Nurture Real Estate Leads To Grow Them Into Clients

Nurturing your real estate leads is an important process. You definitely do not want your real estate leads to get the feeling that if they aren’t buying now, then they aren’t important to you. It takes an average homebuyer anywhere from 3-18 months to make the big decision, so within that time, you and your virtual assistant want to build those relationships and establish trust.

In order to do that, you need to understand the deciding stages that a home buyer goes through. By knowing and understanding these stages, you can determine the best actions you and your virtual assistant should take next. Source: http://learn.marketleader.com/display/coaching/Email+Scripts+for+Real+Estate+Agents

CONSIDERATION:
In this stage, your leads are probably not ready to talk to an agent since they are still making the decision to buy or sell. I’m sure you have encountered leads who will tell you that they are just looking. You don’t want to scare them off by trying to rush their decision. What you can do is ask them if they want or need any help or information with the home-buying process, post hypothetical questions such as: “If you WERE buying now, what type of home would you be interested in?” Act as a resource or as an expert adviser. You can also ask if you can be in touch via email. Use this venue to introduce yourself and open that door to welcome them to direct any questions they may have to you.

Sample E-mail Script:
(source: http://learn.marketleader.com/display/coaching/Email+Scripts+for+Real+Estate+Agents)Subject: Your New Property RequestI just wanted to drop you a quick note to let you know that I received your request. I’m setting you up to receive email updates of new homes for sale as they come on the market. Please be sure to add my email address to your safe-senders list so you can receive all the new homes for sale.I also have additional information to help you in the purchase process that I would be happy to share. Let me know if you would like information about the buying process, financing your home, negotiating the purchase, or tips on closing and moving. This is a service I provide to all my buyers.Let me know when you are ready to start looking at homes in person. I am excited to start working with you and would be happy to show you any properties that fit your “dream home” criteria.

ONLINE RESEARCH:
At this stage you will find your leads that are in a similar spot with those in the consideration phase. They are still trying to decide however, they are more active in searching for properties online. A lot of these homebuyers will be willing to speak with an agent, however will not commit to a specific date or meeting at once. Again, emailing these leads will be a great way to make that connection, directing them towards your website. You can establish your expertise and show them you are willing and available to help them when they need it.

Sample E-mail Script:
(source: http://learn.marketleader.com/display/coaching/Email+Scripts+for+Real+Estate+Agents)Example Email Template: Buyer Follow-up, Ask for Listing Information
Subject: Following upMany people find shopping for a new home stressful, frustrating and time-consuming. My goal is to make this a fun and exciting process, while making it as smooth as possible.By only showing you homes that meet your criteria, negotiating the best buy possible, walking you through the process step-by-step, and handling the details of the transaction, I hope to take the stress out of the closing process.Because a new home is often the most important and substantial purchase people make, I’d be happy to help you find a great home that meets your needs.

I preview many new homes every day. If you would like me to email you information about homes new to the market, please email the following information to me:

What is your time frame? When do you want to make a move?
What price range do you have in mind?
What areas/neighborhoods are you interested in?
What type of home: single-family, condo, multifamily, etc.?
How many bedrooms?
How many baths?
Do you need to sell in order to buy?
Do you have other requirements?

As soon as I receive this information, I can select homes that fit your criteria and send them for your review.

Please call or email me if I can provide you with additional information or answer any questions you may have as you begin contemplating a move. I look forward to the opportunity to assist you.

ACTIVE SEARCH:
The people who are in the active search phase are those who have decided to buy and are ready to meet an agent and see properties for sale. Once your lead has decided it is time to buy or sell, they will immediately want to speak to an agent. It is important to respond quickly and let them know you are determined and focused on getting them what they want. Reach out to them often via phone and email to let them know that you are the best person to help them. Once you know what they want, make sure you have options that fit their criteria.

Sample E-mail Script:
(source: http://learn.marketleader.com/display/coaching/Email+Scripts+for+Real+Estate+Agents)Subject: Checking-InJust a note to make sure you received the listing information I sent and were able to view it. If you did have any problems, I can resend the information, send it via postal mail, or deliver it to you personally.I am interested in getting your thoughts on the homes. Did any of them appeal to you? Did you enjoy viewing the listings? Did it give you a good idea of what is available?If you would like to see any of these homes in person, I would be happy to set a time to get together and tour them along with any others that come on the market. Please feel free to call or email me for any further help or questions.

In the meantime, I will continue to send you valuable information about searching for a home, the buying process, and packing and moving. I welcome the opportunity to represent you and help you find the home of your dreams!

TRANSACTION:
The transaction phase cover contract to close and is a crucial stage. Make sure that you are consistent and persistent in communicating with your leads who are at this stage. Make sure you are available to address and issues or concerns. This is where you will establish how much of a superstar you are.
In this phase emails should consist of specific details of say, final inspections, final walkthroughs etc…

POST-SALE::
In this phase, you have chance to really solidify the connection and relationship with your now client.

You want them to see that you are still there for them even after the deal has been closed. You want them to remember you and turn to you if they decide to make another major decision down the line. Initially you can ask them how they like their home, how the move went etc… Later, you can periodically stay in touch and continue to build that relationship with them. This is also a great place to ask for referrals, if your client had a great experience with you they will be happy to recommend you to their friends and loved ones.
Sample E-mail Script:
(source: http://learn.marketleader.com/display/coaching/Email+Scripts+for+Real+Estate+Agents)Subject: An Updated Market Evaluation?It is always a good idea to know the value of your home. Some of the most common reasons people are interested in an updated home evaluation are:Insurance purposes.
Refinancing.
Making a move.
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