How to Handle Real Estate Buyer Lead Inbound Calls

In real estate marketing, you’ll be doing either active or passive marketing or a mix of both. When your marketing techniques pay off, leads will follow. But as to how you will take these leads and convert them into clients, you will find out by reading the rest of this article.

After accumulating leads from marketing a business, the next step is converting these leads into closed deals. And one of the best ways to make it happen is placing calls. When placing calls, it’s important to make sure that calls are handled well. Focus on each call and avoid entertaining another one while you’re in an appointment with someone else. Also, be sure to do a regular follow up on a weekly basis. Otherwise, people might just forget that you called.

If your leads happened to call you, be sure to answer them as much as you can. However, during the situations when it feels impossible to accommodate a phone call, you can briefly take it and ask for their contact information such as their name and phone number. Also advise them that you will be getting back to them as soon as you can. But if you’re able to take their calls, make sure to handle them with an agreement. Give them the facts about your business. Lay down their options and then close the deal.

How do you handle inbound calls?

When people respond to your marketing, either from online ads, bandit signs or mailed letters, this is a good sign as these are leads. Let’s say a distressed homeowner calls and asks you about what you do. You don’t just say to them that you buy houses and give them cash to move out. No, this isn’t the way. This kind of response will just drive the customer away. If you want to talk seriously with the customer, you’ll need to set up an appointment with them.

Upon setting up an appointment, the first thing you need to do is to get their information.  Ask for their name and their number so that you can call them back later when you are ready to talk. When they attempt to fish for information and ask what how you conduct your business, don’t answer them immediately. If they are not satisfied with your response, there’s a good chance that you will lose them. Since these leads are paid for by you, it’s only imperative to learn the best ways to handle inbound calls.

If the caller happens to refuse to provide his details, you can opt to drop the call. As a business owner, you’ll have to learn how to identify the ones who are worth spending your time for. Pick the callers who are willing to share their details over someone who will only get information from you during the call. There’s no need to waste time for the people who are impossible to deal with. It is also important to stay in control of the conversation.

As soon as you’re able to gather the caller’s phone number, you can proceed to ask what you can assist them with. Allow them to begin talking and assess the situation they’re in. Ask follow up questions that are fitting. Ask them more about their property, its address, and its worth. Ask him what he thinks is his property’s worth. Ask the right questions to get the answers you desire. It’s all about how you can structure a deal.

When you’re done gathering the basic information you need, it’s time to go deeper. If the client has loaned out his property, for example, ask how much he owes. And then you can ask him what kind of help he is looking for. Ask deeper and more specific questions and then close the deal by setting up an appointment to meet in person.

One thing you need to learn by having all these passive marketing tools is that you are willing to talk to people who are going to call you. You need to learn how to strategically ask them the right types of questions. Otherwise, you might just be throwing money away. Every single lead you get is money you’ve already paid. And if you don’t know how to handle the call and cannot get a closed deal then you’re losing money. You have to have the confidence. Learn what to say and learn the proper way of handling inbound calls to yield better results.

Brandon Boyd
 

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