Did you know that real estate professionals have different goals than marketers? Real estate professionals are attempting to find the best possible match for a client in order to translate their needs into a successful real estate transaction. As opposed to focusing on conversion goals like acquiring new customers, these real estate professionals are more focused on the amount of business generated by each property while also increasing the amount of initial research. Campusdoc suggests these 11 tips, by which your own conversions will increase as you develop relationships with your clients and tailor their experience accordingly.
1. Set Conversion Goals Upfront
It’s essential to set conversion goals up front in order to understand and measure the success of your business. Before diving into your work, you should know what goals you’re trying to accomplish and how you plan to achieve them. For example, if you’re selling a house, your conversion goals may be as simple as “converting” a customer into a buyer with the goal of closing the sale quickly so they can move in.
However, this mindset could shift when it comes to rental properties where your goal is not necessarily converting someone into a renter but increasing the amount of renters who apply for an apartment without reference checks.
Pro Tip: Make sure you have clear goals in mind to guide your efforts.
2. Be Ready for Contact
Don’t forget to set aside time to reach out to potential clients who have sent inquiry emails or have contacted you by phone. Set up an appointment with these clients in advance of converting them since they may not come through the first time. You can use a call-back strategy which lets more people hear about your business and meet you face-to-face, sending referrals back and forth on future transactions.
Pro Tip: Use a proactive approach when speaking with customers before converting them into leads.
3. Take a Personal Approach
Take a personal approach when it comes to helping potential customers by going the extra mile and showing them you understand their needs. Deliver on your promises and be flexible enough to schedule appointments with various types of clients. This is important since the very nature of real estate makes it difficult to manage your time, especially when you’re talking with various people and sorting out priorities for each client.
Pro Tip: Be receptive to customer inquiries and take a personal approach in order to develop rapport.
4. Build Trust & Credibility
Establishing trust is one of the most important steps in converting leads into solid business opportunities because it forms the basis for all future decisions made by both parties involved in the transaction. By demonstrating your even-tempered, earnest approach to business, you’ll build customer trust which will lead to a strong, long-lasting relationship.
Pro Tip: Develop trust and credibility by being honest with your clients from the start.
5. Manage Expectations & Schedule Appointments
Don’t let potential customers wait for answers or make them wait for a house viewing appointment. Make sure you’re responsive and demonstrate your ability to manage expectations so they feel comfortable working with you directly in the future.
Pro Tip: Don’t let customers get impatient by managing their expectations and scheduling appointments ahead of time.
6. Get Permission to View Homes
While you should always be prepared to visit potential clients’ homes, don’t expect to walk in and start showing them properties. You’ll need permission before going beyond the initial meetings and viewings. The first step is asking for permission by providing a contact name and number. Then, schedule at least two appointments per property.
Pro Tip: Always let potential clients know you’re coming over before viewing any properties so they have time to prepare themselves and their property for the visit.
7. Make Effective Presentations
You’ll need to make effective presentations if you want customers to be interested in your business model so make sure yours are clear, concise and easily understood when you show up at viewings or sales appointments. This is especially crucial for real estate professionals since they must manage a wide variety of clients who may be in the market for different types of properties.
Pro Tip: Make sure your presentations are clear, concise and easy to understand so they spark interest with potential customers.
8. Personalize Your Approach
Take a personal approach when you’re working with clients by being flexible and accommodating their needs as they work through the home buying or selling process. For example, if you know your client will want to spend a lot of time making decisions, allow them that extra time to make a personal connection with their new home or apartment.
Pro Tip: Make sure your clients realize you’re there to help them and that you have their best interests at heart even when they make it difficult.
9. Focus on the Customer Experience
Real estate professionals need to focus on the customer experience as well as their ability to communicate, manage client expectations and demonstrate professionalism. By focusing more on the experience, you’ll be able to generate more leads and close more sales in a shorter amount of time.
Pro Tip: Focus more on your customer experience than solely generating leads or closing deals.
10. Be Responsive & Flexible
Be responsive and flexible by offering different hours or locations for meetings, for example. If your client needs a lot of time to make decisions, offer to meet them during off hours or at their home. This will help in the long run when it comes to managing your time and getting more clients on board.
Pro Tip: Offer different hours and locations for meetings so you can become responsive and flexible in order to get more business done in less time.
11. Let Your Clients Know You’re Professional
Whether you’re a realtor or property manager, being professional goes far beyond showing up on time or wearing a suit to appointments. You must create a professional image by acting, dressing and speaking in the right manner. This will help your clients understand you’re the right person to trust with their home and ensure you can get more business done in less time.
Pro Tip: Let your clients know you’re professional by acting, dressing and speaking in the right manner.