Script for Web Follow up

[Del Mar Homes Pro]

I've always found it best to figure out a way to offer something that the person doesn't know that they need. If people are searching for San Diego homes I tyically ask them if they might want me to help identify the best deals in any particular neighborhood. I offer to identify the foreclosure properties. I take the opportunity to explain the difference between short sales and foreclosures. Basically anything that you can think of to get them in a conversation and show them that you are knowledgable. Then try your best to get them into your office for an appointment. Good luck!

[Larry Hann]

Are any of you using a Lead Coordinator/Manager or a VA to follow up with leads? Specifically IDX registrations that provide a phone number.

I don't have IDX registrations, but I do get a good number of leads w/ telephone numbers looking for info on listings.

I do use a lead manager but we all return calls at times. We don't use scripts but there are 2 questions we try and get answered fairly quickly. We want to know if they're working with another agent. If they are we suggest that unless they're dissatisfied that they call their agent. Then we want to know if they have been preapproved for a mortgage (if not we suggest a broker that works closely with us). We really try not to work with any buyer if they are not preapproved. Before we start showing them houses we do our best to get them to sign a exclusive buyer's agreement. We're able to do that more times than not these days.

If they are not ready to buy we encourage them to register for the automatic new listing notification. Once they're in the system the lead manager stays in touch with them on an appropriate schedule for that client.

I wouldn't try and do this without a lead manager anymore. Buyer's agents only stay in touch with the ready to buy clients. If the BA has been working with them and it becomes apparent that they are not immediate buyers they go back to the lead manager.

[Carolyn Capalbo Gainesville]

When someone visits the website and requests information I try to put myself in their shoes. I try to figure out why are they on my site and what is their problem or need. When I call, I ask questions along that line so I can find out what they need and how I can help them. It really is that simple. Sometimes the best "scripts" are simply asking the most basic questions...How can I help you today? What information are you looking for? Would you like to see this home? I think that sometimes we just make this too complicated.