4 Steps to Converting Real Estate Leads into Clients

One of the hardest things that real estate agents have to learn is how to convert their leads into clients. There are many sources of lead generation such as:

• Search Engines
• Social Media
• Referral
• Traditional Ads

Regardless of how your leads were generated; without an effective strategy on how to convert them, you will not get any return on investment (ROI).

This article looks at four (4) simple steps you can take in order to convert your real estate prospects into clients that will gladly refer you to others for more business.

Develop a Unique Selling Point (USP)

There are literally thousands of real estate agents across the United States. Standing out from this crowd is hard if you’re just like everyone else. By branding yourself and creating a value proposition that you can use to distinguish yourself, you set yourself apart from other agents.

When crafting your USP, ask yourself these questions:

• What makes you special from other agents?
• Why are your services different?

Showcase your Knowledge and Expertise

The reason why specialists are more preferred over generalists is simply because of the industry expertise that specialists have. Show your leads that you are not just knowledgeable about your local market neighborhoods but also of the entire real estate industry as well.

Showcase your experience through

• Blogging
• Free guides

Understand where your leads are in the buying journey

In the course of your lead generation activities; there are two types of leads that will most likely reach out to you:

• Those who want to buy/sell right now.
• Those who are considering buying/selling but want a trusted agent to walk them through the process.

Understanding what they are looking for will help you to come up with an action plan on how to proceed. Once you know where they are in the buying process, then it will be easy to know how aggressive or passive you should be with them. If they fall within the first category, then you know you need be on the phone with them as soon as possible in order to show them open houses. On the other hand, once you know they are still considering, you can just put them into a drip email marketing campaign to stay top-of-mind with them.

Master the Art of Follow-up

Follow-up is the most important element needed to master if you want to convert more leads into clients. Many agents fumble this part even when they get the others correctly but by following the guidelines outlined below, that will be a thing of the past.

Lead follow-up guidelines that generate results:

• Make every effort to create a two-way connection.
• Get their phone number and call them.
• Respond to inquiries in 10 minutes or less.
• If they’re in the consideration phase; add them into your email marketing campaign to keep them up to date with industry news and new articles in order to share your expertise and make your USP clear to them.

For real estate agents, generating leads and converting those leads into clients is very important to the growth and success of their business.

What tactics have you used to convert leads into clients? Share them with us in the comments section.