Seven Secrets: Converting Real Estate Leads into Clients | Homes.com

When it comes to leads, are you a leader or a follower? Do you have a strategy to find prospects and turn them into clients and referrals? Regardless of their source, it’s important to make the most of the leads that come your way.
Here are seven Homes.com-endorsed strategies to help you make the most of your lead management program and turn those prospects into customers and referrals!
1. Showcase your neighborhood knowledge?
The Internet has whetted customer appetites for all types of real estate information. Educated buyers and sellers make the best customers, but the Web has also raised client expectations. Many consumers are proficient in finding information on their own and are no longer impressed by folders full of MLS and web page printouts.
Agents who provide relevant local information can quickly establish lasting client relationships. If you reinforce individual property information with neighborhood knowledge that interests buyers - including school, crime, housing prices and resident demographic information - you demonstrate a level of expertise few agents can match. By positioning yourself as a neighborhood expert, you avoid pinning your hopes of doing business on a single property.
2.Timing is everything
Most people end up doing business with the first real estate agent they speak to, so fast response is crucial. Research shows many people have come to expect a response from real estate agents within an hour of requesting information. Many brokerages now reward agents who respond quickly with additional leads or other incentives.
Your strategy should include a plan for both initial response and ongoing contact. For example, your goal may be to respond to phone calls within two hours and emails on the same business day.
3. Create a professional follow-up package... read this article!!

Seven Secrets: Converting Real Estate Leads into Clients Homes.com