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Converting Web leads in real estate – Tip #4

The emails that I get back tend to be quick responses that say yes, we are looking for horse property. We just sold our home in CA and we would like to buy 2-3 acres in Scottsdale, Arizona for under $400,000.

I have seen agents get twisted when a potential client comes back with an answer that isn’t necessarily realistic on price and location. What I mean is…it could be difficult to find a horse property in Scottsdale for under 400,000 with that much acreage. Don’t worry about that! Right now you are simply getting to know them and if they were already educated about the market they wouldn’t need you in the first place!

There is power in “let’s”. Let’s get you a search set up and you can start looking and stop having to cruise the web. Then do it! Don’t wait for Bob to email you back. Just set up the search. Keep it broad so he has lots to look at on the search. I set up the search to go out daily and often. Then I send him an email again that says:

Hey Bob, I built you a search with your criteria. I certainly want you to be in the drivers seat. Let me know if there is a better email to send them to, right now they are going to this one.
I really value the opportunity to earn your business. – Michelle

That’s it! Keep it simple.

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FREE Business Listing on KWtoolbar.com

by Michelle Shelton

Backlinks to others sites are a valuable way to get your site to come up on search engines. This is an opportunity for you to post you information on this site. Make sure you use your full website address with http://www.yourwebsite.com

Also, you are welcome to include your name and contact information and make sure you list your state and town. Example would look like this:

Michelle Shelton, REALTOR
Solutions Real Estate

Specializing in Phoenix Arizona Horse Property
480-577-8272

http://www.askmichelleshelton.com

Michelle Shelton, REALTOR, Coach, Facilitator, Author Visit Michelle's Coaching Site Are we friends on facebook? If not, why not? Find Michelle on Facebook Got Horse Property? - Advertise with us!

So you have gotten the lead and you have sent a quick message to get your prospect to respond. Now what? There are several things you can do. You can watch for activity on your dashboard. Depending on which system you use, most of them have a dashboard where you can see how many properties people are looking at and also what properties they are looking for. This includes price range and location!
Watching your dashboard will support you in communicating with your potential client. I also will send them another email if I have not heard back from them and then I will let them know I am making an assumption….for example I might write the following:
I was looking at your email and I see it says @stable.com. I bet you are looking for a horse property. I always have people looking to board, do you board for other people?
The number on thing people like to talk about more than anything is themselves. Get them talking about what they want or what they have.
Web leads can be very easy to convert if you are willing to get creative. Remember the WI4C2TS? One of the four C’s is creativity. I would say this is a good quality to develop. It could change the way you do business and you could make more money than you dreamed. It has been my experience that once you convert a web lead, they buy and they buy from me. Many times, I only show them one or two homes as they have done their homework online.
So what are you waiting for…get out there and sell something!
 

Converting Web Leads in real estate – Tip #2
by Michelle Shelton

In the last article you learned how to contact them quick. The next tip that will support you is to get them to respond.

With the use of smartphones these days, long emails are not going to work. Also, as much as I love photos, if you send an email out with your photo and logo and all the other stuff I have seen REALTORS do to dress things up, well…it may not get read.

This is where engagement comes in. Right now, you have a name and an email. The name may not even be their real name. Doesn’t matter. Pick something and ask them a short, simple question as quickly as possible.

We use niche websites. I know where the leads come from and if it comes from our horse property website I send an email that has their name in the subject line and asks them a direct, short question that they can respond to quickly on a smart phone or computer. It looks like the email to the right.

The number one rule is NEVER, EVER make an assumption. If you look at Bob’s email address you see it says @mystables so of course it would make sense that he is looking for horse property. First off…it might not be true that he is looking for horse property and if you start sending him horse property, you are dead in the water. Secondly, you want to start the engagement process. You want to start getting to know Bob and what he is looking for so you can start to serve him better.

Watch for Tip #3 to know where to go next! Thanks for stopping by!

Michelle

Converting Web Leads – Tip #1
by Michelle Shelton, Realtor

Do you know how to convert web leads? I did 9 Million in residential sales from web leads in a down market. How? There are a few tips I am going to share with you that I found really worked for me!

The first thing is you have to have a website that generates leads. I didn’t know anything about websites when I got my real estate license. I put six deals in escrow my first month. I was placing ads all over the Internet with my name and number on it. Anyway, I will talk about this later on…for now I want to focus on HOW to convert those leads once you have them.

The number one tip to conversion is to respond quickly. The Internet is used for a reason. It is quick and easy and people don’t have to get into relationship with anyone. They don’t have to “play the game” so to speak. They want to hide out and just look with no pressure. They also want to be served. They want to know that when they are ready to move they will have someone there to serve them and it won’t be a hassle.

Tip #1: Contact them quickly.

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It’s Official! The Keller Williams Toolbar has gone viral!

The toolbar has gone contagious! It is catching on in cities across the nation. Entire MC are downloading it and Team Leaders are announcing it at their Team Meetings. Why? “It is a great tool and I tell everyone about it!” Touts one top producing agent.

If you are a producer you want your team to have all the tools they need to make their job more efficient, right? The KW toolbar will keep them on their toes! All the latest tools and resources are at the top of their computer screen. Not to mention it is a one click to get to the MLS, MyKW Login, and Top Producer. There are hundreds of others sites that are simply a click. Time is money and the more time it saves us in real estate, the better.

If you don’t have the kw toolbar on your computers, you are missing out on a money and time saving tool in your business. It is a no-brainer. It is a FREE resource that truly is awesome!

Keller Williams Toolbar Video #3

Keller Williams Toolbar Video #2

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Check out the KW.com Toolbar Video Trainings

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With all the Keller Williams Realtors out there, I am shocked that only 2237 of them know about the Keller Williams Toolbar. What an amazing tool in our business! Who do you know that doesn’t use this toolbar and could benefit from using it? Are you willing to share it? It is easy, simply send them here and in 30 seconds or less they can be using it too!

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