Everyone starts their real estate business with different levels of sales skills. Maybe you are experienced in sales and confident in your abilities, and perhaps you are an introvert with no sales background. No matter your level of experience, I want to share four strategies, that with dedication and practice, can help you convert leads into closed deals.
- Answer The Phone
This may seem like a no-brainer. However, a lot of people do not realize the power of answering your phone as opposed to sending to voicemail or a recorded message. I always recommend answering the phone when it rings, especially when you are first starting. People don’t like to leave messages, and some will simply hang up if they don’t get a live person. Later in your business, you can look into things like a 24-hour recorded message with an option to press 0 to speak to an answering service. In the beginning, you are better off taking the calls yourself and not filtering.
- Know What To Say
Getting people on the phone is one step. Enticing them to want to stay on the call to see what you can offer is another important skill. Learning strategies to conduct sales calls can greatly increase your chance of closing a deal. I always suggest using scripts, which you can find in our Foreclosure Investing Mastery course, that will lead you through the call. Using a script will keep you on track and ensure that you are gathering all of the information you need.
However, it is not enough to just use a script. You need to practice your phone skills by answering your phone as often as possible, as we discussed above, and doing activities like cold calling. Without practice, you may say things to push the seller away. Learning to read a seller is a learned skill that comes with time.
- Go on Every Appointment
Even if there is a chance that a deal may not be right for you, you should still go on the appointment. Like phone calls, the more you practice in-person appointments, the better you will get at converting leads into deals. At these appointments, you should take a binder or quick presentation that shows you are credible. This can include testimonials from past clients, any accolades you have (or even something like being a member of the Better Business Bureau), and information about the home you are visiting and the neighborhood to show that you have done your research.
- Be Consistent
Remember that you are running your own business. You are only accountable to yourself, and to gain the success you will need to be consistent. For example, when planning your marketing, it is important to have a strategy that will give you consistent exposure to new leads regularly. Marketing is a numbers game and the more people you touch with marketing, whether it is a phone call, direct mail, or another method, the more chances you will have to close a successful deal.
For more in-depth information on all of these strategies and a blueprint to guide you through building a successful real estate investing business can be found in our Foreclosure Investing Mastery course and our live training.