Your CRM is finally filling up with eager potential clients now that you've implemented all the necessary real estate lead generation tools and tactics! But when you do get around to contacting those prospects, it seems as though they are purposefully ignoring you.
You're Acting Improperly
Obtaining a phone number is simple; the actual difficulty lies in getting your lead to pick up the phone. Even the most effective lead-generation techniques will be useless if you can't keep leads engaged. Furthermore, investing money in leads you never hear from again is not sustainable.
Here are the most frequent causes of prospective prospects not returning your calls and what you can do to get them to call back.
1. You Delayed Taking Action Too Long
The most common cause of never hearing from a lead again is failing to follow up with an interested lead. The odds of contacting that lead again plummet by 100 times if you don't follow up within the first half hour of contact, according to statistics (this is particularly true if the lead contact you first). We're not advocating that you always have your phone in your ear, but you should set up certain automatic procedures to let them know that you've received their query and will be in touch with them shortly.
The Answer
Create straightforward automated emails, texts, or other communications (depending on the medium) assuring them that you have received their message and will speak with them soon. Your leads will be patient as a result, which will allow you a little more time to respond.
Don't put it off out of fear or embarrassment if it takes you a little longer than anticipated to get back to them. As soon as you can, apologize for not getting in touch sooner. It demonstrates your dedication to your clients if you let them know if you were preoccupied with another customer or real estate-related activity.
2. Your Online Reputation Needs Improvement
When looking up a real estate agent, the majority of potential clients Google their name first. You can bet you won't hear from that lead again if the first link that appears is an outdated website, followed by incomplete social media and pixelated profile pictures.
Potential clients seek agents that stay up with the times and consistently work to present their best selves through a curated brand in an era where the online world rules. Keep in mind that you are up against agents who are providing useful, free real estate material that receives millions of online views. A shoddy internet presence suggests that you don't pay your own real estate firm enough attention and will probably not give your clients your all.
The Answer
The first step in establishing a positive online reputation overall is your website. In general, your website ought to demonstrate what your company stands for, who your target market is, and how to reach them. The websites created by AgentFire are designed for rapid lead acquisition and long-term retention. In reality, depending on the most recent requirements of our thousands of successful real estate agent clients, we regularly update and develop our broad selection of marketing tools and interfaces. To get started on creating your unique real estate website, schedule a free demo with one of our dedicated web designers.
Next, in order to attract an audience, your social media profiles need to be consistent with the brand you've established on your website and offer tons of value. Check out our comprehensive social media guides to make sure each of your social media pages is client-ready.
Your next major internet issue is reviewed. You're missing out on effective and cost-free marketing content if you don't already urge customers to submit good reviews online. Get more real estate testimonials right away by following these steps. Positive or negative evaluations on directories like Google My Business may occasionally determine whether a lead contacts you or not. Read How to Handle Negative Real Estate Reviews to find out more about handling bad reviews.
3. You're Not Confident Enough
The foundation for creating trust and a lasting client connection is confidence, which is more than just a sentiment or a concept. Consider the following scenario: You spend the morning pursuing cold leads, but by the time the afternoon arrives, you haven't heard back from a single one of them. Your enthusiasm wanes after a few hours of fruitless dialing, and you soon find yourself phoning clients while slumped over in your chair. Alternately, you can find yourself bolt upright and waiting impatiently for the next cold lead to connect.
The Answer
Your lack of self-assurance is contagious in both scenarios, and your prospect will undoubtedly notice it. On a physical level, you can't appear in control when speaking at super-speed while clutching the phone in desperation, nor can you project your voice boldly while slumped over in defeat. Take a deep breath and consider all the benefits you may provide to them; they are fortunate to have you! Restart your attempt by picking up the phone or keyboard.
4. The Contact Information For Your Clients Is Disorganized
If you can't locate them when you need to, it's challenging to stay on top of clients. Every developing and seasoned agent needs to set up a CRM. CRMs make it simple to update and manage client information so you may contact them as part of continuing to lead nurturing activities. Don't let a lead fizzle out just because you can't locate their information.
The Answer
With the help of specific tags and personalized filters, the majority of CRMs let you elegantly arrange client information. With this data in hand, you may specify a lead's journey and plan reach-outs accordingly.
5. Your Initial Effort Was Unoriginal
You've already lost the race if your contact even has the tiniest inkling that they are being bombarded. Generic emails or phone calls that attempt to connect with everyone wind up falling flat. Nobody wants to feel like a name on a list, particularly when you're asking them to entrust you with one of their biggest and most intimate investments.
The Answer
Make sure you are familiar with the name and some basic information about a new prospective client before you contact them. The contact form they filled out, your investigation that led you to them, or a reference who shared their information with you should have provided you with this information.
Then, immediately demonstrate value with a subject line or opener that addresses the issues raised by your client. Use their names when addressing them, and be sure to make it obvious why you are contacting them and how your special abilities will help them realize their aspirations of buying or selling real estate.
