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As you can see from the infographic at 1:30, there are six elements that figure into lead conversion. They include the buyer prospect’s desired location, price, motivation, whether they’re working with an agent, how they plan to pay for the home, and finally, the point at which we close the appointment—all of which revolve around the ‘why.’
Welcome to my latest advanced sales training course!
If you’re currently an agent or you’re contemplating becoming one, you’ll need to familiarize yourself with Zillow leads, which come to you by way of inbound calls. It’s important for you to develop and master the ability to move these lead prospects to take action with you.
On many occasions, I’ve listened in on an agent’s call with a Zillow lead for training purposes and it becomes apparent that they lack the skills and guidance to get that person to meet with them. One of our core objectives at Yoder Real Estate is to arrange in-office meetings at the point of contact, meaning before our agents go out and show properties. We emphasize this for a number of reasons:
1 .Safety
2. Professionalism
3. Effective use of time
Too often, we find that when agents have the opportunity to convert a lead to an opportunity, they instead stick to surface-level questions. In other words, they focus on a property’s number of bedrooms and bathrooms, roof, square footage, and lot size. While those are important talking points, there’s a missing piece to the puzzle: the ‘why.’ We’ve got to uncover the prospect’s ‘why.’
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We’ve got to uncover the prospect’s ‘why.’
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As you can see from the infographic at 1:30, there are six elements that figure into lead conversion. They include the buyer prospect’s desired location, price, motivation, whether they’re working with an agent, how they plan to pay for the home, and finally, the point at which we close the appointment—all of which revolve around the ‘why.’
What makes the ‘why’ so important?
Before helping someone purchase a home, we have to understand their underlying emotions. In other words, why do they want to purchase in a particular area or in a particular school district? And what will purchasing a new home do for them and their family? By asking follow-up questions and listening carefully to their responses, you’ll get closer and closer to understanding their ‘why.’
Once you get to the person’s ‘why,’ you’ll refer back to it at different points in that initial conversation and throughout your entire relationship with them, including when you close on the appointment, when they meet with you to sign an exclusive buyer agency agreement, and while you’re showing them homes. They’ll appreciate the reminder of why they decided to buy a home in the first place.
If you have any questions or would like to attend one of our advanced sales training sessions, we’d be happy to have you! They’re held every Monday from 1:30 p.m. to 2:30 p.m. at our office at 2851 Charlevoix Drive right here in the Cascade area. I hope to see you there! Otherwise, don’t hesitate to contact me with any other questions you might have.
