Determine whether or not the real estate seller leads are still likely clients.
There are only three possible outcomes for your real estate listing presentations — each of which will take you down a different path in terms of your next marketing and sales steps, so it’s paramount to understand how a “yes,” “no,” or “maybe” can set your plan in separate directions.
If they say “yes,” you’re golden — it’s time to get the paperwork and pen ready.
There’s no consistent reason why certain leads instantly give the thumbs up to working with you. But this is the best possible circumstance following your listing presentations, so take 5 minutes to celebrate your “win” and then get right to work.
Once the newly earned clients have officially signed on, it’s time to lay out your specific plan for getting the best offers for their home. During your presentation, you likely shared comparative market analysis (CMA) reports that relay what price point your clients should aim for regarding list price. Aside from going with the agreed-upon list price, though, there are other things you need to do to ensure you’re on the same page as your sellers. For instance, an open house schedule needs to be pitched and approved and client consent needs to be given so you can stage and alter the residence accordingly.
So while you will undoubtedly be excited about the new business, keep moving forward at full speed with your real estate marketing scheme so you hit the ground running right after your consultation.
If they say “no” (or “no for now”), set up CRM reminder to follow up down the road.
You can’t win ‘em all. Despite putting in a great deal of effort to convince leads you’re the right person for the job during listing presentations, one or more of a million reasons can derail your potential new business … but that doesn’t mean prospecting these leads has ended.
A hard “no” can be disconcerting on a number of levels, but even with a firm rejection, the best course of action is to stay in touch: Set up a reminder for a couple months post-presentation to see if your seller leads’ stance has switched. From there, you can revamp your pitch if they have a change of heart or you can abandon them altogether if there’s no chance of landing them as clients.
If they say “maybe,” read between the lines to consider if they’re worth prospecting.
As Real Estate Champions CEO Dirk Zeller notes, “We often beat ourselves up when we don’t convert a high enough percentage of maybes. I would rather get a ‘no’ today than a ‘maybe.’ In my studies, most low-grade maybes eventually turn into nos.” This may not prove entirely true for all agents, of course, but if hesitation is strong with your leads and no amount of free collateral is nudging them from their indecision, it may be time to move on — for now.
Just as when you’re spurned altogether, consider “maybe” a reason to communicate again down the line. Use your real estate drip email marketing campaigns for lukewarm and cold leads to stay in touch so you don’t close the door all the way on winning their business.
A personalized email, for example, that explains who you are (yes, they may forget about you after six months — don’t take it personally), asks if their housing situation remains the same, and notes something to show you remember their housing needs (e.g. if they mentioned they were looking for a spacious ranch with lots of acreage, mention that in your message) can turn them from “never-gonna-happen” prospects into potentially revitalized, very hot leads.