6. You Don't See Things Eye to Eye
It's just not a good fit at times. Making the best housing choice takes thought and effort. You must get along with your customers on a level that extends beyond business. Customers anticipate that their real estate representative will comprehend their way of life and share their ideas of what they want in a residence. It will be a bumpy trip if your ideals don't mesh nicely with the client's needs.
The Answer
If a client's approach and interests don't align with yours, it's okay to let them go (or accept that they haven't phoned you). Numerous more leads are eagerly awaiting your response, and many agents are prepared to deal with them. You could even be able to recommend them to an agent who would be a better fit for them, and if necessary, ask that agency to do the same for you.
7. You Aren't Reliable Enough
The fact that they didn't reply to your initial message doesn't guarantee that they won't by the second, or sixth. Do you know what "seven touches" are? According to a marketing tenet, most leads need seven points of contact before you have their entire attention and they are prepared to proceed. The "seven touch" rule can occasionally be expanded to include up to twelve touch points over a longer period of time, according to marketers.
The Answer
The majority of Americans receive over 100 promotional emails per day, and that number only includes emails. It makes complete sense that your lead might have missed your first communication or been preoccupied with another due to the constant barrage of notifications, beeps, and pings throughout the day. A final Facebook notification or a personalized card could be the motivation they require to pay attention.
You'll want to contact them less frequently over time and always say that you are accessible at their convenience to prevent being labeled as spam or blacklisted.
8. You Won't Ignore The FSBOs
We are aware that you are a knowledgeable and skilled realtor who is more adept at selling properties than the majority of homeowners. But pressuring them to support you will just make them turn their backs on you. FSBOs strike out on their own because they believe they can handle everything and probably have a poor opinion of real estate professionals. Reminding FSBOs of their lack of education and how much better they can do will just reinforce their unfavorable perceptions.
Waving prospective buyers in their faces may also backfire if all it accomplishes is to persuade them that they don't need you because there are many individuals interested in the property.
The Answer
It could be time to try another tactic if you contacted an FSBO and got no answer. Offer your counsel in an open manner without pressure or restrictions. Instead of yelling statistics in their face to draw attention to the value you offer, present yourself as a knowledgeable and helpful resource. The idea is that when FSBOs become aware of how much smoother their trip is thanks to your knowledge, they'll start to wonder how much more you know that you only share with clients. over honey and vinegar.
9. You're Secretive About How You Got Their Contact Information
Calling a fresh lead out of the blue and asking them about buying or selling a home right away is the fastest way to annoy them. Even if they agreed to receive cold calls, nobody actually enjoys them. Being called without prior notice and being pitched to right away causes a sense of violation. Telling the truth about how you got in touch is the least you can do.
The Answer
Explain how you obtained their contact information and your precise motivation for contacting them at the outset of the session. Customers will instantly warm to you once they understand that you phoned to make their life easier rather than to solicit business. On the other hand, if you start a sales pitch as soon as your potential customer picks up the phone, you risk being swiftly disconnected and having your email address removed.
10. You Are Unaware Of Their Preferred Method Of Contact
It's critical to learn how a lead prefers to be contacted moving forward when you initially get in touch with them (whether through a contact form, a cold call, etc.). You make it excessively simple for people to disregard you if you phone millennials and text the elderly. Each generation has a favored way of communicating, but every person also has personal preferences and a different schedule.
The Answer
Simply adding a second question to your online contact forms or asking customers "how best to contact them" before you hang up the phone can make a difference.
11. You're Missing A Clearly Stated CTA
Any communication you have with a client should be clear in its purpose and call for a specific response. Don't be vague until customers are compelled to inquire, "What do you want?!" Jumping to the question before introducing yourself and demonstrating your worth as an agent is similarly unproductive. It's important to strike a balance between pressuring customers to take action and dragging them along until you make your point.
The Answer
Imagine that a potential customer signs up for your free lead magnet in exchange for their contact information. This is how it works. Use this chance to send a follow-up automated email asking how helpful the freebie was to them and urging them to schedule a meeting with you if you have any other queries about their industry. One CTA follows another, and so on. Always remember that maintaining communication and fostering lasting connections are the main priorities.
12. They Don't Really Need An Agent Right Now
If you've tried everything to build a strong rapport with a potential customer and they still aren't biting, there's a good possibility they simply aren't interested in buying or selling a home. However, they might still be curious to learn more about their neighborhood market, and they might, later on, provide you with some excellent recommendations.
The Answer
In this situation, you should emphasize staying in their minds (without overwhelming them) and concentrate on giving them useful market knowledge. Encourage these contacts to subscribe to your email newsletter or follow you on social media. You will provide them with consistent, useful information in a way that is not only pervasive but also non-intrusive.
In Summary...
No matter how effective you are as an agent, there is no assurance that every lead will call you back. To obtain more callbacks, there are a few things you can pay attention to and adjust, though. Simply put, stay focused on meeting the needs of your lead and complete the task in a reasonable amount of time.
It is usually simpler to maintain a long-lasting and prosperous relationship with your clientele when you get off to a good start.