A lot of Real Estate Agents try to generate leads by face to face prospecting to grow
their sphere of influence.
Let’s say you are prospecting, exchanging business information, doing some online adverts
and now you have accuired a book full of new prospects.
Despite this, you are still having a hard time connecting and closing them to full-time clients.
if this sounds familiar, you can utilize these steps to improve your close ratio
for your Real Estate Business.
Why are your Leads not Converting?
Reviewing your failed conversions should be your first priority, Learning from past
failures can up your game in closing clients. Based on our research most real estate agents miss out on opportunities due to a lack of a systematic follow-up process.
50% of the work is getting our leads and prospects into your CRM, What you need is to connect with them actively and follow up with them periodically. Keep in mind that not everyone is ready to buy or sell right away.
Buying or selling a home is one of the biggest investments that someone will make in their lifetime. This takes time and moreover, the client will always choose
an agent that they trust.
So here are 4 Technique that could improve your closing and follow up process that can turn leads into
#1 Organize your CRM to create an effective Follow Up Method
This goes without saying but we must emphasize this: Make sure you log in to all the incoming leads to your
CRM. Most Real Estate marketing software integrates with popular CRMs.
You can start by segmenting leads and prospects based on where they came from. The lead source will give
you an idea if it’s a hot lead.
If you meet someone at a coffee shop and he/she gives you their information then you can categorize them as “face to
In cases where you are referred to as a prospect from a closed client ( which is one of the best types of prospect ) make
sure that you tagged this as well. Don’t forget to attach the contact who referred you to this lead make sure you add
their information to the profile as well.
Create plans for following up based on the information you have gathered for different types of lead. You may want
to push harder on prospects that are considered “hot” or on the verge of buying or selling. The more data you
have the more tailor-made your approach can be.
#2 Personalize your Drip Emails.
Most of the top agents close their leads by ensuring their clients feel that the email they have received have
been specifically sent to them.
The first thing that you should implement in your drip campaign is to separate potential buyers, sellers,
and investors. Send a weekly email update of new properties according to their preference and target areas.
For potential real estate investors, you should email them updates on new investment opportunities and
real estate market trends.
#3 Retarget Your Database To Grab Attention Throughout Their Decision Making Process.
In order to improve your close ratio, you need to use retargeting ads to re-engage with your database and existing leads.
You can upload your existing database and showcase your ads all over the internet using Google Adwords.
Retargeting allows you to maintain your presence in front of your database and prospects. If you want the best
possible results then try to create custom ads based on specific pages people are visiting on your website.
Retargeting ensures that you stay on top of mind for existing prospects. Couple this will periodic
follow-ups and email, you will see more people closing as real estate clients.
#4 Provide Value Before Calling.
A simple yet effective trick is offering valuable content to all of your prospective clients.
The more value you can provide to your leads, the higher your chance of closing them
Here are several examples of value-added services you can provide to prospective clients:
- Home Buyer’s Guide
- Weekly articles on mortage rates, real estate reports, market updates
- Testimonials from previous clients
- Neigborhoos news and events
Value-adding is one of the best marketing strategies in today’s fast-paced world. It’s the simple rule of giving
someone something valuable and they will respond in kind by doing business with you.