Agent

Podcast: Proven prequalification scripts and strategies — Part 3

It's more about lead conversion than lead generation

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Takeaways:

  • One of the consistent real estate concerns is “I need more leads!”
  • Odds are, though, that lead generation isn’t your largest problem — it’s actually lead prequalification and conversion.
  • With the leads you’re generating, you need to ask whether you’re focusing on the motivated, qualified buyers and sellers.

We’ve coached thousands of agents over the last couple of decades, and one of the consistent concerns we hear is “I need more leads!” Does this sound like you?

If you’re like most agents, though, odds are that lead generation isn’t your largest problem — it’s actually lead prequalification and conversion. Obviously those leads are a lot easier to convert once you’ve prequalified them, so in today’s episode, we’re concluding our discussion of the best way to prequalify those leads — along with scripts and strategies to help you do it more effectively.

With the leads you’re generating, you need to ask whether you’re focusing on the motivated, qualified buyers and sellers. Again, you need to prequalify, and then focus your best energies on the leads who are in the best position to undertake transactions.

Otherwise, you’re going to run out of energy and end up feeling disappointed by all the leads that simply don’t pan out.

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Selling real estate is a marathon — not a sprint — and part of pacing yourself is ensuring that the limited time in your day is going toward dollar-productive activities that actually make you money. When it comes to prequalification, we can’t stress enough how important it is to identify and focus on the best prospects first.

The scripts and strategies we’ve been presenting help you do that in the most effective way possible, letting you focus on making more money with the best leads possible. If you missed them, listen to Part 1 or Part 2.

 

Subscribe to Tim and Julie Harris’ podcast on iTunes.

Tim and Julie Harris have over 20 years’ experience in real estate. Learn more about their real estate coaching and training programs at timandjulieharris.com, or schedule a free coaching call with them at freecoachingcallsforagents.com.

Email Tim Harris.