With Mobile taking over, it is more important than ever to be ready to convert your phone leads.
When it comes to phone lead conversion, your job is simple: answer the phone, build a genuine connection, learn your potential client’s needs, and quickly find a few ways you can help.
Here is a short to-do list to help you convert more phone leads:
1. Don’t wait; respond immediately.
One study from MIT showed that if you respond within 5 minutes, instead of 30, you are 100 times more likely to convert that lead to a client. Phone leads are hot, and nearly 70% will only interview one agent before they sign a buyer representation agreement, so pick up your phone and fast.
2. Create a conversation map.
Don’t wing it. It’s a simple new concept called ‘Flexture.’ You have to build out a structure, then overtime infuse flexibility. So here’s a quick structured approach. Develop a detailed road map for your first conversation.
Develop a detailed road map for your first conversations. To develop a map, use your past conversation notes and old e-mails to develop a list of common questions, objections, market facts, and closing lines to engage each lead.
Take this info and develop a list of talking points and cheat sheet to help you through your first talk. One great way to create great conversation map is to follow the “Intro – Probe – Position – Close” sales approach. Here is a model for a conversation map that might work for you:
Intro – Start your conversation map with three lines to help kick off the conversation. The key points to address here are; a brief introduction, express your eagerness to help, and find out where the lead found your information.
Probe – In this section, write down at least three things you want to know about the lead. These could cover important facts like, “What would be your ideal outcome (home specs for buyers, pain points about their current situation, or price expectations for sellers),” “Where are you in the home buying or selling process,” and “What questions can I answer for you?”
Position – This part of your conversation is your chance to sell. Answer any questions that came up in the probe and be sure to work in information on the neighborhood or area to help show you’re an expert.
If you need a few quick talking points about the neighborhood check out Trulia Local for up-to-date market insights. You may also want to address what you, the agent, have to offer.
Close for the Appointment – Now it’s time to get the meeting or showing. On your conversation map, be sure to include the information that’ll help you close or get the appointment. These include your availability for showings and meetings, open house information (if the lead is responding to a listing ad), and a note to get all the contact information you can from a lead that could help you connect in the future.
3. Get feedback with practice and critiques.
How do you get to Carnegie Hall? Practice. The same goes for converting online leads.
One way to do this is through role-playing with a fellow agent or colleague. You can also use the voice memo feature on your Smartphone to record yourself talking through your conversation map. Lastly, don’t forget all of the calls to your Trulia number are recorded and you can access them online or through the Trulia for Agents App.
Play the recordings of these activities while you are in the car, exercising, sleeping, etc. Committing your conversation map to memory will create habitual behavior. After a few weeks, when your phone rings you’ll be ready. Your subconscious will take over and your conversion conversation will seemingly be on autopilot.
Use these tool and tactics to improve your conversion skills and make sure you generate more business every time your phone rings with a new lead.