Welcome a new guest blogger to SpringsRealEstateNetwork.com:
Kristal Kraft with The Berkshire Group in Denver!
Real Estate Internet leads are a commodity that many agents love to hate. First off, people looking for a home on the Internet object to be called a “lead” and really despise the typical way they are approached. This makes sense because no one wants to be badgered and/or dripped on!
What a consumer wants is information. They are curious to see what is available for them in the housing market and using the Internet to look is a non-obtrusive.
As an agent, making a connection should be done with the utmost respect for the consumer’s privacy. Of course when you do make contact the best approach is to be friendly and offer real estate assistance for either now or in the future.
Timing is Everything!
Being able to connect as soon as possible increases the potential to be of assistance while the consumer is online and looking.
Understand and Respect the Time Line
Many consumers start the online search months, even years in advance. Initially the information they need relates to neighborhoods that might fit their lifestyle and budget. As time progresses needs will change so continue to keep in touch.
Connect, Engage and Become Indispensable
Keeping up with the real estate market enables an agent to provide relevant information when needed. Knowing pertinent facts about neighborhood statistics, average prices, list to sale ratio and absorption rates demonstrates competence. Competence leads to reliance and trust from the consumer, so work hard to keep up to date.
Agents need to express to consumers, we don’t sell houses, we sell our expertise.
Engaging conversation with a consumer is easy. Ask questions of your consumer regarding their wants and needs. Here are a few sample questions that when answered will provide valuable insight for their next home transaction:
- Where are you coming from?
- Do you own a home there?
- How large is it?
- What do you love about your current home?
- If given the opportunity to change something about your current home, what would that be?
- How much are you hoping to spend on your next home?
- Will you have a job when you move here?
- Do you plan on selling your current home or renting it?
- How’s the real estate market in xxxx?
- Is your company providing you with a relocation package?
Obviously taking good notes to add to your data base is very important. The more information you have about this potential customer, the better job one can do in providing them excellent service!
Use Consumer Centric Language
As real estate professionals we
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