10,000 Foot View

As a real estate professional, you are the CEO of your own business. It’s important to step back and take a look at all aspects of your business as if from a 10,000 foot view. Success for a real estate agent means closed sales. In order to close sales, you’ve got to be prepared for regular and persistent follow up and understand each lead and their “mental state.”

Enter the Popcorn Concept

Think of your sphere of influence (which is everyone you know, come into contact with, any lead you generate, etc) as a bag of unpopped popcorn. In order to successfully pop the popcorn you need all the kernels in the pan. The closer your pan is to heat, the more kernels will pop. If you’re too aggressive with the heat, they’ll burn, but if you make it just hot enough, your kernels will turn into popcorn.

That’s how successful lead generation works. You put as many leads into your pan as you possibly can, turn on the heat and shake them up through regular, steady contact. Eventually those leads will start to raise their hands and say, “I’m ready to pop!” and that’s when you’ve converted your lead into a client.

Always remember that the different types of leads you generate (both online and off) are all in different stages of readiness to pursue a real estate transaction. It is important to understand the mental state each of your leads are in so you can plan your follow up accordingly. For example, leads generated from an open house usually have a more immediate real estate need, while leads generated online at sites such as GetMyHomesValue.com may have a longer time frame in mind.

Today, many more people are doing research on the Internet months before they’re actually ready to make a move. Because they’re not quite ready for a real estate agent, they visit anonymous sites such as ours to get information on their home. By understanding the lead’s mentality, you can figure out what follow-up tactics will work best to convert them to an actual client. The further away a lead is from actually making a move, the more time you have to build rapport and become their trusted expert in the field. And when they’re finally ready to contract with an agent, guess who they’ll be turning to? YOU.

So make sure you take the time to explore our Agent Success Center for great tips and resources on everything you need to take your leads from prospects to clients!