Efficient lead opportunity management for Real Estate

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we have all heard the phrase leads slipping through the cracks and if you're watching this is probably because you're trying to figure out how to avoid that and what is the proper follow-up sequence depending on the type of lead that you have what's going on everyone loida with TBC at real broker and in today's video I'm going to share with you exactly what you need to know to make sure that those leads that you have are not slipping through the cracks so first of all timing is important depending on what the lead tells you you'll have to make sure that you have an idea as to when to follow up so let's say someone is not ready because their kids have to graduate school before they buy or sell a home that my friends is called a condition so no matter what you tell them no matter if you try to set an appointment for now which is January actually February um and they tell you that they can't make a move until June even if you try to set an appointment even if you go to that appointment chances are rather they are just not going to sign why because they are not ready no matter where you tell them they're not going to sign so once again that is called a condition so what do you do in cases like this when there is a condition involved meaning that no matter what you say something needs to happen in order for them to make a move then what you want to do is that you want to be checking in with them at least once a month if it's you know five or six months out but if it's something sooner less than three months you initially want to start at least once a month and then you want to do it more frequently maybe every two weeks or every three weeks because at the end of the day you just want to stay top of Mind along with those phone calls or text messages whatever you want to do you want to make sure that you're also sending out email newsletters again you'll want to stay top of mind because chances are that if you're watching this at some point in your career and I know that it has happened to me too there has been a lead that you follow it up maybe a day too late and they told you they have signed with someone else so that is just a quick example of how to follow up when someone is just not ready now when someone is ready whether it's 30 days out or sooner you want to stay on top of them every single week so when you're talking to buyers sellers investors or whoever it is you want to find out first what their time frames are what is their time frame for making a move let's say that someone told me that they are looking to you know get everything started in August I want to clarify what that August means for them so let's say that they're going to be purchasing a home I would ask are you looking to be in your new home in August or are you looking to get the process started in August and being your new home possibly two months after that because a lot of people they do not know or have an idea as to how long it takes to look for a home get approved search escrow and all of that so you want to have a better understanding as to what their time frame looks like that way you can guide them and get started in the correct time frame so let's say if someone told me that they're looking to be in their new home in August I would say you know what let's get started with the whole process of getting approved and and all of that at least two months before so that would put us at around June now the reason that we want to do that is because sometimes buyers are just not ready in terms of their paperwork so they have to gather everything that the lender is requesting for them so by the time that they submit that it might be a week then by the time that they get everything approved it might be a couple days after that so now we're looking already a week and a half in into June so after that now it just becomes a game of going to see homes and finding that perfect one that meets exactly what they're looking for it's in their price range and they can afford so that can easily take two or three weeks luckily the market is not as crazy as it was two years ago so chances are that you might find a home relatively quickly if not just know that it might take some time for you to find that home for your buyers now quick thing that I do want to mention is that when you are pre-qualifying these buyers you want to find out exactly what it is that they're looking for and you also want to make sure that you set realistic expectations you know if you are qualified for 300 000 chances are that we might not find that home that has all the bells and whistles because that home that you probably saw on HGTV is like seven hundred thousand so again these are just kind of conversations that I like to have with my buyers because I want to make sure that if we go out and see homes they know exactly what they're going to get themselves into next as you're following up make sure that you are personable you want to make these clients and potential buyers or sellers feel like they already know you and that they already have a connection and a relationship ship with you for many of them this is the first time that they're going to be doing some type of real estate transaction and they are going to be relying on you and your expertise to guide them through the entire process something that I like to do whether it's on the phone or in person as soon as I meet them is that I like to get a little bit more information aside from what they're looking for at home just so I can have a better understanding as to how they are if they have kids I'll make sure to ask for their kids names or if they have pets I'll find out if they have dogs and what I want to do is that I want to remember everyone's names you'll be surprised but when you follow up and you ask you know how little Jimmy is or how the dogs are it's almost like now they don't see you as a real estate agent and they start looking to you as a friend I