Call Review Video Training: Directly Ask the Lead What Their Plan Is

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Call Review Video Training: Directly Ask the Lead What Their Plan Is

Dealing with FSBOs can be a balancing act. Especially if you are dealing with someone who has worked in real estate in the past.
 
You don’t ever want to make them wrong or act like they don’t understand the process.
 
But at the same time, you have to get at the heart of their process. To do that, you have to ask some direct questions like, “what are you going to do next?” “What is your plan to sell your home?”
 
See the ISA and coach work through this call in today’s Call Review video.
 
P.S. I am offering a free lead conversion training webinar to Smart Inside Sales Facebook group members. You’ll learn to convert leads into cash without memorizing scripts or objection handlers.
 

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CONVERT MORE LEADS? LAND MORE APPOINTMENTS? CLOSE MORE DEALS? Take our free 1 hour lead conversion training.

Real Estate Call Review Training: Ask the Right Questions

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Real Estate Call Review Training: Ask the Right Questions

The key to being successful on your real estate calls is to understand where the lead is coming from.

In order to do that you have to ask questions to unpack what the lead is doing and what decisions they have made and why.

If you want to watch the full clip of this training session and see the coach work through this scenario and offer advice, then join our Facebook Group, Smart Inside Sales. 

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What It Means to Be a Real Estate Agent

real estate agent business
real estate agent business

What It Means to Be a Real Estate Agent

Building your own real estate business will be one of the most difficult but rewarding journeys you’ll go through in your life. From the day you start out as a solo agent to the day when you are running an entire team, there’s never a shortage of challenges, new situations, variety, and excitement. It’s a certain type of person that is willing to put themselves through the trials and uncertainty that often comes with being a solo real estate agent.

You Are Your Real Estate Business

Anytime you are creating a business of your own, it takes courage. And that’s exactly what you are doing as a real estate agent. It makes no difference if you have aspirations to eventually build a real estate team or not—even if you are on your own, you are a business.

What does this mean?

Building your own business is extremely rewarding and can have some very appealing perks. You get to be your own boss, you get to set your own schedule, and you’re not bound by an hourly wage or some corporate-dictated salary range. It is the essence of having full control over your career and your life, and gives you the freedom to create opportunities for yourself. When striking out on your own and having your own real estate business, you have full agency—things don’t happen to you anymore, you happen to things.

The flip side of all of this is somewhat less glamorous, but can be even more fulfilling.

You get to be your own boss. Being the big man (or woman) that makes decisions means that you are also in charge of building your lead list, maintaining your client’s needs, networking relationships, marketing your business, and managing the day-to-day office needs. This is all in your hands. If you’re a real estate agent and you skimp out on any of these areas, your real estate business is not going to make it very far.

You get to set your own schedule. It’s true real estate agents work flexible schedules, but what that also means is that you are going to be working when most other people aren’t. You won’t have the mundane 9-5, which is awesome, but you will most likely have to work and take appointments in the evenings and on weekends. If a client calls and needs something, most likely you’ll have to drop whatever you are doing to assist them.

You control your income. Many people are attracted to the real estate industry because there is huge income growth potential. But in the beginning, the direction of your cash flow is going to be out. Making your first sale is going to take some time and work and, depending on your market, you may consistently experience a famine-feast situation.

In spite of all the obstacles, your perseverance, your persistence—all of the qualities that drew you to real estate in the first place—will bring you through successfully. The real estate industry is one where a single big sale can change your life forever. Where, once you develop a consistent lead generation system, you truly can control how much you work and how much money you earn.

This means you will be able to both build the life you want to live, while actually living your life at the same time. Spend time with your family and earn the income you want.

You’re Not Alone: Improve Your Real Estate Business

The challenges are many, but they are not insurmountable. Real estate coaching and lead conversion training can help lead you down your path from 9-5 to freedom, and from a beginner agent to a seasoned veteran. Great real estate training and coaching can lend insights into the best ways to market your business, create a steady stream of qualified leads, and how to actually turn leads into clients on your phone calls.

Our real estate lead conversion training, Conversion University, is designed specifically to support real estate teams in leveraging critical lead conversion training using the most updated and cutting-edge techniques currently employed by the top teams across the country. C.U. covers scripting, dialog, objection handling, and closing skills.  The course also includes how to receive, manage, and categorize leads so they don’t get lost in your CRM.

