You just got a NEW LEAD!!!

[Dwell Atlanta]

now what do you do? just trying to get a few ideas from the pros..

There are an abundance of studies that say you must contact them within 15 minutes of them submitting their info. What are your approaches? Do you call or email? What do you say?

[Portland Real Estate Guy]

If there is a phone number you should call ASAP. From what I learned is nice to get then on the phone while their still searching on your site.

[Susan Zanzonico]

Jason, if they gave you a phone number call...if not, email them. "Thanks for visiting my site, I saw you were looking at a home in..... would you be interested in seeing it or any others in that area..." just be yourself and let your personality shine thru.

[Cherie]

Every agent is different in their approach. I have had clients who think that calling a lead is cold calling, yes really. And I think it was more that they were uncomfortable and didn't want to appear pushy. Other agents are good with callbacks and are great closers. If you are afraid to call back the lead, then email - they will hear it in your voice.

I used to cold call agents for business, it was so frightening. I know what that feels like. BUT, the more that I cold called or called from a warm lead the easier it was to introduce the product and not do a hard sell. I figured I had nothing to lose because I wasn't making any sales anyway. If business is slow, definitely develop the skills to call back.

An important tip on calling someone from your site is to offer services without selling. Really listen to their needs, don't talk over them, or rave about your accolades.

If they feel like you are a real person hearing them, chances are they will open up to you over time and develop an interest in your help - NOT SALE. When calling your leads the #1 tip is to listen.

[OCTeam]

Good advice, Cherie. Treat them how you expect to be treated.

Call as a follow up to see if they found what they were looking for on your site, to make a friend, get them to laugh. The sooner you call (like Portland said when they are still on your site), the easier it is. We choose not to be pushy with a hard sell. If they are comfortable with you, they will let you know what their real estate needs are. If they talk real estate, set up an appointment for them to view property. If they are not ready, ask when you can call them to follow up. And, ask if you can set them up on an automated property search that will email them properties that meet their search criteria. The call is about them, not about the agent...not listening is the biggest mistake when I hear agents on the phone.

Everyone gets automated email follow ups for a period of time even if we have spoken with them.

[Cherie]

I like to always ask if you are calling at a good time or a bad time. That way you give them space and open the door to call back at a better time, or they will tell you that they are not interested. Either way, you will know, and have been courteous in your initial call.

This brings back memories of working for Z57. I can remember my first deal where the manager was listening to my call and standing next to me telling me what to say to the lead (I made the sale). I was sweating and missing my words that she was telling me to repeat. Hilarious. One agent got mad because she said she could hear someone telling me what to say. I feel your pain - do it anyway

[Susan Zanzonico]

I got up and went into the kitchen and was thinking this....make them laugh...ask them if its a convenient time....get them to forget or not look at you as a salesperson...see you as someone real and nice who just sells real estate for a living but isn't pushing anything on them... People are naturally on the defensive with salespeople and part of our challenge is to make ourselves more like >friends who sell real estate<

Treat them how you expect to be treated.

Call as a follow up to see if they found what they were looking for on your site, to make a friend, get them to laugh.

[Dallas Broker]

if they inquired on a property for sale I would send them detail report immediately and call to ask if they have any questions or would like to set up appt to view.

if they are wanting to sell, send them a CMA immediately and call to ask if they received CMA ok and if they have any questions.

what type of lead did you receive?