You might be surprised to learn that more leads do NOT necessarily equal more business. In fact, taking on more leads than you are ready to convert is likely to set your business back rather than move it forward. Lead generation can be expensive and if you are not prepared to convert the leads you generate, you will be making a poor investment in your business.
First, you should learn the right language for the lead conversion system you are using. For instance, online lead generation requires a very specific language. You need to ensure that you come across as a consultant rather than a pushy salesperson. Typically, online leads fall into the early stages of the buying cycle. These leads need to be nurtured and they will need multiple touch points before they are converted.
One of the biggest mistakes that agents make is relying too heavily on their personality. They resist learning the right language and scripts. As such, they create a false belief that all they need is an abundance of leads and that they will close based solely on their
personality. Often, this is not the case.
One of the most cost-effective ways to generate new leads is to nurture your past clients. If you give them an exceptional experience they will become your best source for lead generation. Make sure you have the systems in place and are using the right language to follow up with your clients.
So much business is lost by ignoring the clients you have already satisfied. Focus on the clients you have already served by asking for feedback and ensuring their experience is exceptional.
Chasing more leads than you can handle will NOT earn you a successful long-term real estate business. Be patient and nurture your leads. Learn the right language and focus on your past clients to get more referrals.
“I should not be more excited about your business than you are.” - Dan Plowman