We’ve all heard that patience is a virtue, but these days it’s all about instant gratification and that’s not necessarily a bad thing. If you run out of milk, you don’t have to wait for the milkman; you just drive to the store. If you want to know what’s happening in the world, you don’t have to wait for the morning paper. You simply visit an online news site.
Everything is online now, from banking to viewing animals at the zoo, giving you instant access to any service. Is it any wonder that research from the California Association of REALTORS® (CAR) shows that most homebuyers view “responsiveness” as the most important quality when they select an agent?
Being responsive is not a new strategy or marketing technique. It is, however, a challenge most real estate pros struggle with. Leads can arrive at any time, day or night, and you have work to do and a life to live, making it hard to answer the phone every single time it rings or reply to emails instantly. Response time is critical to convert consumer leads, as those contacted within the first five minutes are 100 times more likely to close than those called after just 30 minutes.
To increase the number of leads you convert into prospects and clients, start by setting expectations as soon as a consumer contacts you. Let them know why you’re worth waiting for and how long they may have to wait, then offer something of value to make their wait worthwhile.
Phone Expectation Tips
When a consumer reaches out via phone, you need to capture their interest and make them willing to wait a few extra minutes before moving to the next agent. To accomplish this, you need a great voicemail that maintains an engaging tone while remaining as short as possible. Keep in mind, your caller already knows they need to leave their name and number, so focus your message on setting their expectations and convincing them to leave a message.
Your voicemail should include your name, why you’re worth leaving a message for, an estimate of when you’ll be available to call them back, and something to keep them engaged while they wait. This should be something quick and easy, such as, “Thanks for calling John Smith, Jefferson Bluff’s #1 listing agent. I will call you back as soon as I get your message. In the meantime you can find free buying and selling guides at JeffersonHomes.com. I look forward to working with you!”
Email Expectation Tips
You can’t always respond immediately to incoming emails either, which is why we have autoresponse emails. Your autoresponder should present the same information as your voicemail (i.e., it should explain why you’re worth waiting for, how long they may have to wait, and provide something to do in the meantime). The goal is, of course, to ensure they don’t decide to reach out to a different agent.
You can also try asking your lead a simple question to kick-start the conversation. Something like “Thank you for contacting me! I’m putting together some information you will find useful and will send it over to you by the end of the day. Is there a good time I can call you to go over everything?” will be applicable to most new leads.
The bottom line is, you need to respond fast to start a conversation that will lead to a sale. The best voicemail and autoresponder in the world can buy you some time, but they won’t compare to the results you receive when you provide your leads with an instant response.
Did you know: Homes.com offers a Lead Concierge service to answer new leads as they arrive? Call 888-651-8956 or email email@example.com to learn how we can help you Work Smarter and Respond Faster to all your leads!
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