Real Estate Leads 101 – Are You Copping Out of Following Up | Real Estate

Working with a lead generation company has given me interesting insight into both real estate leads and agents. I dealt with both ends: the consumer and the agents themselves, and my job was to make them both happy. Yeah right. Easier said than done.The consumer side is easy – real estate leads want a home value, they want information on the market, they want a real estate agent and we get them that. The real estate agents? Well that’s another story – they pretty much wanted everything under the sun when it comes to real estate leads. They wanted to be handed people ready to list their homes with them asap, with no work involved on the agent’s part. They want listings, not real estate leads.Well, if I could provide that consistently, all the time, I’d either have a multi-million dollar company, or I’d be doing real estate full time myself. Get this through your heads agents: there is no magic service out there that will hand you listings for a low fee. Instead, these services provide you with real estate leads and it is YOUR job to turn them into clients. Got that? Real estate leads + you = clients!YOU went to the classes, YOU studied up on sales and marketing techniques and YOU printed up all kinds of trinkets with your name and logo on them for your real estate leads. Ergo, YOU must convince your real estate leads to work with you. And if you’re not converting them, maybe you need to take a look at your own methods, rather than immediately blame the source of the real estate leads.By now, I’ve probably heard every excuse under the sun as to why online real estate leads are bad or bogus. And that’s all it is, an excuse, a cop out to make you feel better about not being able to turn your real estate leads into listings. That being said, here are the top 5 cop-outs I’ve heard over the years about following up with real estate leads and my responses to them.1. I’m a new agent and no one wants to use a new agent.Well, how do they know you’re a new agent? Did you announce it the second you spoke with your real estate leads? You don’t need to tell all your real estate leads that you’re new. If they ask, tell them, and be honest, but don’t just volunteer the information. And how to you know “no one” wants to use a new agent – sounds like a gross generalization to me. You won’t know until you get out there and try – convince your real estate leads that to be new means you’re cutting edge, the best thing out there right now, show them what an expert you’ve become, even if you’re new to the business. Just TRY to convert them. Assuming from the start your real estate leads won’t want to use you because you’re new doesn’t even give you a chance.2. Some real estate leads are on the Do Not Call Registry.So? There’s no such thing as a Do Not Knock list. If your real estate leads are on the DNC Registry and you feel THAT uncomfortable risking a call, you should have your butt in the car, directions in your hand and preparing yourself mentally for your introduction once you knock at their door. And actually, as per the basic rules of the Do Not Call Registry, if a consumer on the lists makes an inquiry (which is what online real estate leads are!), you can contact them for up to 3 months after the inquiry. So you’ve got 3 months to get them on the phone, after that, there’s still always that door! Don’t use the DNC as a cop-out method with real estate leads. It’s a flimsy excuse.3. It’s unprofessional to go knock on someone’s door.This is the line I usually got after suggesting stopping by the property. My thing is, who said so? Who told you it is unprofessional to go visit your real estate leads’ homes and drop off the information they requested? That is a matter of opinion and as long as your real estate leads don’t think it’s unprofessional, you’re good. And by showing initiative and going out of your way to meet your real estate leads, you may have just earned a client for life.4. These real estate leads are too far from my area, or it’s in a very bad part of town.This is probably my favorite cop out, because it just sounds ridiculous to me. If your real estate leads are too far, why did you sign up for that area? Or, if you are getting some real estate leads out of your area, how far? Most of the time, agents complain about having to drive 30 minutes away. To me, 30 minutes of my time is DEFINITELY worth the fat commission check I could get. And if some real estate leads are too far, haven’t you EVER heard of a REFERRAL COMMISSION? Find an great agent in the lead’s area and send it on over. That way you’ll still get a portion of the commission AND you’ve saved 30 precious minutes of your time.When real estate leads are in a bad part of town, it usually means it’s a very low-value home and is located in either a ghetto or backwater somewhere. It pisses me off when real estate agents say that the home isn’t worth their time. Guess what buddy? When you got your license, you gained knowledge that others don’t have, but will need at some point. You should be willing and open to share this with your real estate leads, no matter what the economic status of their home and income is. If you don’t want to help them, no one can force you, but you are a BAD agent if you’re not at least willing to find someone who will your real estate leads.5. If they wanted to be contacted, they would have given all their correct contact information.This is a tough one, because on one level I do agree with this SOMEWHAT. Real estate leads who give a good name, number, address and email seems to be more approachable than real estate leads that have fake names, or fake numbers, etc. But again, this statement is really a matter of opinion. You have NO idea what’s going through the consumer’s head when they filled out their information. Maybe they’re not technologically savvy and thought if they put their phone number over the Web, everybody would get it. Maybe they mistyped something. Maybe they don’t want to be hassled daily by telemarketer calls but DO still want the information. Until you actually touch base with your real estate leads, you have no idea where their head is at. What would hurt worse, getting a phone slammed in your ear, or missing out on a $15,000 commission because you THOUGHT they didn’t need anything since they gave a wrong phone number?These 5 objections are really just cop-outs and excuses in disguise for not following up with your real estate leads. And pretty flimsy ones at that. If these are your objections to your real estate leads, you need to stop sitting around thinking up objections and just get out there and GO. Start contacting those real estate leads, start making phone calls and sending postcards. You may not convert them all, but I guarantee if you put your all into following up with every single one of your real estate leads no matter what objections you may have, you will see a HUGE increase in your conversion rate. You just have to get in there and TRY.