Our coaching has a simple mission: to empower real estate team leaders, their agents and staff to grow their capacity for communication, accountability, and leadership to their highest possible levels.  These three areas are the keys to fulfillment in business and often in life as well.

Being a solo real estate agent doesn’t mean you have to do everything yourself. Coaching and training can help you fill in the gaps of your real estate business and get you close to truly being your own boss, setting your own schedule, and having control over your income.

Real Estate Group Roleplay Training: Always Be Direct with the Lead

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Real Estate Group Roleplay Training: Always Be Direct with the Lead

It may be counterintuitive, but the more “awkward” questions you ask, the fewer awkward conversations you will end up having.

Be direct with the leads you are talking to.

Ask them why they are moving, why they want to move to wherever they plan on moving to, what they are trying to accomplish by selling their house themselves (if they are an FSBO), etc.

This will put the lead at ease because it proves to them that you are a real person, and not just reading off of a memorized script.

And it helps you because direct questions allow you to qualify leads and let you know if they are worth working with.

If you’re interested in receiving personal, effective coaching like in this video, then check out our coaching options.

Coaching Options: https://www.smartinsidesales.com/coaching/

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Real Estate Call Review Training: Use this Technique to Get Contact Info

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Real Estate Call Review Training: Use this Technique to Get Contact Info

One of the keys to warming up a lead and turning them into a client means following up and making contact with them several times.

For that, you need to have the contact info of the person who is doing the buying or selling and who is making the decisions.

This call review video shows you how you can go about getting the correct contact info.

If you’re interested in receiving personal, effective coaching like in this video, click this link.

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Real Estate Call Review Training: What’s the Reason You Want to Do This Yourself?

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Real Estate Call Review Training: What's the Reason You Want to Do This Yourself?

Part of your job on your phone calls is to get to the bottom of the lead’s current process. How are they planning on achieving the goal they want to achieve?

Many, if not most, times their current process is not the best way, and you can probably offer a better alternative.

But they need to see this for themselves. Walk the lead through their process and get them to tell you how that process is going to benefit them.

If they are not able to work it out in their head for themselves, they will be more receptive to hearing your alternative way.

If you’re interested in receiving personal, effective coaching like in this video, click this link.

How to Convert Real Estate Leads: It’s All in the System

real estate lead conversion
real estate lead conversion

How to Convert Real Estate Leads: It's All in the System

Real estate conversions are tough. A lot of the leads you are dealing with are talking to other agents, skeptical that you can sell their house better than they can themselves, or just flat out don’t understand the home buying or selling process. The good news is, although it can be extremely difficult to take someone from being a stranger to client, when you do convert in the real estate industry, it can pay off big.

Types of Real Estate Leads

First off, it’s important to understand that there are different categories of real estate lead sources.

  • Inbound LeadsInbound leads is the key lead source for you and your real estate team. These leads are people who have followed the trail of bread crumbs you have laid for them. Through going on your website, signing up on a lead form, responding to an email, responding to direct mail, looking on Zillow, or whatever the avenue may be, they have expressed interest in your company and what your company offers.
  • Inbound Referral Leads – Inbound referral leads are similarly valuable. For some types of referrals, the concept is essentially the same as for other inbound leads. People are actively trying to solve a problem and so are going on websites like Dave RamseyAgent Machine, or Upnest in order to look for a real estate agent who can help them reach their goal. They are primed and ready for you.
  • Expireds, Withdrawns, FSBO Leads, Past Client Sphere Leads, Circle Prospecting Leads – These leads can have great value, but should only be pursued if you have all the inbound leads covered. You’ll most likely meet some resistance with these leads because they did not actively seek you out.

Importance of Follow Up

When it comes to real estate lead conversion, no matter what the lead source, how quickly you follow up with a prospect is key. If a new potential lead enters your sales funnel, is looking at houses on your website, or looking on Zillow, it’s important to reach out to them within the first few minutes after you becoming aware of them. According to Forbes, an agent is 80% more likely to make contact with a lead if you reach out to them immediately. That number drops to about 20-35% if you wait over 30 minutes to reach out.

Apart from speed, the most important thing is consistency. This is especially true if the lead reached out to you initially. Believe it or not, about 48% of agents never follow up with a prospect who reached out to them. And only 12% make three or more contacts with a prospect. That means that almost half of real estate agents make no attempt to contact an inbound prospect, and 88% don’t attempt to follow up after the second point of contact.

