We live in a world of distractions. The media, news, entertainment,
technology tools and social media are constantly bombarding us from all
directions. It’s easy to get sucked in to all the cool, shiny new ways to
attract leads. While tech is great for attracting leads, don’t become so
distracted that you forget to practice the skills and habits that close them.
In this highly connected world, it’s more important than ever to hone your
relationships and your personal selling techniques. Lots of people can
use the same lead technology, but there is only one you. Use that to set
yourself apart.
Use Technology To Stay Connected
Make sure you have a good CRM. This is the best way to keep your
contacts organized and keep track of your communications with them so you don’t
lose touch. If you stay out of touch too long, it opens the door for a client
to become connected with someone else and call on them when they need
something. A good
CRM is the perfect example of a tech application that blends automation and
good sales techniques. Use the automation and calendaring features to:
- Send personal notes celebrating birthdays or anniversaries or just to see how they are doing or if they or someone they know are ready to make a move.
- Disseminate useful information related to their home or friendly updates about your business.
- Invite guests to your Open Houses and keep track of your visitors.
- Keep track of your phone call outreach.
- Automatically
receive leads from your lead gen source.
Successful business owners understand that it takes some effort to learn
these tools, but they use them regularly and teach and encourage their agents
to do the same. The use of these tools actually helps you automate your
business and have more freedom to spend one-on-one time forging new
connections. Use technology to replace functions of your business that give you
and your team more time and opportunity to make great connections within the
community.
Use Technology That Showcases Your Personality
It’s no secret. People want to do business with people they feel a
connection with and can trust. That is especially true when it comes to one of
their biggest assets – buying or selling their home. The best way to stand out
is to utilize technology that allows your personality to shine. Use video to
share real estate tips or your knowledge about the neighborhoods you work in.
Post them on Facebook or use a video email service, such as BombBomb to
communicate. This will help humanize you and make you more memorable than a
static post or email.
Don’t Forget Your Hustle
Lead generation sources are focused on one thing…selling leads. And they
are happy to sell the same lead to you and the 10 other agents in town if you
are willing to buy them. Customers typically work with the first agent they
speak with. So make sure that agent is you. This means picking up the phone
when it rings and not waiting to respond to that email. Don’t be so busy that
you don’t have time to be responsive. Yes, you may have to speak with a few
frogs, but you never know when that awesome lead is going to come to you and
you need to be ready.
Be Smart About Lead Gen Options
Make sure the lead gen options you choose are truly productive for your
business. How qualified are the leads you are receiving? Do you have to pay for
them up front? What is your close rate on the leads you do receive? If it’s not
good or you don’t know, you may be spinning your wheels and wasting valuable
time and money. This can distract you and make you unavailable when the quality
leads do come to you. Make sure you are spending your time and money on the
right things.
Always Keep It Personal
No matter what technology and lead sources you use, don’t lose sight of
the personal touch. Don’t let the technology do all the work. Find ways to use
it to reach your customers in personal ways or use those applications that
allow your personality to shine through. You are your product and people can’t
buy if they don’t know you. As Jim Weichert always says, “People buy people,
before buying a product or service.”
Conviction & Consistency Are King
At Weichert, we believe that tech is critical, but must be complemented
by proven and successful sales activities. From a technology and lead
generation perspective, Weichert associates and affiliates are automatically
provided with its proprietary CRM and can qualify
to receive leads from its lead center. Weichert invests heavily to attract online leads
that are then screened by its call center. This helps connect the most
qualified prospects to its agents. Those leads feed automatically into the
Weichert CRM. Additionally, Weichert provides a blueprint of best prospecting
and sales practices, together with qualified suppliers to help its offices and
agents stay connected with prospects.
When you approach tech with the right frame of mind, stay true to your
mission statement and core values and deliver value to your community, you will
never have to worry about how fast tech changes or its impact on the industry.
Don’t be concerned with change, as much as you are maintaining consistency and
staying connected with your clients.
For more information on how Weichert systems can set you up for
technology and beyond, go to https://www.weichertfranchise.com or call
877-567-33350.
This content originally published at https://bit.ly/2J7VPzF
