Jessica Witter with Compass Real Estate shares how to nurture a lead until a deal is made.
Starting in car sales, Witter learned quickly how to understand the needs of her customers. The key to following up is timing. Do not waste any time reaching out to a lead as soon as it comes in. Witter warns agents to not overthink the process and just do it. Pick up the phone and call them immediately. If you get their voicemail, leave a message and follow up with an email letting them know you tried to call. Reaching out through multiple avenues will soon teach you how they prefer to be communicated with.
Keep Nurturing
Witter says it is normal to nurture an online lead for over a year. She began by reaching out every few days, then every few weeks trying to gauge the client’s interest. After a year, the client began renting one of her properties. Since then, they have done two deals together. Continuously following up helps clients keep you in mind.
Not wanting to overwhelm clients with too many emails, Witter encourages agents instead to end their emails with, “if you have bought a piece of property, please just let me know, and I’ll update my database”. This gives the client the power to opt out of receiving your routine emails.
Open House Leads
Open houses are a great way to capture as many incoming leads as possible. Every person entering the open house is interested in what’s going on in the market. Keep in mind millennials are currently the largest population of buyers. They are used to instant gratification. Reach out immediately after the open house to establish a relationship.
Witter suggests having an assistant at the open house to take notes. Have them jot down what the attendee is wearing or something that will help spark a memory. Use this information to personalize emails.
When it comes to working leads, keep in mind that it could take months to make progress.
How long have you had to nurture a lead to finally get a deal?
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