Gain A Lead When The Phone Rings
Sometimes it’s easy to miss the opportunity of gaining a lead when the phone rings. When someone calls you about a real estate need, it is imperative to consider how you can best help them in obtaining the information desired.
A classic case is when a person does a drive-by of a listing and calls you. Typically, they may not remember all the information that would make your job easy. That being said, you always want to consider ways to find out the information they are looking for. You never want to ask the potential client to do more work than needed.
For example: If the person does not remember the address of a listing they drove by- use your investigative skills to help determine the location of the potential property discussed. 
Here are a few steps to take to turn that real estate lead into a client:
1) Probe. Your callers may not be able to provide you with the MLS® number or full address of an Edmonton home for sale- especially if they drove past the property. It is up to you to gather more information from them. “Southeast or southwest area? Do you know the neighbourhood you were in? Do you remember the closest major road you were by?”
2) Patience. Put yourself in your caller’s shoes. They could be first-time homebuyers who don’t know where to begin the home buying process. They need your expertise and guidance. Take the time to calmly probe them for more information. If you cannot answer all of their questions at that precise moment, take their name and number then promptly call them back.
3) Set Them Up As A Client. Utilize your Redman Real Estate Website to it’s full potential! Set the caller up as a Guest Client on your website and send them a saved search based on the community that they may have been in. You can then give them the next day to follow up and to schedule a meeting!
4) Schedule A Meeting. The ultimate goal in real estate is to set up a face-to-face meeting. The end goal is to meet them in person for a showing and to hopefully turn them into a client for life. Some ways lead the conversation into setting up a face-to-face meeting is, “I see that there are a number of homes for sale on the south side. Would you be available to meet with me for a Complimentary Home Buyers Consultation? I’m sure together we can find a home for you that is very similar to the one you saw, with a little balcony and everything!”
We hope these tips help you navigate turning real estate leads into clients. Remember: be courteous to all of your callers- make a positive impression on the caller and Woo Your Real Estate Clients.
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