Capturing Real-Estate Leads Should Top Agents’ Priority Lists

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Waterfront Properties and Club Communities’ experts offer five tips for maintaining relationships with potential clients.

Generating leads, and following through on them, is a key part of the real-estate business.

Waterfront Properties’ experts urge all agents to install an autoresponder, which is a tool that automatically sends an email to the client as soon as he or she submits the form.

Leads are the lifeblood of the real-estate business, and agents must work diligently, day after day, to capture them.

Experts at Waterfront Properties and Club Communities say the key to attracting potential clients is two-fold. First, the agent has to generate leads, and second, he or she must retain them.

Lead-generating software is readily available on Web sites and blogs. It enables the person browsing online to fill out a form with his or her name, email address and contact number.

Lead retention is a creation of the agent, and those who are savvy will have better success. Offer the client something in exchange for filling out the form – a free report, a newsletter subscription, a guide about how to stage a home, etc. Think about the buyers in the market and what they might want or find useful.

If buyers perceive the giveaway as something too good to be true, or an important resource item, or a quality informational tool, more will opt in.

Waterfront Properties’ experts urge all agents to install an autoresponder, which is a tool that automatically sends an email to the client as soon as he or she submits the form.
Now that the lead is generated and captured, it’s time to follow through. Waterfront Properties’ experts offer these tips for getting the most out of a lead:

1. Call the contact number as soon as possible. Call it the same day, taking into account the time.
2. When talking with the new lead, inquire whether he or she has been pre-qualified for a loan and offer to arrange a meeting with a lender if the answer is no.
3. In addition to the phone call, send the lead a personal email and justify it by mentioning a home-showing date, what the neighborhood is like or what the amenities are in reference to the property that was viewed.
4. Set up an email campaign with the lead, in which a message is sent once a month to ascertain his or her status and offer additional news about the property.
5. Leads that come from social-media sites, such as Facebook and Twitter, should be responded to in the same manner, but remember to include a cell number and an email address in the event the client wants to set up a meeting.

For information about Waterfront Properties, which specializes in Palm Beach Gardens homes for sale, homes for sale on the Intracoastal Waterway and luxury real estate in Jupiter, call 561-746-7272.

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Rob Thomson
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