It’s much easier to call, email, or text a lead…so why is it so hard for us to go door to door? Why is approaching someone directly such a scary thought? Most of us approach people every day and it’s not at all a big deal. We purchase our morning coffee from a total stranger, we sit next to a total stranger on the subway to work and end our days buying groceries for dinner from a teller we’ve never met before. Every day we put ourselves in positions where we’re interacting with strangers – and it doesn’t seem to faze us. So why is the idea of going door to door so difficult?
We all get address submissions, and they can sometimes be overwhelming. So here are 5 tips for making these interactions much easier, and how to turn them into full-fledged contacts.
1. Introduce yourself: provide your lead with a bit of information on who you are, and how you’re going to help them.
This can be done in many forms. If you’re feeling incredibly brave, you can introduce yourself in person. This can often be a very successful method for some, however, if you believe you aren’t able to do the bold introduction, say hello through a nice handwritten card, or a typed letter. These are the easier methods for some, and they also save time. Leads are busy, just like you and I…so dropping off a letter might be a better option when giving your leads an introduction. You’ll have a better chance of getting an email or phone number by adding some personal touches to your address only interactions. Click here to see an example of the methods Donna Swanzy uses to close deals.
2. Use this initial interaction as a way of enticing them, but keep them wanting more – be direct with your purpose and who you are as a realtor.
Provide them with the information they’ll need to bite at the chance to sell their home. Since you haven’t done a walkthrough of their home to know what its true value is, provide them with a few numbers of similar homes in the area or an estimate. If someones interested in selling, they’ll want to know exactly what their home is worth – which means if you provide them with a rough idea of the cost, they’ll want to contact you again to get a firm idea of their property value. Give them just enough in that first letter to make them incredibly curious.
3. To leave a lasting impression, provide them with a small token of your appreciation for reaching out.
This could be a coffee card or coupon for your favorite ice cream parlour. Something that’s personal to your neighborhood and makes your lead think “wow they really know this neighborhood.” Giving them this small item will let them know you’re appreciative of the contact, and make you stand out from the other dozen realtors in your area. You want to have a ‘wow’ factor that makes you stand out amongst the crowd. With this, they’ll be more inclined to give you a call or send you an email about the evaluation.
4. Provide them with a list of past clients so they can look into contacting people for information.
This will put them in a bit more of a comfortable position when considering selling and when considering reaching out. If your lead can contact past clients of yours to see how you function, how you sell, how doing business with you was, it might allow them to be a bit more comfortable contacting you with follow up information. Word of mouth is a powerful tool, so having past clients talk you up will help with any type of lead you have in the future.
5. Consider that every lead will be in a different situation.
Empathize, or ask why they’re selling. Get to know the reasons why they want to move on from this specific property. People will appreciate you getting to know them, and understanding why they reached out for the evaluation in the first place will show value and trust. It’s also important to consider that people do things at their own pace. Keep nurturing your address only leads, because people might not be ready to sell right away. Don’t give up on them, and provide them with the support and guidance they may need for making the decision to sell. They might just need it all for a rainy day.
For more information on address only submissions, Facebook marketing strategies, letter examples as well as the best ways to contact your leads, book a demo with us today!
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Elysse Bujold has a background in digital marketing. Having started her career at Disney Interactive Studios, where she grew on a project team advancing initiatives for the company, today she has been driving marketing strategies and initiatives to help grow businesses.