Updated: Jan 13
I've been getting a lot of questions lately from clients and other real estate agents about what to do with hot leads. I'm not going to lie. This is one of the toughest parts of being an agent. But don't worry! I have some tips for you on how to get started:
1) After an ISA gives you a warm/hot lead, there's still a bit of selling to do on the Agent's part!
2) Always follow up with a call as soon as possible; reiterate the notes from the ISA to your Warm/Hot Lead: (example: "You spoke w/my Assistant a bit ago; she told me that you're looking for a 3 bed/2bath home in Chicago, is that right?") This allows the Agent to now build rapport with the Prospect, to secure themselves as their Agent of choice. Prospects at times become attached to the ISA that speaks to them; this is why it is important to quickly pick up where your ISA left off.
3) Stay on top of the lead; don't just try once and never again. Once an ISA sends you a Warm/Hot Lead, it is imperative that you build that rapport (see #2). If the Prospect doesn't answer, try again, and the next day, don't be afraid to send a quick text or an email as well. If the Prospect does "ghost" you, have no fear! Send it back to your ISA for follow up!
It's always important to follow up with these leads. It may seem like a lot of work at the time, but I promise that if you stay on top of your game and build rapport with them now, then they'll be more likely to sign up with you later down the line. So, don't let those hot leads go cold!