Go Back To Article List

Convert Online Home Seller Leads

Posted Tuesday, October 9, 2018

As the real estate market has changed, one of the biggest differences has been the number of potential buyers and sellers looking at properties online. Because of this, agents and investors have had to adapt, and in the process learn how to convert those online leads into transactions. But to be as effective as possible in doing so, there are certain steps that must be taken. If you're a real estate agent or investor who is eager to learn how to convert these online referral leads into profitable deals, here are some tips to keep in mind. 

When an online lead comes through to an agent or investor, response time is critical to success. Because of this, experts recommend contacting the prospect within no more than five minutes. Whether this is done by phone, text, or email, the sooner contact is made, the greater the chance of completing a deal. Based on a Lead Response Management Study conducted by MIT, if you let just 30 minutes go by before making contact with a potential client, the odds of having success drops an astounding 21 times. 

Since 72 percent of people work with the first real estate professional they come in contact with, always work hard to schedule an appointment from the online lead. In doing so, make sure you gain an understanding of the person's needs and how you can help them, which will give you a competitive edge. 

Whether or not you are able to achieve quick contact with a client, always send an email within a few minutes that contains valuable information the client can use to start making a decision. This allows you to build trust, while also displaying the utmost professionalism. In your email, always emphasize the no-obligation aspect you offer, which will help put them at ease. 

If you get an opportunity to speak by phone with a potential client, there are several key aspects you should always include in the conversation. For starters, always start by asking about their reasons for their inquiry, and why they are wanting to sell their home. Along with this, let them know the importance of scheduling a time to view the property, and that your knowledge of the local market can help you give them much better information than any generalized online reports they may have viewed. 

By using some of or all of these tips, you'll find yourself turning online referral leads into one profitable transaction after another. By paying attention to the smallest details and establishing contact as soon as possible, you'll set yourself apart from the competition, showing clients you truly care about their needs.