The rise of the internet has forever changed the sales process. Websites, social media, and apps can generate an enormous number of leads for a real estate agent. However, whether it is one or one hundred potential leads, every lead is as good as no lead if the agent doesn't follow up and pursue it. That is why Homesale Realty recommends the following suggestions regarding lead generation and management in the real estate industry.   

• Start the Conversation
  Whether your lead is an email address, a message on your Facebook page or a Tweet read on your phone, start a conversation with the sender. If the individual took the time to contact you or comment on something you have said, it's an ideal opportunity to start a conversation. It doesn't have to be about real estate; it can be anything related to the impetus for the initial contact.
  
  
• Sell, but Don't Sell
  It seems counterintuitive, but the reality is that people don't want to be sold right off the bat. Attempting to stir a sale during the initial contacts can trigger a negative response and foster a sense of mistrust.
  
  Rather than selling real estate to your leads, sell customer service. Sell the things that your clients are interested in discussing. Talk to them about area sporting events. Discuss changes to school district policy. Share information on things to do and activities to enjoy in the area. You'll establish a bond by showing leads that you are actively engaged in their community. Further, by helping them stay abreast of area news, engagements, and real estate information, you'll show them that you are happy to serve their needs beyond the transaction of buying or selling a home.
       
• Keep the Conversation Flowing
  Whether you start out talking about area events, discussing popular restaurants in the area or commenting on policy decisions on the local school board, it's vital to keep the conversation moving forward. The more you talk, the more you'll understand the motivations and interests of your lead. Understanding their interests can help you steer the conversation toward real estate they may find appealing. 
  
  It would be best if you established a timeline to make contact and avoid sending too many or too few messages to your leads. Too many contacts and your words will end up in the spam folder. Too few, and your lead will think you are ignoring them. The sooner you find the balance, the more effective your follow up efforts.
  
  
• Be Mindful of Your Time and Respect Your Client's Time
  Specifically, make sure you don't procrastinate on your initial contact or follow up. Pay particular attention to the way your leads interact with you. If the replies are short, keep your responses short as well. If they are long, be sure to thoroughly read them and make it clear in your reply that you have done so. Mimicking the communication style of your leads can create a strong bond that can lead to a sale.
  
  
• Track Your Efforts
  Keep records of your leads and interactions with these individuals. As time goes forward, you will start to see patterns emerge. You will be able to spot unique data points in demographics, seasons, property values, etc. Analyze this data to determine ways you can adjust your lead generation efforts and contact strategy. 

We encourage you to contact BHHS Homesale Realty to learn more about the ways our real estate agents generate leads, manage contacts, and close the deal.