Many lead issues in real estate are not actually lead issues.
And many issues can be boiled down to a few fundamental things I hear when auditing live transfer calls and through coaching agents.
#1 – Lack of consistent follow up to even make the connection with the lead. All conversion happens in conversation, if you don’t ever speak to a lead on the phone, there’s very little chance to experience conversion.
#2 – When you get on the call with the lead you trigger sales resistance in the prospect with your questions, causing the prospect to shut down.
#3 – You glance over really important information and unfortunately don’t dig deep enough. For example when a prospect says they’re looking to downsize, if you leave the call without understanding why, their needs and why it’s important to them – then you’ve unfortunately failed the prospect.
#4– You talk way too much about yourself and honestly the person doesn’t care if you’re a top agent. They want something and you talking about you is hurting you.
#5 – You don’t ask for the meeting. If you don’t ask for it; you’re not gonna get it. Now keep in mind there’s a good way and bad way to ask for the meeting and we help our agents with language patterns to make sure they don’t trigger sales resistance. Also, take out the ambiguity of where you’re going to meet. Always ask for it and suggest the time, the date and place. Make it easy for the client.
If any of this triggers you, I encourage you to take a look in the mirror and up-level your skill.
In fact, my friend Vikram Deol recently started working with an agent in his sales program where the person had said, “online leads don’t work”. And that person is right… online leads don’t work when you don’t script, you don’t know what to say and you’re solely focused on yourself.
But after Vikram worked with this client he was able to help him book appointments from an online lead.
If you’re struggling with conversion, hit up Vik. I don’t get anything for this, just tell him I sent you.
If you’re struggling with appointment setting, test drive our system for free.
CEO at Sheridan St.
The #1 lead generation and appointment setting agency for real estate
P.S. Whenever you’re ready to take your business to the next level… here are 4 ways we can help!
2. FREE PROFITABLE ADS TRAINING: Learn more about how top performing agents and teams run ads in order to generate leads that convert into deals faster: https://sheridanst.io/7-figure-leads
3. GET YOUR APPOINTMENT ENGINE SCORE: We have had the opportunity to speak with top performing teams across the country about how they set appointments. We created a free tool that will show you how your appointment setting compares to other top agents/teams: https://sheridanst.io/appointment-eng…
4. GET BOOKED APPOINTMENTS, LIVE TRANSFERS & IN PERSON SHOWINGS (GUARANTEED): Learn about how top performing teams and agents are implementing our Dedicated Appointment Engine in order to experience massive growth in their businesses: https://sheridanst.io/book-now