The process of real estate lead conversion requires that you first engage the lead conversationally. When speaking with leads who have yet to sign an agency agreement with you, try to connect with them first. Don't just jump right into to factual questions such as, "how many bedrooms do you need?".

Instead of asking what size kitchen, a buyer is looking for right off the bat, get them talking about themselves. Most people love talking about themselves to anyone who will listen. So be that person...the one who is willing to listen.

Tip 1: Get Them Talking About Themselves

Ask a question that helps you understand their lifestyle and how they see their new place fitting into it.

The more you can get them talking about their family, interests, and what they spend most of their time doing at home, the better insight you'll gain into what their needs actually are. 

Tip 2: Find a connection. 

Find some topic you can connect with them. It could be sports, hobbies, music, etc. Finding that one thing will take you leaps ahead in your lead conversion strategy. For instance, sports fans often carry with them an emotional connection. If you can tap into that, you are miles ahead of the game in your real estate lead conversion efforts.

Tip 3: Use Trade-off questions.

So instead of asking how big their next dining room should be, give them a "what if" scenario. Using trade-offs as a qualifying factor will give you a better idea of a buyer's priority level. 

You could ask, "how would you feel if you didn't have a formal dining room but rather a large open family room instead?" This cycle of questions and answers will help you better identify exactly what the buyer is looking for.

Tip 4: Know The Market

Set aside sometime every day to review what new listings are coming up, and what's pending in the neighborhoods your buyers are interested in. Also, consider attending open houses whenever possible. Talking to the listing agent will also help you understand the local area market, home prices, etc.  It will also give you a good idea of what your buyers in that area can expect at certain price points.

Tip 5: Ask For The Appointment

Nowadays, getting leads to commit to meeting with you in person, isn't so easy.  There's a lot of distrust and hesitancy among homebuyers and sellers today. You'd be surprised at how many agents struggle with asking for the appointment. But, it's critical to strike while the iron is hot and your conversation is going well. 

Using the Real Leads Finder Pro marketing system makes asking for and obtaining the appointment a lot easier. When you connect your Google or Outlook calendar to the system, you'll then generate a link that you can easily share via text, emails, social media posts, and landing pages just like this. You can also include the link in your email drip campaigns to your leads, thereby increasing the likelihood of an actual booking.

Utilizing these simple techniques will undoubtedly improve your own lead conversion rate overall. Let me know in the comments below of any additional tips you'd like to share.