Tips on turning leads into sales

[MikeDammann]

I'm trying my luck now in real estate myself with leads I'm getting for Costa Rica. We're representing 80+ properties and are showing a few interested potential buyers around.
Generating leads is not a problem for me, but how do you turn those into sales?

If you have a good piece of advice, bring it.

Mike

[Malok]

How much business you are doing, can determine how aggressive/hard of a stand you can take.


If you are drowning in leads, you can tell them you require a copy of their pre-approval letter from the bank (or a letter of credit, statement of assets, etc) prior to scheduling of appointments.

If they don't have either of those - then you can refer them to a mortgage officer (and dump them off on him and let him figure out if they are real or not).

That should thin them out quite a bit and get you down to at least people that can afford whatever you are showing them.

[ericbadgley]

Get more training. check out realestate champions they have a great cd about how to commit and convert the buyer evertime its great. I bought the cd really helped me commit the buyers.

[coastal]

Eric,

Tell me more about the Realestate champions CD.
I usually think something like that would be a scam or waste of money.

What was the one most important thing the CD said?

[avonreal]

Identify people that are genuinely looking to buy and give more attention to them, focus on the positives of the property, try and answer their every question truthfully (whilst providing further information). Its better to meet them in person.

[Jason Painter]

Mike thats the million dollar question. You will improve over time and be able to sort through the less serious prospects. What Malok said was right on, and remember its a numbers game, and if you have no problem getting leads you will be fine.

[MikeDammann]

Thanks, I have shown a property to one guy but my business partner is out in the field now showing others around. I pretty much work on getting the leads, or rather they just come to me thru my sites. I will be out there in a couple of days to try to help close a few deals.

First time I get involved in RE other than webmastering.

I like it and I want to sell something. Then I will be even better at understanding the market and helping real estate friends and clients as well.

Yes, every sales person seems to have his/her own style. I guess once you have your first sale and get the hang of it, it becomes second nature?

[ResaleBroker]

If you have a good piece of advice, bring it.

Mike

So much advice, so little time. Here's a true gem: Commit to prospecting and selling to those who are ready, willing and able to buy now.