Your database and connecting with them in real time is more important than ever—but maybe you aren't sure of the best way to do that. Here are a few tips for engaging with clients and potential leads, no matter your form of communication. Remember: when it comes to connecting, it's all about the first 5 minutes!
Know How To Communicate
Knowing where a potential lead is located in the funnel will help you determine how best to communicate with them. While lookers and researchers won't require as aggressive of a communication strategy, those in the bottom three levels of the funnel—initial buyer, active buyer, and motivated buyer—should be persistently pursued.
Make It Count
Keep in mind: you should always text before you call. If you do opt for a phone call, then it needs to count. Take advantage of many smart phones' capability to transcribe voicemail messages, and include specific details that will entice potential clients to return your message.
- "Hi Frank, it's Brad. I know you reached out a while ago about wanting to know the value of your home. I went back and pulled your file and was comparing it against some recent comps in your area. In looking at things, I think I can net you an extra $8,000-$10,000 for your house. I'd love to talk through it and get your opinion. Give me a call back today so I can take 5 minutes to run through it with you. 919-555-1234. Thanks!"
Make Them Say No
Been awhile since you heard from a potential lead? Put pressure on a response by asking a question that demands an answer:
- "Did you already get your house sold for top dollar?"
- "Did you want me to cancel your email updates?"
- "Have you given up on buying a house this year?"
Canned, impersonal messages won't catch the attention of potential clients—in fact, it'll do just the opposite. In all of your communication, whether it be text, call, email, or otherwise, don't do anything like this:
- "Hello [first name]! Thank you for registering with AgentWebsite.com. Were there any properties in particular you had questions about?! I'd love to assist you."