers.

Sign up for a free demo with a Chime productivity expert to learn how Chime’s suite of powerful sales tools will help you convert more leads into appointments.

close

Re-Blogged 1 time:

Re-Blogged By Re-Blogged At
  1. Ginger Harper 06/13/2017 05:14 AM
Topic:
Real Estate Sales and Marketing
Tags:
real estate sales
real estate marketing
real estate lead conversion
chime crm
chime
chimeme

Post a Comment
Spam prevention
Spam prevention
Show All Comments
Rainer
413,548
Sham Reddy
H E R Realty, Dayton, OH - Dayton, OH
CRS

Great blog, appreciate you taking time to post!

Unless a lead is a direct referral or past client, chances are they know very little about you, your brand, or your services. 

Jun 05, 2017 04:59 AM #1
Rainmaker
609,215
Laura Filip
RE/MAX UTOPIA , Serving all of Texoma - Whitesboro, TX
What can we do for you today?

Great post, thank you for sharing your thoughts. Keep up the good work. Have a blessed day

Jun 09, 2017 03:51 PM #2
Rainer
104,231
Mega Team Real Estate
Realty ONE Group Alliance - San Mateo, CA
San Francisco and Peninsula Real Estate Concierge

Love the post. Thank you for sharing. 

Jun 09, 2017 07:54 PM #3
Rainmaker
125,351
Stavrula "Sam" Crafa, RNC,GRI, CDPE, PSA
Future Home Realty - Seminole, FL
Providing the integrity and service you deserve.

These are all great tips and should help anyone land those appointments. Congrats on the featured blog. 

Jun 09, 2017 08:00 PM #4
Rainmaker
2,556,288
Laura Cerrano
Feng Shui Manhattan Long Island - Locust Valley, NY
Certified Feng Shui Expert, Speaker & Researcher

I love the idea of being prepared to get rejected now and again and done the right thing to say. It's probably the most important aspect.

Jun 09, 2017 11:46 PM #5
Rainmaker
335,436
John Wiley
Right Move Real Estate Group- EXP Realty - Fort Myers, FL
Lee County, FL Real Estate GRI, SRES,GREEN,PSA

Thanks for the tips on getting appointments.

I think too often we want to sell the consumer on ourselves when we should really spend more time on finding out their needs.

Jun 10, 2017 06:30 AM #6
Rainmaker
435,654
Mary Hutchison, SRES, ABR
Better Homes and Gardens Real Estate-Kansas City Homes - Kansas City, MO
Specializing in Brookside, Waldo, Prairie Village

I always offer to meet people when I get an inquiry.  So much easier to discuss in detail what I can do for them and what they need in terms of real estate services.  The annoying thing is -- if I don't get the business, wish they would be courteous and just let me know when I follow up

Jun 12, 2017 08:50 AM #7
Rainer
1,200
Peter Kevin
1986 - St Thomas, VI
I'm perfect in customer statisfaction

I basically need to offer focal a dedication of thankfulness is all together for this extraordinary post of Reliable Essay Writing Service, quality article and will look a more unmistakable measure of your amassed hypnotizing substance. Sublime sharing!

Jun 13, 2017 12:07 AM #8
Rainer
1,125
clarence reynolds
Berger Realty - Coral Springs, FL

Having questions prepared is very important. Just like a lawyer during trial, you should have your questions ready to direct your conversation. Listen ...And write down your answers!!

Jun 13, 2017 08:35 AM #9
Rainmaker
629,461
Kasey & John Boles
Jon Gosche Real Estate, LLC - BoiseMeridianRealEstate.com - Boise, ID
Boise & Meridian, ID Ada/Canyon/Gem/Boise Counties

Good tips April, I'm liking your blog - just followed you. Have a great weekend. -Kasey

Jun 17, 2017 03:21 PM #10
Anonymous
ann

nice post
see more

Aug 29, 2017 10:45 PM #11
Anonymous
ann

see more

Aug 29, 2017 11:08 PM #12
Rainer
1,175
Bradshaw Layfield
UK Writers - Central Saanich, BC
I have been in the Academics for the past 5 years
These tips will definitely help an agent on making more conversion rates than before because the more conversion he generates the more his income increase. Assignment Writing Service
Nov 19, 2017 11:26 PM #13
Rainer
3,175
rose sandra
students - South Bay, WA
my name is rose sandra and i am a student

These tips will help an operator on making more transformation rates than before in light of the fact that the more change he creates the more his wage increment. Help with assignment

Mar 14, 2018 04:24 AM #14
Anonymous
Matthew Lewis

A great blog and help tips that will be helpful to the people who work in real estate. UK - Academic Writing Help Thanks for sharing it.

Mar 23, 2018 12:51 PM #15
Anonymous
Michael John

Ask for dissertation writing service .We have team of expert dissertation writers to provide online academic writing help.

Apr 12, 2018 10:08 PM #16
Rainer
1,700
michael mishelle
Education - Saint Adrien, QC

Ask for online dissertation writing service in UK.We have team of expert dissertation writers to provide online academic writing help.

 

Apr 12, 2018 10:11 PM #17
Anonymous
walmart


Everyone knows that Walmart is one of the leading retailer companies in America. Their business operates on a global level. Walmart works with a variety of departmental stores, hypermarkets, and grocery stores.

Walmart credit card login usa

May 14, 2018 03:22 AM #18
Rainer
1,025
walmart login
walmart - Adak, AK

Everyone knows that Walmart is one of the leading retailer companies in America. Their business operates on a global level. Walmart works with a variety of departmental stores, hypermarkets, and grocery stores.

 

Walmart credit card login usa

May 14, 2018 03:28 AM #19
Rainer
5,590
Ely Elijah
Ely Elijah - Avon, CO
zx

Thanks for taking the time to discuss this, I feel strongly about it and love learning more on this topic. If possible, as you gain expertise, would you mind updating your blog with extra information? It is extremely helpful for me Best coursework writing Service in Canada

May 18, 2018 03:29 AM #20
Post a Comment
Spam prevention
Show All Comments

What's the reason you're reporting this blog entry?

Are you sure you want to report this blog entry as spam?

Rainmaker
60,082

April @ Chime Technologies

We market for agents, build CRM and tools. Ask me!
Ask me a question
*
*
*
*
Spam prevention