Real estate need to be ambitious, and they need to have a measure on ingenuity from time to time too. Not every lead is going to be easily found, entirely legitimate, and converted into a client that buys or sells a home through you especially easily too. Any time that’s not the case an agent will do well for themselves if they are able to take the lead and make the best of it they can. That will usually involve little more than thanking the folks for their time and telling them to keep you in mind if they do decide to make a real estate move in the future or someone they know wants to work with a realtor now. But what if it wasn’t anything of a lead to begin with? What we’ll talk about with this week’s entry is how to convert fake leads into real estate clients.
This is a tangent we’ve never gone off on before with our regular discussions around getting leads for new clients in real estate, but there really is a lot to be said for an agent who’s up for any challenge and it knowledgable about maybe seeing there is something of an ember there with a lead that was about to be dismissed as going nowhere. There have been instances of leads being dropped by an agent and then unbeknownst to them those folks actually ended up working with a different realtor in the near future. This may have happened to you and you don’t even know it.
And it may be something that can’t be stopped from happening as agents do need to be very objective about determining when a cold lead needs to be downgraded to one that’s no longer viable at all. One way to defend against this cutting into your success as an agent who consistently has new clients is to buy real estate leads that convert, and that’s something that’s possible for any agent that decides to sign up with us and start receiving a monthly quota of buyer and / or seller leads. It’s a solid choice, but we’ll keep on track and stay with our topic of how agents can take a nothing lead and maybe actually make something out of it.
Not So Fast
There can be times when a person or couple volunteer information that leads an agent to think they’re at or near the point where they’re ready to buy or sell. But the reality is that they’re doing so because of their enthusiasm alone, and maybe mixed with a bit of wishful thinking and trying to manifest their wish. Whatever it may be, they’re not actually going to buying a home in Vancouver or Toronto or anywhere in Canada anytime soon, and this will end up with them being ditched as leads by realtors nine times out of 10. But maybe that’s not what should happen, and maybe this is where there is an opportunity to convert fake leads into real estate clients.
In the scenario above it is is never going to really be possible to ‘spur’ someone into buying a home if they can’t afford it. That is never going to be how an ethical real estate agent is going to operate in the first place, and most agents wouldn’t even consider trying to mislead a potential client about their ability to afford a home in Canada. But it can be that a lead may have mistakenly lead you to believe something about them that’s not accurate, and this is something that people who are new to working as a real estate agent may be more prone to missing.
So unless a lead tells you explicitly that they won’t be buying or selling a home and / or they will NOT be working with you as their agent then any of them shouldn’t be completely discarded. The focus needs to be on how to convert fake leads into real estate clients, and there are some easy oversights that are possible here.
Here’s a certain type of real estate lead that many agents instantly write off – the incorrect phone number. One that a lead provides but is incorrect and not theirs. In this instance most agents will apologize for disturbing the call recipient and then delete the lead from their list. But what if you take a different approach? Instead of deleting the lead or marking it as invalid, what if you aim to continue the conversation.
There are instances where these turned out to be rental leads. Meaning that this is not the original buyer, but it is someone who is still in the market and a potential client. The need to make efforts to get some more of out of each lead is furthered if your plan is to buy real estate leads that convert. So instead of assuming the lead is a dead-end, treat it as a chance to ask more questions if the call recipient is open to that. A wrong number doesn’t always have to mean that individual or couple no longer being a potential lead and someone who could become a client in the future.
What some realtors will do when they aim to convert fake leads into real estate clients is assign these ‘fake’ leads to a specialized drip campaign designed for unresponsive or ‘low-grade’ contacts. The best way to approach these leads and handle them is to put them on the back burner of sorts, but if the lead shows they are still open to further communication then you should look to educate them on the market based on their buying / selling prerogatives. Then nurture the lead in the same way you would any other and do whatever you think will trigger these people to express greater interest in working with a real estate agent.
If you’d like to start receiving paid real estate leads then we encourage you to sign up here in the same way many other agents across Canada have done. This is a proven-effective way to enhance your efforts with finding new clients in real estate and most realtors who make this yearly investment quickly see it as well worth it. Realizing even just a handful of new clients each year can make it a valuable part of your marketing budget. Please see our testimonials from realtors like you who are very happy that they’ve found Real Estate Leads and are continuing to see results from the leads they receive each month.
Remember, the leads that we provide to you are given to you exclusively, meaning no other realtors in your area of the country will get them. The opportunity to be the first agent to contact these folks is yours and yours alone. That is highly advantageous, and is a big part of what makes this paid real estate leads service so valuable.
