4 Must-Do Steps for Converting Online Leads from Real Estate Leads

Published June 4, 2018 by Real Estate Leads

Small house on laptop keyboard. Real estate agency online. Concept. 3d illustration

Here at Real Estate Leads, what we offer to our clients here is fairly self-explanatory given the nature of our name. Our online real estate lead generation system for Canada provides realtors here with even more in the way of opportunities generated from prospecting. It’s something all realtors need to do, but doing so while harnessing the power of the Internet can make for some downright impressive results when it comes to the volume of leads you can dig up.

We’re not going to start here by saying that you need to follow up on these leads quickly. That’s true, but we’re not going to tell you something you didn’t already know. With this understood, however, it’s interesting to note that statistics indicate that about 48% of all online leads go completely unanswered.

Now, the difference here of course is that your leads provided by us are provided to you EXCLUSIVELY, meaning you will be the only realtor to receive them. Yes, that’s a big point! But there’s factors to consider here, including the fact that most online leads are 6-12 months out from selling their home or purchasing one.

You still need to move quickly, however, and so let’s get right to our 4 must-do steps for getting the very most out of your online real estate client leads.

  1. Speedy Is Timely

The sooner you are able to reply to an inquiry, the better. And when we say soon, we’re talking the same day ideally. Don’t put it off, send whatever form of communication you think is best and present yourself as a realtor who would be happy to help them as the begin the process of buying or selling a home.

If you don’t contact them, a competitor will and yes, that’s going to be true 90+% of the time even if you’re the only one to receive the online generated lead. The smart choice is to have a system in place that can respond when you can’t. An autoresponder like a text message or anything to acknowledge that lead and let them know that you are there and ready to help is fairly standard.

Nowadays A.I., or Artificial Intelligence, has made its way into real estate too. With AI you can mimic live-time text message responses that are genuine to the point of seeming as if they’ve only recently been created by the realtor themselves. They can also respond intelligently too, and the if questions go beyond their scope of comprehension, they will then pass it over to the G.I., or Genuine Intelligence – that, of course, being you!

Bots can still feel impersonal, though. Many agents instead choose to go with concierge services that connect with leads right away, and these prospective clients then hear from a real person. You can also have them categorize your leads. It’s not unlike having your own inside sales team, and for many realtors it turns out to be money well spent.

Another thing to keep in mind when responding to a lead inquiry is to always respond using the same method with which you received the inquiry; if they sent a text, you reply with a text. If they emailed you, you respond with an email. If they phoned, you phone. This is proven good advice and extends to sales professionals of all types, not just realtors in Canada.

  1. Qualify Those Leads

It’s a fact that top agents sort their leads based upon how ready these prospective clients are to take action. This is something you can do too, and it’s decidedly easy.

Put your leads into one of these 3 categories:

A: Leads are ready to do something now – they must buy or sell for any specific reason, and are ready to make moves.

B: Leads are motivated, but may not proceed further for up to six months.

C: Leads have shown significant interest in listing or beginning to house hunt but are not sure when they will take action. No timeline can be predicted here.

Naturally, you should be calling those A-leads right away. For the other categories, you should be staying in touch. Enter them into your database and recognize the length of time you’ll need to stay in touch for them based on your determinations. Be sure to periodically remind them of who you are, and that you’re ready to help them when they need the professional assistance.

  1. Be Entirely Prepared

Real estate has always been a numbers game. Those who know know the area best, comparable homes for sale, market stats, etc., will have much better chances to make something of their leads.

Then there’s the importance of being well versed and prepared when you enter into regular communications with a lead that’s gotten warmer. This also makes you look like the professional you are. Being prepared gives you confidence, and that attributes is always extremely visible to the prospective client.

  1. Think in the Long-Termfor Better Successes

As stated, many online leads are for people in the looking / preliminary research phase and may well be 6-12 months or even longer away from making any time of firmer decision. This is where having some sort of CRM or follow-up system is extremely valuable for incubating that lead and staying in touch.

Drip email campaigns, video email, even offering a monthly value-added digital newsletter subscription are all great ways to do this. And don’t overlook simply picking up the phone and making a call to them at a select interval. A real connection strengthens their understand of who you are and where you are for them.

This whole idea is predicated on responding to the lead without delay and then consistently following up with them from that point forward. Again, so much of this is related to the basics of how you do business in sales. Make sure your leads continue to be your leads!

Sign up with Real Estate Leads here and receive a guaranteed monthly quota of buyer and / or seller leads for your protected region of any city or town in Canada. It’s a dynamite way to get so much more out of your prospecting efforts, and hopefully now you’ll be much better prepared to manage those leads once you’ve acquire them.