How to Convert Your Leads into Prospects, and Your Prospects into Clients

    Good job on drumming up some future business. There comes a time, however, when you’ll need to start working on converting your leads into prospects and prospects into clients.

    Listen, if you got into real estate to become a full-time lead generator, that’s cool. Not much money in it, but have at it.

    If, on the other hand, you aren’t converting those leads into prospects and then into clients but want to learn what it takes, read on.

    Snake oil doesn’t work

    There are far too many agents who think that the snake-oil peddling coach, book, or podcast will lead them to prospect conversion heaven. Sure, there are a lot of great coaches, how-to books, and podcasts out there. 

    But, there’s no super-secret script or dialog. A magic bullet to close prospects just doesn’t exist.

    Perhaps this is because real estate is a long game. The truth is, there is no one thing that leads to conversion; it takes a combination of personal qualities, habits, knowledge, and more.

    How confident are you in your knowledge?

    “Customers are more likely to trust salespeople who show confidence in themselves and what they are selling,” according to the experts with Business Queensland.

    Knowing your business, inside and out, and knowing your “product” also help you sell the benefits:

    • Of working with you
    • Of buying this home
    • Of selling a home, right now

    The southern California agent I once interviewed who took the time to visit every new listing, whether he had a buyer or not, exemplifies getting to know the product.

    The Looking For Listings Series is shown above. To see more designs, Click Here.

    The new agent who tagged along with a mentor for a solid year ended up with more real estate knowledge than many seasoned agents. That is what knowing your business is all about.

    The listing agent who was presented with a problem that might impact a home’s market value, and came up with a solution in seconds, showed an impressive amount of confidence and knowledge.

    Think about challenges that you and other agents have encountered and their possible solutions. Think creatively. 

    Get out in the market and view listings in your typical target clients’ price range. When someone asks about the home at 123 Main St. you can offer details, confidently.

    Believe me, this is impressive.

    When you can answer every question a prospect throws at you, when you can offer solutions to their problems, you’re one step closer to being the conversion king or queen.

    As we mentioned earlier, we have a few other brilliant tips to help you convert your leads and prospects. Keep checking back because part two is coming up soon!

    PLUS: When you have time…below are some marketing tools to help support your success.

    1. Put Your Real Estate Business a Step Above with Your Own Branded Magazine

    Homes & Life Magazine is a customizable magazine, with rich, full-color content, and a sharp, professional aesthetic. It includes compelling, direct response-driven articles written by real estate industry experts, combined with engaging lifestyle content. Send out Homes & Life Magazine in Just Minutes – No Minimums Required. Or we’ll ship it to you.

    Homes & Life Magazine is the ultimate “Coffee Table Lingerer”! …and, it costs less than sending a greeting card!Click Here

    2. The Free 12-Month Done-For-You Strategic Marketing Plan

    The Real Estate Marketing Planner is a powerful 12-Month-Guide that strategically defines what marketing to do when. Four key market segments are included, niche Markets, geographic farming, sphere of influence, and past clients. – Click Here

    3. The BusinessBase, SOI building system

    The most effective thing you can do to build a real estate business is to become more visible, more likable, and remembered more often. The BusinessBASE™ not only checks all of these boxes, but it is a business-building machine. In two easy steps, you can begin to build a robust sphere of influence that will provide you a lifetime of repeat business and referrals. – Click Here

    4. The Free Interactive Real Estate Business Plan

    The Free Interactive Real Estate Business Plan allows you to enter your business goals for this year and get a breakdown of how many prospects, listings, closing, and so on are needed to reach your goals.  – Click Here

    5. The Become a Listing Legend Free eBook 

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    Ready to take a vertical leap in your real estate career? If you’re looking for inspiration…and the tools and methods to dominate a market and go to the top in real estate…you’ll find them in this free book. – Click Here

    6. The Take a Listing Today Podcast

    Watch the ProspectsPLUS!, Take a Listing Today Podcast for actionable content to help you get more listings. – Click Here

    Lisa is an accomplished marketer with years of expertise in direct response marketing, digital marketing, data analytics and business development working with both B2C and B2B.