You can actually use a real estate survey to help convert those impossible leads into contracted clients! We'll walk you through several scripts
Do you want more real estate leads? I’d guess that 95% of the people reading this blog post would answer yes to that question.
Yet, getting more real estate leads is not always the quickest way to boost your bottom line.
The easiest way to earn more is to do more with what you already have. In otherwords, you need to close more contracts with the contacts you already have.
Think about it:
If you can learn some scripts that take your lead conversion from 1.5% to 3%, that’s going to do a lot more for your business NOW than the long-term benefit of focusing on SEO.
Click Here to watch how to convert more deals (Free video)
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So today, I’m going to show you how you can use a real estate survey or tie-down questions to squish the objections your unclosable clients have! Let’s get into it…
Here’s a quick video giving you an overview of what we’ll be getting into:
As Realtors, we have to be convincing all the time. And that can be a hard thing. The art of influencing someone’s decision requires a lot of forethought and planning.
In the above video, they use the example of influencing a child to clean their room. You can beg, reward, punish, create tasks, and help out. But all of these actions have opposite reactions.
Wouldn’t it be best to just help the child realize how they actually wanted the room to be clean as well?
Of course!
And it’s the same with our clients. It can be really hard to get clients to honestly see the value in choosing you as their Realtor. “We tend to think persuasion or motivation is something that one person does to another,” Pink says. “But what the social science clearly tells us it’s really something people do for themselves.”
The easiest way to get more leads is to help your leads align their goals with you.
Let’s get into several ways to convert more leads with questions:
The right questions close your #realestate deals. Click to tweet
Converting internet and general interest leads:
Buyer: “What’s the price on the house located on 555 Central St.?”
Agent: “That’s a nice property! Where did you see it?” (Record their response so you can track where your leads are coming from.)
Buyer: “We saw it online earlier today.”
Agent: [INSERT TRANSITIONAL QUESTION FROM BELOW] (The point of this question is to take control of the conversation. You want to guide the buyer through the rest of the interview. Questions are a great way to discover their original motives.)
Buyer: (Regardless of their answer, you’ll want to proceed with the script.)
Agent: “I totally understand. So, do own your home or are you renting?”
(IF OWNER) Agent: “So you’d probably need to sell your home first, or do you qualify to buy your next home without selling first?” (If they don’t need to sell first, see the tenant script below. Otherwise, proceed with the script.) “Great! Well the home you called about is priced at $200,000. So tell me, have you had a Realtor out to your current home to give you a pricing opinion recently?” (If “No”, proceed with . . .) “I’d be happy to quickly swing by your home to do that for you before we take a look the home that’s for sale. Would 5:00pm today or 4:00pm tomorrow be good for you?”
(IF TENANT) Agent: “Great! Well the home you called about is priced at $200,000. So tell me, what specifically interested you about it?” (After their response . . .) “Thanks. Do you know what lender you will be using to purchase your next home?” (After their response, proceed with . . .) “I see. How many homes have you looked at so far?” (Again after their response . . .) “Great. So if this is the right home for you, what home inspector would you use?” (After their response . . .) “I understand. It sounds like you have a lot of research to do. Do you want me to help you out with that?” (“Sure”) “Great. How about we quickly meet at my office before we take a look at this home. Would 5:00pm today or 4:00pm tomorrow be good for you?”
“Tell me what specifically interested you about the home?”
“Do you live in the neighborhood?”
“How soon were you thinking about moving?”
“Where do you currently live?”
“How long have you been looking for a home?”
“Are you working with another agent?”
“Do you own or rent your current home?”
“How long have you lived in your current home?”
“Are you qualified to purchase a new home without selling your current home?”
“Do you know which lender you will be using to purchase a home?”
“Are you familiar with the neighborhood?”
“Have you decided on a particular home inspector yet?”
“What parts of town are you interested in?”
“Will you be requesting a home warranty? If so, have you decided on what type of coverage?”
SCRIPT 1 – “It is our policy to have you consent to me representing you as your agent before we start looking at homes. By signing this you are just agreeing to that.”
SCRIPT 2 – “I’m required to have an agreement between us to be able to act as your agent and show you homes. I just need your signature to get started.”
SCRIPT 3 – “By signing this agreement you are authorizing me to represent you and look out for your best interests throughout the home buying process.”
SCRIPT 4 – “In order for me to help you without possible conflicts of interest, protect your confidentiality, and operate in your best interests, I am required to have you sign this agreement to represent you as an agent.”
SCRIPT 5 – “My broker requires that I have my buyers sign this agreement so I can get to work for you and be on your side.”
Handling Objections to Signing the Buyer Agency Agreement
SCRIPT 1 – “Often times I find that if a buyer is uncertain about signing this agreement, it usually means I haven’t answered all of your questions or there is something you haven’t told me. Was there something you wanted to cover today that I forgot to ask you?”
SCRIPT 2 – “What is it that concerns you? Would it help if I stepped out of the room for a bit so that you two can chat privately?”
SCRIPT 3 – “Signing this agreement is actually our policy since I can’t be 100% committed to you unless your 100% committed to me representing your best interests.”
SCRIPT 4 – “I sense a little apprehension. I tell you what, if we get to a point in the process where you don’t like working with me, then I won’t have a problem ending our agreement. I just ask that you let me know as soon as possible. How does that sound?”
SCRIPT 5 – “I tell you what, how about we look at a few homes to make sure you’re comfortable working with me, then we can worry about signing it?”
When it comes to getting more leads from your real estate website, part of your business plan can include real estate survey marketing.
I’ve found that you can create compelling questionnaires with the above survey questions. And then market them online to generate leads.
For example:
You can use TypeForm to create a free, beautiful form. And then you can use real estate ads to get people to complete those forms.
Create a simple 3 step questionnaire asking the buyers why they are thinking of moving.
Then, setup ads to your URL using Facebook ads. You’ll find that these leads are dramatically different that IDX/MLS search leads. You can get insight into why they are looking to buy. And don’t just see that they are looking at houses online.
Additionally:
You can use real estate survey tools to generate feedback from past clients. One of the questions I like to ask is “Why did you start looking for a new place to live?”
This type of question will get you insight as to how you can find more real estate leads. Do people find you through your real estate newsletter? Or are all of these people relocating from a specific region?
Either way, you can start getting a handle on where to spend your marketing money.
Are you using the right questions and a good real estate survey in your listing presentation?
What about your buyer consultations?
Good questions are the best way to discover the true motives of your leads. These underlying motivational decisions are what will help you convince more leads that you’re the right Realtor for them.
For example, their individual needs might be related to trust while your pitch is more dealing with analytical numbers. It will be really hard to close that lead if you aren’t able to get away from intellectual points of value. And move into a more emotional selling angle.
Let me know your thoughts below!
Scripts found on The Real Estate Trainer
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