How to Convert Real Estate Queries into Booking, Just Like a Super Real Estate Agent!
Do you know what the difference is between a “Super Real Estate Agent” and “Ordinary Real Estate Agents”? I’ll give you some clues . . .
It’s not about the size of your marketing & IT teams.
It’s not about your links in the market.
It’s not about your experience in the real estate
It’s not about the number of queries.
And obviously not about “luck”.
The answer is it’s their strategies to convert real estate queries into booking. Converting queries into more bookings depends on two things . . .
It’s that simple and, it’s that hard.
It seems that follow-up is so hard, 48% of real estate agents never even follow-up just the once. And, I’m wondering how some people expect to close a query when they aren’t even trying to contact a prospect even one time, very strange.
On the other hand, that does mean that 52% of agents follow-up with a prospect, in any case, one time. Now it is clear that at least half of real estate agents follow-up with their clients least once. This is actually a sad statistic. In my opinion, these 48% agents should leave the real estate business.
What about twice? You know, you send him details or just respond to an email or call the first time, but what about the second attempt? Yeah, that’s even worse. Only 20 – 25% of real estate agents contact their clients the second time. They close the query after a 2nd conversation. Because they think, that client is not taking a proper interest, or client has now changed their mind. But most probably our real estate agents don’t have a workable method for keeping track of who to contact and at what time? But still, it doesn’t mean that it’s very hard to follow up with clients more than twice.
Let’s go in more details, what about the 3rd attempt for contacting with clients. Only 10 – 12% of the agents make three or more attempt of contacts with the client. These statistics have shown that 88% of real estate agents didn’t try to follow-up with a prospect after the 2nd attempt.
Here’s the biggest fact disclosed by a Delhi NCR’s reputed real estate web portal Indrealestates.com.
2% of sales are made on the 1st contact
3% of sales are made on the 2nd contact
5% of sales are made on the 3rd contact
10% of sales are made on the 4th contact
80% of sales are made on the 5th to 12th contact
Do you know what this indicates?
This indicates that a big part of real estate agents only converts 10% of queries, it means that rest of the 90% of the queries are for the agents who attempts more & more. So, now you have to get over your fear of offending a prospect by calling them 3 or more time.
You are not harassing them. They communicated to you because they are an interested in a particular project. You must be available for them when they set their mind, willing, and able to complete a transaction.
There is no limit of follow-up for a super real estate agent. So stop your fear to make any limit to control you. Your client will tell you when the limit is over. They will block your calls or unsubscribe your emails, newsletters etc. The solution does not stop communicate until they agree or stop you.
Now you know very well what you need to do with follow-up, let’s consider fulfillment.
Fulfillment is what you are offering them. How are you answering their questions? How are you fulfilling their requirements?
The biggest need of your client is, be there when they are ready to buy. This is possible through regular follow-up. Their second need of you client is to answer their questions, fulfill their needs and give exact resolutions. Know you understand the fulfillment is very much easier than follow up, but for fulfillment, you have to accomplish the first stage which is follow up.
Finally you understand how to convert query into bookings, capture more & more sales in the market like a super real estate agent.