When my neighbor gives me the phone number of his brother who is moving to Atlanta, I have something that I don’t have when I’m trying to convert an internet lead into a client.
My neighbor knows me and though I may not have ever spoken to his brother, I come equipped with some degree of trust in his eyes. I know his brother. His brother trusts me enough to refer him to me. The first two requirements needed to be successful in selling real estate have been met.
I have generated a lead and I have some level of value and trust already built in even before the first words are spoken to this new client.
Internet leads are very different. With an internet lead, I have the first requirement that I will need to be successful in that the lead is there, but, that is where it ends.
In fact, internet leads might be thought of as slightly on the negative side of trust on a scale compared to a referral lead from a friend or neighbor. To convert them, we need to be polished in our phone skills. We are already fighting against the idea that we will be calling someone who might see us as salespeople and that’s a battle best fought if we are concise, polite, helpful and knowledgeable on the phone.
But where phone skills can really come into play is Continue reading this post