What are the toughest objections you get when asking for referrals, how do you handle them? How do you overcome the reluctance people often have to talk to real estate agents? On this episode, we answer audience questions about online leads, how to give people a good impression at the front door, and nurturing leads through LinkedIn.
Facebook leads are going to take longer to convert because they didn’t get into your system by actively searching for homes. -Matt Johnson
Takeaways + Tactics
Asking for referrals: mentally lead people by giving them affinity groups to think about.
When you aren’t imitating the script you tone it down and take the power out of it.
You can make more contacts over the phone, but they won’t be as deep as face-to-face contacts.
At the start of the show we answered a question about referral objections. We also talked about the conversion periods of online lead sources. Next, we shared on differences between door-knocking and cold calling leads. We went on to share how to work on tonality when it comes to scripts. Towards the end of the show, we talked about getting leads from LinkedIn.
We also shared insights on;
How to lead people to give you referrals and hint at affinity groups Why Facebook leads can take longer than Google PPC ads Why people often fail to get the most out of scripts What we could have done differently last year to get better results Building your referral network with LinkedInDon’t go out looking for leads, be a connector. -Greg McDaniel
The fortune is in the follow-up. -Matt Johnson
There’s a difference between marketing to people who are already searching for homes, and people who stumble on your content on their social timelines. The latter is colder so it requires more patience. A key mistake we make is ignoring warmer leads like people who already know us, people we meet through door knocking, and people who are already looking for an agent. Change that mindset and you’ll change your conversion rate.
