Listen to Episode 5: Turning Cold into Closed
On this episode of Agents Unfiltered we are discussing how to turn a cold lead into a closed deal!
Let’s start with the difference between cold, warm, and hot
Cold leads are…
Clicking on a link from a lead gen system where they aren’t necessarily interested in a specific home, but they have clicked on something and are now in your inbox.
Warm leads are…
A lead who is interested in a specific home or they are coming in from social media marketing.
Hot leads are…
Personal referrals, people you know, where you already have that connection and they are invested in you so you don’t need to do as much to convert them.
Ali Pomeroy – Tonight I am going to be door knocking for the first time. I am going to bring flyers around the night before the open house I am doing in the same neighborhood. And then an hour before the open house I am doing a VIP just for neighbors so they can see what that house is going for and how theirs compares.
YOU GET A COLD LEAD, what do you do? “Hi my name is Ali, I’m about to be your favorite agent”. I call and try to get a showing underway even if they aren’t pre-approved. People are peaked by curiosity but aren’t always committed. Also if they can put a face to the name there is less of a chance they will waste your time. I call right away. I go through the steps and then am solution based. I never say can’t and try to get them to the next step.
I send them a text and email if they don’t respond and if you both have iPhones you can save your photo and information and send it to them and that puts a name to the face.
If you are chatting with them, instead of asking if they are interested say “I saw you are interested in THIS how can I help you?”
It’s good to add a call to action in the text and email like when is a good time we can chat?
What do you do if you get a call on a property that is pending or a home that is harder to find lending? I ask if they are working with an agent and if not I offer my services.
“I’m sorry this home is pending if you are super interested we can ask if they are taking backup offers. If you want to keep looking somewhere else in the area I am also happy to help you.” Or say “there’s a lot of properties like this in the area, I’d love to send those to you.”
CONSISTENTLY FOLLOW UP. Even if you call, text and email. Don’t stop unless they ask you to stop. So many times we don’t hear from someone and than 3-6 months down the road they come back. I keep notes in my phone with what they are looking for. Unless they explicitly ask you to leave them alone, if you are staying front of mind, they will come back to you.
It is so awkward and uncomfortable, but one time I went through every cold lead in my system (well over 150 people) and it was a great lesson of people saying I bought 3 months ago or a month ago and it was a good lesson to learn that I should have followed up.
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ABOUT US -🎙 Agents Unfiltered is a podcast with the goal of connecting and building community between realtors nationwide. Get ready for some relatable and relevant information about “The Do’s, the Don’ts & the What The Fuck’s of Real Estate.”