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15 Travelers That I Have Met | Travel

There are really as many type of travellers as there are people. Here we take a tongue in cheek look at some of the common types.1. The Complete Budget TravelerThe complete budget traveler travels on a strict budget and does not vary from it, no matter how exciting the recently discovered opportunity is. No extra drinks for this traveller unless someone buys him/her one.2. The Perennial Party AnimalThe perennial party animal has one focus and that is to have fun usually at a bar. These travellers find places to party where others cannot. Perhaps they should be partnered with the complete budget traveler!3. The Flexible Go-anywhere TravelerThe flexible go-anywhere traveler just chills out where-ever he/she is. There is no need for planning – everything is good. They go with the flow and to not need to know where they are going. Perhaps the traveller that enjoys any experience.4. The Methodical PlannerThe methodical planner does not do anything that is not pre-arranged. Every second is planned and when things go wrong as they inevitably do, they feel unloved. They will always be found where ever the plan tells them to be.5. The Modern TechieThe modern techie can only travel if he/she has the latest travel accessories and gadgets. Stay close to the modern techie to learn what items works and what items are a waste of money for your next trip.6. The Avid Souvenir BuyerThe avid souvenir buyer has money to spend and anything that he/she wants to remind them of the holiday. The head for the markets and shops and not interested in spending any time with the perennial party animal. Usually has trouble with baggage weight limits on the homeward journey.7. The Know it All TravelerThe know it all traveler studies everything from the guidebooks and internet prior to travel. He/she finds great joy in asking the most in-depth questions of the guides or continually interrupts the guide with statements of “fact”. Not sure who the know it all traveller should travel with.8. The Fancy PhotographerThe fancy photography will probably have the most expensive camera (and don’t forget the lens) and take the longest to take any photograph. Other travellers are always waiting for him/her at any special sight. They also like to get out very early to “catch the light.”9. The Constant ComplainerThe constant complainer finds everything on the tour not to his/her usual standard. Usually claim to be frequent travellers and often want to “talk with a higher authority”. Probably should stay home and enjoy the things that are there!10. The Helpless TravelerThe helpless traveler finds everything a little too much. He/she will ask the most unusual and often useless questions. Often there will be someone on the tour who takes the helpless traveller under their wings to protect them from the others.11. The “I am looking for myself” TravelerThe “I am looking for myself” traveler is searching for something. It is something unique for each or the “I am looking for myself” travellers. Beat to let them find themselves but make sure that they get about safely.12. The Incessant Talking TravelerThe incessant talking traveler does not leave anyone alone. They crave a discussion on almost any topic. Often they are quite interesting people but enough is enough.13. The Travel Light TravelerThe travel light traveler needs only one cabin bag to see the world. They a proud of their achievement but their travelling companions struggle when there is no time for washing clothes. They tend to like to borrow things.14. The Repeating TravelerThe repeating traveler goes to the same place or holiday each year. He/she can provide at least 101 reasons why you should join them. They take pride in telling you that they have seen three management changes at the hotel and the last manager was better than the current one.15. The Exercising TravelerFinally, the exercising traveler rises every morning to a vigorous physical workout. Only stay at hotels with gymnasium and swimming pool. Usually fussy with food and claim to eat “healthy” until the free wine is put on the table.Whatever type of traveler you are or come into contact with – enjoy the experience and learn from them. Even the most tedious travelers will have something interesting to say.
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