As you start generating leads online, you will find that people will be requesting information on a variety of topics.  Some of the things they may request information on are:

  • A particular neighborhood
  • An condo complex
  • An individual listing
  • Information about loan programs

The best agents working leads from their real estate websites and blogs will follow up on these requests.  Some people will provide phone numbers while others a simple e-mail address.  All are worth following up on as you never know you will be your next customer.

The Objection

The funny part is though as you follow up on the requests, you will run into some objections.  One of THE most common objections is:

I’m just looking

Most agents react with a simple response, “Oh, OK well I hope you find my website/blog useful, let me know if you need anything.” and hurry off of the phone.  They figure “that person isn’t serious; they are “just looking”".

Let’s break down this simple objection and see how we can handle it better to start turning that objection into some appointments.

  1. The Mindset - Of course they are just looking!! Have you ever bought a car without actually looking for one?  NO of course not!  In order to purchase a home, you actually would need to look for one.  It doesn’t mean they aren’t interested, it just means they are starting the process of looking for real estate.  If they didn’t want to look for real estate then they NEVER would have made the request.
  2. Help them- People want help, they will just seldom ask for it directly, so you need to offer it to them.  Instead of saying “Oh, OK” and going on your way, say a simple statement like “that’s great that you are just looking, what are you looking for?”.  The real key is then to wait for their answer.  They often won’t know what they are “looking” for and that’s when you provide them the opportunity to meet with you so you can help them look!

Whether you want to call it Objection handling, knowing your scripts, or question oriented sales, the real key to converting leads to appointments is understanding your potential customers.  Put yourself in the shoes of someone who is starting to do research online looking for real estate and you might find that even you have some trepidation about contacting someone brand new. 

Asking questions allows the person on the other end of the phone to hear that you care enough about their goals because you are taking the time to ask.  Too many agents “sell” on the phone and that is just a way to push people away.  So, before you pick up the phone and follow up with all of those great leads from your real estate website and blog remember you are just asking some questions on the road to help them “just look”.

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