Welcome E-mail or Phone Call
When a lead registers they probably have only one intention: get more information about the house they are trying to see. After all, the only thing between them seeing more photos or details about the property on the MLS is the registration screen.
So what is almost always the most valuable thing that you can do in contacting this lead? This answer has to parts: 1) Offer them more information 2) Offer it quickly. A quick phone call or a welcome e-mail will do just that. Why quickly? Because chances are that they will still be on the site, and it will still be on their mind. Every minute and every hour you wait chances are that the home which this person has viewed is less and less on their mind.
Imagine for a minute you are the lead. If you register on this website after looking at a home in Denver, more specifically about a place called Wash Park. How surprised would I be to get a personal welcome e-mail or call from a local realtor, a person who can sale me a home, to tell me all about Wash Park and it’s gorgeous two lakes and the century of history which the area has. I would think that my home search just got that much easier. Now imagine I registered and then I received that phone call 24 hours later. I may not be in the home searching mindset anymore and the phone call may actually be a nuisance at the moment. Now imagine I received that phone call one week later. I’d think “annoying solicitor.”
When you make contact you should be able to quickly customize your message or greeting. This is a two step process that you may be able to do as second nature by picking up on a few cues from just a few lines of information from the lead.
The first step is to gather information about the lead. A good example of a question you might ask is: Is this lead local or out of state? You can find that information out by checking the phone number which they provided.
The second step is to gather information about what the lead is looking for. A good example of a question you might ask is: Where was the last home located that this lead was looking for? What was the price range?
With those two pieces of information, you can quickly customize how you can give a personal approach to the lead. For example, let’s say the lead who registered is from out of state and they are looking for homes just outside of the metro area. Remember, what is the lead looking for? More information! So give them a call tell them more about the area, what locals do in the city, in that neighborhood. If you can become their local encyclopedia they will contact you and only you in regards to all aspects of their home search. But remember, you must 1) Have more information for them and 2) Get that information to them quickly. Catch them off guard with how quick your service is. And of course, being personable and friendly is always a necessity.