What Do Prospective Clients
Need, Want & Expect?
Prospective clients are leads who are open to buying or selling real estate.If they don't hire you, they will probably hire another agent.
Your task is to help them choose you as their real estate agent.
Build a Relationship As You Learn More
Once leads have been identified as potential clients, your focus shifts to converting these people into clients.A key component of this process involves gathering more information about them.
Not only will this information-gathering process help you learn more about your potential clients, it will help you build a relationship with them.
The most basic information is your prospective clients attitudes toward
buying or selling real estate.For the kind of information that you need about prospective buyers, see Serving Buyers: Help Them Make The Right Decision.
For the kind of information that you need about prospective sellers, see 3 Keys to Servicing Listings
Use this material as a starting point to develop you own list that reflects you and your market.
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Persistence Pays
In practice, persistence is all about doing whatever it takes to get the job done.This usually means having among other things, backbone, chutzpah, determination, intestinal fortitude, spunk and stick-to-it-iveness.
It includes following up on all leads and continuing to follow up until you not only make contact, but have a meaningful conversation with these people.
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Help Prospective Clients Learn More...
...About
the market
Astute
Marketing
is a free
ebook about real estate marketing.It will help you learn more about prospective clients.
Strategy AM-1 (Go Narrow Go Deep) outlines the importance of learning as much as you can about the market you serve.
This market knowledge positions you as an expert and helps attract prospects.
Don’t keep this knowledge to yourself.
Tell prospects about what is happening in the market in which they are interested.
..About you
There
is cliché
that suggests: people
don’t care about how much you
know
until they know how much you care.
In practice, this means instead of telling prospects how much you know,
show them how much you care about them.
Be as helpful as you can without becoming intrusive and overbearing.
Without bragging, let them know how you have helped other people like them.
Allow testimonials do your talking for you.
The more that potential clients know about you and how you can help them, the more likely it is that they will select you.
In practice, this means instead of telling prospects how much you know,
show them how much you care about them.
Be as helpful as you can without becoming intrusive and overbearing.
Without bragging, let them know how you have helped other people like them.
Allow testimonials do your talking for you.
The more that potential clients know about you and how you can help them, the more likely it is that they will select you.
Converting Prospects To Clients
There are 2 additional steps to converting prospects to clients:
1.
Qualify
them
For sellers this means satisfying yourself that they are ready willing and able to sell the property they want to list.
For buyers it means satisfying yourself that they have the resources to purchase the type of property they are seeking.
Avoid getting bogged down in complex qualification processes. Keep them simple.
2.
Getting Hired
In a nutshell this means prospective clients specifically agreeing to hire you.
Converting Prospective Clients To Actual Clients
Unfortunately, prospective clients do
not automatically become actual clients. One of the best ways of helping prospects make the transition to clients is to offer them a compelling reason for hiring you as their real estate agent.
Without a compelling reason for selecting you, your very best prospects may well become some one else's clients.
Chapter Eight of How To Achieve Better Marketing Results...Sooner will help you develop the most compelling reasons for clients to choose you.
Once you start to offer clients your compelling reason for choosing you, you can start to achieve better marketing results and achieve these better results sooner.
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