The real estate industry is competitive and you need a strategy to stand out from the pack. Here are four mistakes that real estate agents make when following up with their leads:
Being too slow to respond
You may be wondering why this is such a big deal. After all, these are just leads. You should still follow up with them and get them ready for your next conversation or appointment, right?
But the reality is that these people have shown some interest in working with you—and that means they're paying attention to what you say and do. And if they feel like you're taking too long to respond after they've sent an email or left a voicemail message, they'll go elsewhere.
There's no way around it: being responsive matters in real estate sales. But how exactly do you do it?
The best way to show your responsiveness (and keep your potential clients happy) is by responding quickly and effectively when someone reaches out through any medium—whether they reach out via phone call, text message, email or social media platform like Facebook Messenger or Google Hangouts Chat. It's worth noting here that there's no perfect time frame for each type of communication—it really depends on how fast the buyer wants their question answered!
You can also beat your leads to the punch and the second they respond to you have automations setup that will send out emails and texts. These emails and texts cannot be self serving you need to use that time to demonstrate your expertise, differentiate yourself from other agents, and show you're knowledgeable and they should work with you.
Not sharing your expertise
You should always be sharing your expertise, knowledge and experience.When you're talking with a prospective client, focus on what you know and how that can help them. Let them know why they should work with you and not someone else. If they ask questions, answer them as best you can without giving away any information that could hurt the deal if it falls through (if they find out later). It's also important to share your passion for what you do.
If they don't see how passionate and committed someone is to their career, then why would anyone want to hire them? They feel that you would put that same dull energy into their home sale or purchase. It helps build trust in the relationship between real estate agents and clients when both parties are invested in working together successfully because it means that each party cares about getting results for themselves as well as each other — which ultimately leads us back around again at this point..
Focusing on the sale and not on the relationship building
Real estate is a relationship business. As you might imagine, then, it's not just about the sale. It's about building trust and rapport with your clients so that you can help them achieve their real estate goals through expert advice and unmatched customer service.
So what does this mean for your follow-up strategy? Well, it means that instead of focusing on closing deals as quickly as possible and moving on to the next client, you should be more concerned with building relationships with those who are currently interested in buying or selling property. Why? Because if they like working with you now, there's a good chance they'll come back again when they're ready to make another move down the road.
In other words: don't think of yourself as a salesperson; think of yourself as an advisor who cares deeply about helping people find exactly what they need—and then making sure that happens!
Not demonstrating why you are different from your competitors
While it may seem like an obvious point, not demonstrating why you are different from your competitors is one of the most common mistakes people make when following up with their real estate leads. While your competitors might have great marketing campaigns and offer comparable services to yours, they are still very much in competition with each other. If a client is looking for a specific type of service, they need to know that you offer those services above all others out there so they can base their decision on it.
In order to get ahead of the competition and stand out from the crowd, ensure that you detail exactly how you are different from them while also showing them how this difference will benefit them by providing valuable information such as:
What sets you apart?
How does this affect your customers?
What problem does your differentiation solve?
Timely following up with expert advice is important in building a relationship.
It’s no secret that real estate leads are important to your business. With the right strategy, you can build a relationship with each lead and turn them into customers who will buy from you again. This takes time and expertise, but if done correctly, it will pay off in spades!
Real estate leads need to be followed up with expert advice, rather than sales pitches. Expert advice helps build relationships by showing potential clients that you care about their goals and needs (rather than just trying to sell them something).
Don't think of this as just another way for you to earn money—think about how much more valuable those clients could be over time if they trusted you enough for future purchases! (Remember those referrals you keep looking for).
We hope we’ve helped you avoid these mistakes and are now ready to start building relationships with your real estate leads. If you want to join the dozens of Realtors we are already helping become omnipresent and turn their cold leads into sphere of influence quality learn more about our Realtor Accelerator Program.
If you have any questions, feel free to contact us. Check out some of our other blog posts if you want to learn more about real estate lead generation or how to get real estate leads online.