To begin with, whenever an agent or investor receives an online lead, response time will be critical. While some agents think nothing of waiting a mere 30 minutes before replying, that half-hour can be a deal-breaker. According to an MIT Response Management Study, waiting 30 minutes to reply to a potential client makes it 21 times less likely the lead will result in a transaction. Because of this, experts recommend waiting no more than five minutes before replying.
Along with having a quick response time, it is important to schedule an appointment with a prospect as soon as possible. According to industry statistics, almost 75 percent of people looking to buy or sell a home decide to work with the first real estate professional who contacts them. While this may not necessarily be the best strategy for buyers and sellers, it does illustrate how critical it is to be prompt when replying to online referral leads
While making quick contact is crucial, so is ensuring that initial contact gives the prospect valuable information they need to make a decision. To do so, always send an email containing important details a buyer or seller needs. Once you do this, it will be easier to build a level of trust and comfort prospects need when deciding to use your services.
Finally, if after going back and forth online with various information you get the chance to speak with the person on the phone, make the most of this opportunity. Along with finding out about why they made their inquiry, find out specific reasons as to why they are looking to sell their home. Once you have this information, try to schedule a time to meet with them and view their property, and also emphasize that since you have a detailed knowledge of the local real estate market, you will be able to give them a variety of details that will be helpful in selling their home as quickly as possible.
As most successful agents and investors will attest, paying attention to details and maintaining a sense of urgency always gets great results. By doing so with regards to online leads, you'll stay ahead of competitors while also gaining a reputation as a caring and knowledgeable real estate professional.