Agents are often concerned about navigating the challenges of the real estate business and trying to find ways of converting leads to sales. While the property market is by no means an easy one to excel in, agents have proven time and time again that being on top of the industry is a feat that definitely is achievable.
As the UAE property market evolves, new opportunities and new challenges will emerge – but the ways to convert real estate leads to sales and success in this business remain the same. Let us now explore the tried and tested ways to transform your real estate leads to sales.
Responding to Inquiries
We’ve heard time and time again that a real estate agent’s success is tied to the quality of the listing. However, an essential for converting real estate leads is the quality of the agent and the customer service offered when responding to an inquiry.
We cannot stress this enough: you can only convert real estate leads when you respond to them promptly and professionally.
If you respond to leads hours later or if your demeanour is not professional or approachable, there is little chance of a conversion. Saying it’s your off-hours and asking the customer to call back will result in them reaching out to other agents.
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Let’s look at an example of what a successful (new) agent does to convert real estate leads to sales. Here at Bayut Academy, we meet many new agents. Recently, a new agent posted on LinkedIn that he was on his way home at 5:40 pm on a Saturday evening when he received a phone call. Not only did this agent pick up the phone, but he also turned the car around to go and meet his client. And 45 minutes later, there was a signed contract in his hand.
Your Nurture System
Apart from talking to clients, the ability to nurture your relationships is key to converting real estate leads to sales. You need to learn how to take nurture your client for at least 6 to 24 months, since that is approximately how long it takes for people to take action on buying or renting property.
You may have to deal with several leads, who say that they ‘want to wait’ after the first meeting. These are your future prospects, individuals who may take action in the future. Experienced agents say that the best way to proceed in such a situation is to maintain touch once a month, at least, so that your name stays on your client’s mind.
A good way to go about this is to send an email once or twice a month to this database of clientele. This could be a comparative market analysis of the average prices of properties in popular areas in Dubai, Area Guides about your speciality area, or resources to help first-time buyers.
Remember, if you want to convert leads in real estate, you have to take that call and work around your clients’ time schedules. It is important to exude confidence, professionalism and genuine commitment to helping your clients. Only then will you be able to increase your chances of converting real estate leads to sales.
If you’d like more assistance on how to convert leads to clients in real estate, consider attending one of our sessions at Bayut Academy. From goal setting and time management to multicultural communication, we love working with agents and helping them hone their skills. You can also explore a vast library of resources in our Content Corner.