Follow our top tips to order to convert your enquiries into a deals.
As a real estate agent an enquiry is vital to the success of your company. Without an enquiry, there would be no views, offers, deals and commission. Make sure you keep every one of your leads within arms reach in order to gain their trust and to nurture them.
1. Never delay in responding.
As soon as that lead lands in your inbox get in contact with them immediately. Picking up the phone to introduce yourself is the best way and to ask what is the best form of communication for them. Should you be in the middle of a meeting, as soon as you can reply to any new enquiry to say that you will be in contact shortly. This takes minutes but shows that you are proactive and professional.
2. Don’t be telephone shy.
Where you can, avoid replying by email as the first form of communication should they have provided their phone number. You may be shocked to hear how many Dot Property’s clients ignore the chance to speak to a prospect and send an email to get lost in their inbox instead. Typing an email is slow. By the time it has been written a competitor could have called them in the meantime. A telephone call is a great way to gather as much information as possible and to determine what is the best form of communication for them. Some people rarely check emails and only use WhatsApp or Skype, so ask them what works best for them to ensure that you can get a quick response from them when you need to get in contact.
3. Listen carefully.
You need to be able to understand exactly what your lead is looking for. The more information that you have, the more you will be armed with to match them to the right property. Ask questions but also listen to be able to pre-empt your next question. If your lead is looking for a home for their family, their criteria will be different than for a buy-to-let investment. Be comfortable to question any of their search criteria, for example explain to a buy-to-let investor that location is a more important than the view from the living room should they request a property with a good aspect. Using your knowledge and expertise to explain which properties and their features let quickly and why, to guide your lead to make an informed decision.
4. Maintain communication.
It is important to keep dialogue going with your enquiry even if you have not found anything suitable for their needs. This will show your eagerness to try and find them a property. Use this time to educate them on the current state of play of the market as this could influence them to change their needs regarding their search. Keep building the relationship, ask them about their personal life to be seen to be taking an interest. A good salesperson is not necessarily someone who does the hard sale, but someone who listens and has a connection with their enquiry.
