About The Real Estate Group

The Real Estate Group (TREG) "Partners in Excellence"

The mission of The Real Estate Group, LLC is to be Hampton Roads finest provider of real estate services. Our goal is to create a company that provides absolutely the best service for our customers by fostering an environment of teamwork and a common vision. The Real Estate Group, LLC consists of an accomplished team of skilled professionals who take pride in their work and their company. We work hard to go beyond the expectations of our customers, agents, and employees.

Solutions That Convert Internet Leads Into Sales

April 14, 2016 by ·

Internet leads can be very profitable as long as you take the right approach and have realistic expectations.

The art of converting internet leads is dramatically different than the traditional approach used in sales. It requires a different mentality for three main reasons:

  1. The difficulty in creating rapport heightens when you are following up. Often the connection is only one way.
  2. The volume of leads necessitates a more efficient approach.
  3. The motivation of the lead is often unclear and difficult to ascertain.

The bottom line is you must move faster with internet leads. It’s important to have a strategy for moving on if the connection is non-responsive or seemingly unmotivated.

Here are some must-do guidelines to follow:

  1. Make every effort to create a two-way connection

In my experience, the probability of a sale is stronger when the communication goes both ways.

  1. Get their phone number

Your initial intention should be to get a phone number. Focus on asking, “What’s the best phone number for me to reach you?”

  1. Act fast when an inquiry comes in

Your goal should be to respond within five minutes. A recent study conducted by MIT’s Dr. James Oldroyd for insidesales.com, shows the odds of contacting a lead if he or she is called within five minutes are 100 times higher versus one called in 30 minutes.

  1. Respond in some way, no matter what you are doing

This is a critical point: If you are tied up, send an email, a voicemail message or a text that acknowledges the inquiry.

Let them know when you will get back to them. By doing so, you will close the loop, and they’ll understand you are being responsive and committed to helping out.

The typical consumer does not expect you to be available 24 hours a day. He or she just wants to know what to expect. The key is to let him or her know when you will be available.

  1. Send an email response immediately

Even if you don’t have a phone number, send an email response right away. Answer the question followed by, “When can we talk?”

  1. Be conscious of the advantage of using video emails

Using video emails will set you apart from the competition. It is a much more engaging way to get your lead’s attention. Stand out.

For the complete article on securing and converting internet leads, head over to Inman.com or click HERE.

Filed Under: Technology ·
About The Real Estate Group

The Real Estate Group (TREG) "Partners in Excellence"

The mission of The Real Estate Group, LLC is to be Hampton Roads finest provider of real estate services. Our goal is to create a company that provides absolutely the best service for our customers by fostering an environment of teamwork and a common vision. The Real Estate Group, LLC consists of an accomplished team of skilled professionals who take pride in their work and their company. We work hard to go beyond the expectations of our customers, agents, and employees.