If you’re a long-time real estate agent, you’ve probably got so many leads at your disposal you don’t know what to do with all of them. Or, maybe you’re a new real estate agent and you’re getting a couple of leads a week. Whichever group you fall into, validate those leads to propel them into sales. Let’s look at some important steps in lead validation.
When Should I Call The Lead?
If you’re in the first group, with so many leads you don’t know what to do with them, you might consider one or more of the following options when following up with leads:
- Pick a 2 hour block of time each day to follow up and start with the most recent leads. Set a goal to call a specific number of leads per day until you’ve made it through the pile of leads (you’re going to get really good at lead verification calls!).
- Utilize your current assistant or hire a part-time assistant to call the most recent leads. If you're too busy to consistently call leads, have an assistant call those that are popping up throughout the day. (Consider sharing an assistance, who already knows how to validate leads, with another teammate.)
- If you don’t have the time or resources to contact a large majority of the leads, consider putting the older leads in a drip email campaign. Monitor your analytics to see who’s opening or responding to your emails, then pick up the phone to follow up.
If you’re in the second group, receiving a few leads here and there, now is the time to develop the habit of calling leads right away. Make it a habit of picking up the phone and calling the lead directly after you've received the lead alert. You want to feel rewarded because you've talked to and verified the lead vs. feeling let down because you only talk to voicemail boxes. Call a lead while they're hot vs. calling days later when they've gone cold. Brrrrrr.
No matter if you’re a new agent or an established agent, calling the lead immediately after receiving a lead alert will give you the highest probability of getting the lead on the phone. They are probably still sitting in front of their computer where they filled out the lead form. Or, they’re in front of a house from where they just called or texted the number on the listing sign. Contacting leads while they're engaged increases your chance of a nurturing them into a sale.
What Do I Say?
When calling a lead, be prepared with phone scripts. You want to avoid sounding unorganized and unprofessional because you’re stumbling over your words. A well-practiced phone script can be as simple as the following:
"Hi! This is ________ from _________ and I noticed you texted for more information on [address]. Are you still in front of the house?”
Who wouldn’t be impressed to hear from an agent before they even pulled away from the curb! Better yet, continue with the following:
“I’m about 10 minutes away. I’ll let you in so you can see the newly remodeled kitchen. It’s incredible!”
“Sure, that would be great.”
“Fantastic! Again, my name is _________. What’s your name?”
Congratulations! You just verified the lead’s name and you already have their phone number. Meet them at the house and work to convert the lead into a possible sale. Imagine if you waited 3-4 days or longer to make that call. Would the lead have even answered the phone? Unlikely. Chances are, you would have had to leave a voicemail message.
Quickly following up with leads will increase your chance of speaking with them and improve your conversion rate. You won't need to set up the dreaded 2 hour block of time to follow up with leads if you, or your assistant, are following up with them as they come in. Imagine how rewarding it will be when you get to talk to a real, live person, validate their information, and sell them a home.
Did a lead just come in? Stop what you're doing and call them! You've got this!