In the previous newsletters, we’ve covered how to manage your leads and how to convert leads into customers, but if you’re not handling incoming leads properly, you’re mostly missing out on a lot of customers.Customers are coming in because they’re interested in your service.
Here are a few things you could do to handle incoming leads to benefit your business:
1. Recognize opportunities: Your leads aren’t just the people calling up to make inquiries over phone or email… They could also be referred to you by a friend or an old customer. Learning to recognize opportunities helps you understand more about the incoming leads. Where do you get most of your leads from?
Emails and phone calls in response to physical ads and banners
Referrals from other people who have enjoyed your service
Response to your SMS or Email campaigns
Whatever your source is, the main thing is to recognize your opportunities and analyze them.
2. Qualify your leads:Just because you have leads coming to you instead of you having to go to them, it doesn’t mean that they’re 100% sure about making a deal with you. But it means that they’re interested, and that they could be looking around. This means you should conduct qualifying tests to find out which stage they are at.
Some great things to ask your incoming leads are:
“Thank you for calling! What about our (source of lead) made you contact us?” When you ask this question, try and find out what motivates their interest. For example, a second-time home owner would be looking to make an investment in a good home, while a new family would be looking for a place to settle down.
“Have you also checked out with other real estate agents or realtors?” This shows you exactly who you’re competing against, and helps you evaluate what could be better in their services in comparison to yours.
Ask them: “What do you like the best about our property?”, and answer the questions they might have too.
“How long have you been thinking of making an investment (buying/selling) of this kind?”
“What has kept you from making this investment?”
“When are you planning to make a solid decision on this?”
These questions should help you understand if your incoming lead is a buyer or a researcher.
3. Give out information:Whether your lead is a researcher or a buyer, answer his/her questions earnestly, and politeness. A researcher can become a buyer at any time, and with a buyer, it’s important to keep a good first impression.
4. Start a relationship and follow upJust as mentioned in the previous newsletter, it’s important to get to know the people who are looking for property, so that you’ll be the first person they’ll call in case of any property-related need/query. Following up strengthens the trust they invest in you, which is in turn, essential for good business.
5. Store and monitor leads:This step is very important for you to learn from your wins and losses. If a lead has gone cold, don’t delete him or her from your database– if you’ve treated them well before, chances are that you’ll be one of the first to know the next time they have a property need.
ReachAll gives you insights into effective real-estate management practices, and its app is one of the easiest solutions to real-estate management.If you have any problems, or queries related to the app, do feel free to give us a call on +91 9243566111 at any time between 10 AM and 7 PM.