have made so many connections with some of my clients just because we have pets or we have you know dogs that are little white poodles and it's just it's funny but at the same time now we connect on a completely different level and it makes for for cool conversations so keep that in mind find out and see if you guys have anything else in common now not all of your leads are going to be super happy or excited or even remember you so the key is to also be consistent be consistent with your follow-up sometimes people will ghost you if you're feeling like you're getting ghosted and you have no idea why that's happening make sure that you check out this video right here because I talk all about the different scenarios that are probably happening which is why people are not responding to you so going back to consistency make sure they have a system set up so that you know exactly when to follow up with these people whether it's a phone call a text message or a video message you should have these people in your calendar or on your CRM with automated notifications to let you know that it's time to reach out the moment that you fail to reach out might happen to be that moment that another agent calls at the perfect time and they end up signing with them so along with those touches you also want to make sure that you have them in your database so it's really important to be collecting emails as you are getting new leads reach out every single week every two weeks whatever that pattern that you want to set for yourself in terms of sending out emails is make sure that they at least see your name in their inbox now the key with sending out emails is not for them really to open it obviously you do want to provide some great information within your email but the whole point is that when they see your name in their inbox for at least those three to five seconds they're gonna think real estate so when I send out my emails for those three to five seconds people see loida and they automatically associate real estate so if they have recently heard of anyone looking to buy sell invest or any realistic type of question at that point they might just forward my email to their friend family member colleague and that is exactly what you want happening now as we continue with this video one thing that you guys need to know is that Everyone likes to communicate differently I don't know about you but there are some clients that just absolutely will not pick up the phone but they will text they have no problem texting and I see this more in the younger buyers or sellers in the 20s 30s probably because they're so used to being on their phones and on the contrary I have noticed that a lot of older folks prefer to have actual phone conversations versus texting so you have to figure out and see what the prefer method of communication is for your prospect or your lead or your client that way you guys are on the same page and you know that they're always going to be answering now really quick if you are at a point in your business where you're consistently closing deals maybe you're a solo agent and you're looking to take it to the next level I am launching a four week intensive training where I will be covering everything from automation scaling putting money back into your business and so much more now just in general when you have leads and you're following up with them it's really important for you to be listening to what they're saying a lot of times you probably have a script in front of you or you're trying to get I'll leave your questions out but you're not really listening to what they're saying I want you to think of yourself as a problem solver whether it's a buyer or a seller they have some type of need or some type of reason as to why they want to do a real estate move so the more that you ask questions the more that they're going to tell you exactly what they're looking for what they're not looking for and what is important to them when they start sharing with you all of this then now you can start catering yourself to see if you can actually actually help them and also figure out which direction to take them in I personally like to ask a lot of open-ended questions such as what would happen if the home just doesn't sell what is so important to you about making this move and things like that because again I want to find out the best case scenario and the worst case scenario for what it is that they're looking to do and finally to wrap up this video make sure that you're following through with whatever it is that you tell them you're going to do sometimes what ends up happening and I hear this all the time especially when I call expired homeowners is that they tell me that their last agent you know told them that they were going to give them the moon and the stars and everything sounded so great and then once the agent got the contract signed the listing agreement they never heard from the agent so whatever it is that you say you're going to do make sure that you do it and that includes if you tell your client that you're going to be calling them you know Thursday at five o'clock make sure that you're actually calling Thursday at five you know don't call at 5 30 don't call at 5 10 or 5 15 call at five o'clock because if you don't then that's when they start to see that you're not reliable or that you're not really sticking to your word as to what you say you're going to do so many agents fail to do that little thing following up or or following through with what they say they're gonna do so keep that in mind whatever it is if you're going to do an open house if you're going to send out an email if you're going to be calling whatever it is make sure that you do it once again my intensive will be starting soon I will be very Hands-On with all of the agents that come into this program because again I want to help you grow your business and scale it to the next level so if this is you make sure to click on the link in the description box below and I'll see you on the next one