TIPS, DIALOGUES AND TECHNIQUES FROM ACTIVE REAL ESTATE PROFESSIONALS. Best ways to turn unresponsive leads into closings

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1 Best ways to turn unresponsive leads into closings

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3 UNRESPONSIVE DIALOGUE Turn unresponsive leads into closings We have polled hundreds of thousands of team leaders, power agents and brokers to find what works. We have compiled the best dialogues and scripts from top agents to help you turn those unresponsive leads and customers into closings and future referrals. This book includes techniques and tips on how to escalate the dialogue when customers don t respond to the first few contacts. Interestingly many address this head on, asking the customers to let them know if they are truly interested and this seems to work. If the lead does not come with a phone number, the following tips and dialogues will help you. In general a persistent and not pushy approach is what many recommend.

4 Single agent NOT considering a team I CURRENTLY MANAGE a team Annual Transactions Annual Transactions Rhonda Overman I will provide enough information to prompt a call back. Also depending on the situation, if it has gone pending or has had price changes, I entice them to call me for more information. Barry Shapiro I will be available today from 11am to 1:30pm or from 4:00 to 6:30pm this evening, should you want to discuss this property or make an appointment to preview the home. Otherwise, let me know what time works best for you in the next day or two. Feel free to call, text or me. I AM thinking of joining a team I am a single office broker Wendy Legerton 0-5 Annual Transactions I /call depending on their preferred contact and tell them my available time to meet with them and which do they prefer so we can get together and verify why this home, what s their timing in the market, do they have property to sell, have they spoken with a lender, etc. You want to make sure the level of interest and information to provide a thorough service and meeting in person is key. Jessica Dillenbeck Annual Transactions I give them an exact window of time they could call me or ask provide the same to me

5 Turn unresponsive leads into closings Hello, this is just a reminder that I will be sending you updates on new listings corresponding to your need. Please feel free to contact me with any question about the updates you are receiving. Thank you for your interest. I have a list of similar homes that they may also be interested in comparing. Sarah Marrinan I HAVE JOINED a team as an agent Annual Transactions Andre Bohbot I HAVE JOINED a team as an agent HI (name), I m excited to set up a showing for you on this home but haven t heard back from you yet. If you ve decided that this isn t the home for you I d be happy to get you set up on a no obligation home search. I m here and happy to help, just let me know how. I realize this happens, so I just put them on a drip campaign and move forward since they probably are contacting multiple agents and I just need to out follow up my competitors in many cases to earn the business. Jim Paulson I am a single office broker Annual Transactions Christopher Wasilensky Annual Transactions I know you were interested in the home on ABC street so here is the information. There are other similar homes in that area that I can provide info on if you would like me to. I work in that subdivision as well as the surrounding area so would be able to help your search. Let me know how I can be of assistance to you. Look forward to hearing from you. Just working on keeping my contacts and mail list cleaned up so not going to keep you on my newsletter list if you have found your place in Paradise or have a REALTOR of choice. Gail Lidinsky Annual Transactions Continue to them relevant info about the market through drip marketing Kathleen Wissing Alicia Crone

6 I say I wanted to follow-up with him/her to see if they are interested to see the home they inquired about. If they are receiving automated s I say that I noticed that they are receiving and opening the links with new listed properties and I wanted to know if they have any question regarding any of the properties or they are interested in seeing any of the properties. Daysi Jarquin I CURRENTLY MANAGE a team Annual Transactions I add them to a drip campaign and hope for the best outcome. Some people simply won t respond no matter what, others will eventually when something changes in their situation, and if you are top of mind, you will likely get an interview. I identify my name, company and property they called on and tell them I would love to provide them with more info on that property and perhaps arrange a showing as well. I provide them with my cell phone and address and ask them to please call me back ASAP, even if they already have the information they were seeking, as I have some additional information on that property that they really need to know. The bit about the additional information is to get them to call me back, even if they think they already have all the information on that property or have already spoken to another agent. I will have ready some additional info. on the property which could be almost anything e.g. what the taxes are, what the HOA fees are, etc. Once they call me back, I can engage with them further. Barry Gazzard I am a single office broker Annual Transactions Cameron Piper I am thinking of STARTING a team Annual Transactions I contact the client to ensure they are ready to go with financing, pointing them in one direction to get started. If already preapproved then you can contact them to get their criteria for home search and see what it will take to get them to go view a home. I usually tell them that I have tried several times to connect with them and that if they do not reply I will no longer contact them, about 8 out of 10 end up responding so they don t lose touch. Michelle Santos I HAVE JOINED a team as an agent Krista Knight

7 Send them a customer view of the REALTOR listing and I would be happy to schedule a showing at their convenience. Arianne Tanasio Annual Transactions

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