Needless to say, your real estate lead conversion system is not going to function properly if you are not reaching out to your leads. There is no magic formula for this. You have to just keep following up until the lead buys, sells, tells you to stop calling them, or unsubscribes from your email list.

Follow up quickly and consistently any time a new prospect comes into your world, and anytime you have opened contact with a lead.

Conversion Funnel

A sales funnel is simply a visualization of the journey a lead goes through from being a cold lead stranger to a buyer or seller client. Cold leads typically start out at the top of the funnel through a newsletter sign up form, or some mechanism in which they express interest in your services and give you their email address.

Once you have a real estate lead in your email database, it is your job to “warm them up” and move them down the funnel. You’re trying to make it so that when they are ready to take action and buy or sell, they are either going to come to you, or they are going to say “yes” when you reach out to them.

One of the best ways to do this is with drip campaigns. Drip campaigns are automated email sequences that continuously send out emails to your database. The idea is to offer the leads on your list useful, valuable information, as well as inform them about your company and what value you can offer them. These shouldn’t be salesy, but simply informal, beneficial information that keeps your company top of mind for the lead.

Real estate lead conversion (and conversion in really any industry) becomes much much easier if the lead is already at least somewhat familiar with you. The goal of your real estate conversion system is to make the lead more and more perceptive to your brand and how you can help them achieve the benefit they want to achieve.

Fulfillment: Do What You Say

This one is simple and should be obvious. You’re not going to convert your leads into clients if you don’t prove to them that you mean what you say. Call them when you say they are going to call them, meet them when you say you are going to meet them, send the information you said you were going to send them. If you can’t come through on these little things, the lead is going to have little faith that you will be able to sell their house or find a house for them to buy.

Real Estate Conversion: Prove Yourself

The key to converting leads is contacting them consistently, doing what you say, and being a resource for them. That’s how you will take them through the process of going from a cold lead to a client who agrees to work with you. Track everything so you know what’s working and what’s not working and always be flexible enough to change up your methods if something isn’t producing.

If you talk to them like a real human and genuinely work to help them achieve their desired ends, then you’ll be able to consistently convert your real estate leads.

Real Estate Roleplay: See Behind the Objection

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Real Estate Group Roleplay: See Behind the Objection

One of the key skills to develop when on your calls is to be able to see behind the lead’s objections.

If they are saying they want to wait a year to see how the market changes, that typically just means they haven’t found the right home at the right price for them.

Your job is to see what the real problem is and help the lead see the whole picture of how they can overcome it with you.

This is how you “follow the no” and turn the objection into your ammunition to close and set the appointment. 

See it in action in today’s video.

If you’re interested in receiving personal, effective coaching like in this video, then check out our coaching options.

Coaching Options: https://www.smartinsidesales.com/coaching/

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Real Estate Roleplay: The Key Is to Build Rapport

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Real Estate Group Roleplay: The Key Is to Build Rapport

The biggest obstacle on any call is that the person you are talking to doesn’t know you.

Worse yet….

Their first instinct is often to view you as a salesperson just trying to make money off of them.

That’s why your most important job is to build some rapport with them. Show them you are a real human and that you are trying to help them out. Prove that you care about and understand their specific situation.

Then you can lead them to set an appointment with you.

See this in action in today’s roleplay video.

If you’re interested in receiving personal, effective coaching like in this video, then check out our coaching options.

Coaching Options: https://www.smartinsidesales.com/coaching/

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Real Estate Call Review: Why Are You Doing It the Way You’re Doing It?

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Real Estate Call Review: Why Are You Doing It the Way You're Doing It?

This week’s Call Review has one main lesson: If the caller is being real with you then be real right back.

If they’re an FSBO, then ask them what benefit they are going to receive from doing it themselves.

Ask them how long they are willing to try selling it on their own before they reach out to you asking for help selling their home.

Get straight with the lead and ask them why they are doing what they’re doing the way they’re doing it. Through those questions, they may prove to themselves that they don’t know what they are trying to achieve by selling the house on their own or they don’t know how to achieve it.

If you’re interested in receiving personal, effective coaching like in this video, just click the link below! 

Coaching Options: https://www.smartinsidesales.com/coaching/

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