Working with leads is a big part of being a real estate agent. Whether you’re a real estate team leader or an independent agent, you’ve probably encountered leads who are hesitant, saying they want to “think about it” or are not quite ready to commit. I found out that asking this simple question can help clients be more open to engaging with you:
“Let me ask you this question: It doesn’t cost you any money to look, is that correct?”
This question accomplishes two things: it confirms that viewing homes is a free service, and it encourages the client to start actively looking at more houses. There is a direct correlation between the number of houses you show and the number of transactions (and commissions) you’ll close. By getting clients out to see homes, you’re moving them through the buying process faster.
“You need to engage more clients and get them to more viewings, leading to more transactions.”
You can think of it as testing driving a car. The more cars a customer test drives, the more likely they’ll buy a vehicle. Real estate works the same way. You need to engage more clients and get them to more viewings, leading to more transactions.
This also takes the pressure off the clients. When a client is in the “thinking phase” or moving slowly, we say, “No problem at all. Let’s just go out and take a look.” This approach removes the pressure to buy immediately and builds excitement as they see more potential homes. It naturally leads the clients through the buying process.
If you have more questions about this, reach out by calling me at (725) 227-9766 or sending me an email. I’d love to show you what we’re doing in detail.
