At SOLD.com, we understand that not all leads are ready to sell immediately. Many of our leads are top-of-funnel, meaning they are in the early stages of considering a sale. To help you succeed, we’ve attached best practices for working leads to this article. These tips will guide you on how to engage with and nurture these leads effectively for long-term success.
What to Expect from SOLD.com Leads
-
Intent Types:
- Home Valuation Requests: These consumers are exploring their home’s value and may not have immediate plans to sell.
- Cash Offer Requests: These leads show higher intent but may still require time to decide.
-
Conversion Statistics:
- 10% of home valuation leads convert within 12 months.
- 22% of cash offer leads convert within 12 months.
-
Lead Intent Visibility: You can view the lead’s intent type in the Referrals tab of your SOLD.com Agent Portal.
Best Practices for Handling Leads
1. Adjust Your Approach
Avoid pushing for a sale in your initial outreach. These consumers often need information and time to decide.
- Example Script:
"Hi, I saw you were exploring your home’s value. Is there anything specific you’re curious about? I’d love to help with any questions you might have."
2. Stay in Touch with Value-Driven Follow-Up
Most consumers are not ready to sell immediately, but consistent follow-ups with helpful information will keep you top-of-mind.
- Equity Updates: Send periodic updates on how their home value is changing.
- Market Snapshots: Share insights on recent home sales or trends in their neighborhood.
- Check-Ins: Call or email a few months later to ask if they’ve thought more about their plans or have new questions.
3. Focus on Long-Term Nurturing
Building a connection without pressuring the lead increases trust and the likelihood of conversion. Regular touchpoints over 12-18 months can significantly improve your chances of success.
Key Talking Points for Agents
-
Set Realistic Expectations:
"Many of these leads are just starting to explore their options. It takes time, but with the right follow-up, they often turn into great opportunities." -
Highlight the Value of Patience:
"A large percentage of sellers convert over time. Staying consistent and providing helpful information keeps you in their mind when they’re ready to move forward." -
Reinforce Your Expertise:
"Even if they’re not ready now, positioning yourself as a helpful resource builds trust and makes them more likely to work with you in the future."
What to Do if a Lead Says “Not Interested”
-
For Active (Non-Appointment) Leads:
- Update the lead status in your SOLD.com Agent Portal to keep track of your outreach.
- Access the Agent Portal Here.
-
For Appointment Leads:
- If you decide not to pursue the lead, notify us immediately so we can reassign the appointment to another agent.
- Contact us at [email protected] or schedule a call with our Agent Success Team below.
Need Assistance?
Schedule a call to speak with a member of our Agent Success Team:
Schedule a Call
By following these best practices, you can turn even the most hesitant leads into future clients, building relationships that lead to success over time.
