🌱𝟓 𝐖𝐚𝐲𝐬 𝐭𝐨 𝐍𝐮𝐫𝐭𝐮𝐫𝐢𝐧𝐠 𝐂𝐨𝐥𝐝 𝐑𝐞𝐚𝐥 𝐄𝐬𝐭𝐚𝐭𝐞 𝐋𝐞𝐚𝐝𝐬 𝐢𝐧𝐭𝐨 𝐇𝐨𝐭 𝐁𝐮𝐲𝐞𝐫𝐬 🌱

Converting internet leads are tough without the right tactics.

These leads most likely do not know you and certainly do not trust you right after the initial connection.

What is comes down to is 𝗡𝗨𝗥𝗧𝗨𝗥𝗜𝗡𝗚 those cold leads.

In a recent study by the Canadian Professional Sales Association, researchers discovered:

·        Less than 2 percent of cold calls result in an appointment being set.

·        Cold calling cost 62 percent more per lead than inbound marketing.

·        Only 2 percent of consumers want to be contacted by telephone.

·        80 percent of decision makers will not buy from a person making a cold call.

With that being said, there are 5 smarter ways to nurturing those cold leads into hot buyers!

𝐅𝐨𝐜𝐮𝐬 𝐨𝐧 𝐭𝐡𝐞 𝐁𝐮𝐲𝐞𝐫/𝐒𝐞𝐥𝐥𝐞𝐫, 𝐍𝐎𝐓 𝐭𝐡𝐞 𝐓𝐫𝐚𝐧𝐬𝐚𝐜𝐭𝐢𝐨𝐧 🧍

That initial conversation you have with a prospect should be all about getting to know them. Ask specific questions. Learn their story. Find out why they are moving and what kind of lifestyle they want, in addition to what they are looking for in a home. Show interest in them, NOT in the potential transaction.

𝗨𝘀𝗲 𝗖𝗼𝗻𝘃𝗲𝗿𝘀𝗮𝘁𝗶𝗼𝗻𝗮𝗹 𝗟𝗮𝗻𝗴𝘂𝗮𝗴𝗲 🗣️

You want to talk to a prospect like how you would talk to any other person. By using everyday conversation language, you actually will sound like a genuine person who is there to help find your clients dream home.

𝐄𝐦𝐩𝐚𝐭𝐡𝐢𝐳𝐞 😨

Imagine you were in your prospect’s shoes. It is very common for home buyers to feel nervous, anxious, excited, overwhelmed, and scared all at the same time. Acknowledge these emotions your prospect is having in your conversations. Depending on the situation, you might say, “𝐼 𝑘𝑛𝑜𝑤 𝑎𝑙𝑙 𝑜𝑓 𝑡ℎ𝑖𝑠 𝑖𝑛𝑓𝑜𝑟𝑚𝑎𝑡𝑖𝑜𝑛 𝑓𝑒𝑒𝑙𝑠 𝑎 𝑙𝑖𝑡𝑡𝑙𝑒 𝑜𝑣𝑒𝑟𝑤ℎ𝑒𝑙𝑚𝑖𝑛𝑔…” or “𝑊ℎ𝑎𝑡 𝑎𝑛 𝑒𝑥𝑐𝑖𝑡𝑖𝑛𝑔 𝑡𝑖𝑚𝑒 𝑓𝑜𝑟 𝑦𝑜𝑢 𝑡𝑤𝑜!”

𝐒𝐡𝐚𝐫𝐞 𝐘𝐨𝐮𝐫 𝐒𝐭𝐨𝐫𝐲 🤗

First off, let me say that you do not want to tell your entire story to your prospect. However, offering a little bit about yourself—particularly in that very initial conversation—can help to create a connection between you and your prospect. And I don’t mean you should tell them about all of the happy clients you’ve helped close on homes. I mean you should tell them about your “Why”, your purpose, or the reason why you are in the world of real estate.

𝐃𝐞𝐯𝐞𝐥𝐨𝐩𝐢𝐧𝐠 𝐚𝐧 𝐄𝐱𝐩𝐞𝐫𝐭 𝐈𝐒𝐀 𝐓𝐞𝐚𝐦 🧑🏻‍🤝‍🧑🏻

Having an ISA team has numerous benefits. With an ISA team, you are only getting the most high-quality and pre-qualified prospects booked into your calendar on autopilot. You no longer have to spend hours trying to prospect all by yourself; taking the time you could be spending showing houses to current clients or even enjoying quality time with your family. An ISA team takes care of all the prospect nurturing for you so that all you have to do is get on a call with your prospect to introduce yourself and begin showing them houses.

The success of your online lead generation strategy depends on how well you follow up. And a great follow-up has various components—your response time (5 minutes or less), the tools you use (workflows, templates, CRM’s), and most importantly, your messaging.

𝑰𝒇 𝒚𝒐𝒖 𝒂𝒓𝒆 𝒊𝒏𝒕𝒆𝒓𝒆𝒔𝒕𝒆𝒅 𝒊𝒏 𝒍𝒆𝒂𝒓𝒏𝒊𝒏𝒈 𝒎𝒐𝒓𝒆 𝒂𝒃𝒐𝒖𝒕 𝒉𝒐𝒘 𝒕𝒐 𝒉𝒊𝒓𝒆 𝒂𝒏 𝒆𝒙𝒑𝒆𝒓𝒕 𝑰𝑺𝑨 𝒕𝒆𝒂𝒎, 𝑰 𝒘𝒐𝒖𝒍𝒅 𝒍𝒐𝒗𝒆 𝒕𝒐 𝒈𝒊𝒗𝒆 𝒚𝒐𝒖 𝒔𝒐𝒎𝒆 𝒂𝒅𝒗𝒊𝒄𝒆 𝒂𝒏𝒅 𝒉𝒆𝒍𝒑 𝒚𝒐𝒖 𝒔𝒕𝒂𝒓𝒕 𝒈𝒆𝒏𝒆𝒓𝒂𝒕𝒊𝒏𝒈 𝒑𝒓𝒆-𝒒𝒖𝒂𝒍𝒊𝒇𝒊𝒆𝒅 𝒑𝒓𝒐𝒔𝒑𝒆𝒄𝒕𝒔 𝒐𝒏 𝒂𝒖𝒕𝒐𝒑𝒊𝒍𝒐𝒕! 😃