Dealing With Online Potential Real Estate Clients and Leads

Author : Michael LaPeter

In essence, dealing with a real life real estate client personally and a real estate client online are not too different. But just the same, there are also evident differences between the two.

A good real estate agent should know how to differentiate; at the same time, he also knows how to use the tactics for traditionally dealing in online transactions. After all, this could very well make or break a deal. Some real estate agents fail to consider these differences, thinking that the practice they are accustomed to still applies online. In the end, they end up losing a client.

Here are some tips on how to deal with online leads and potential clients:

1. The Internet is dramatically different from any other medium used in real estate because it allows the client and the agent to communicate instantly. Therefore, when a client contacts a real estate agent through e-mail, for instance, he or she expects a real almost instantly.

Above that, the response of the agent should be adequate enough-enough to generate interest. This is more so application when the inquiry is done through text messaging or SMS. Respond in the best way possible, giving enough information but not feeding the person on the other side everything. In a way, this is the agent’s chance to make the potential client or the lead come back for more.

2. Most of the people who belong to the younger generation are more accepting with the Internet and the business done through it. But with the older one, it may be harder to create trust. One way of creating trust is by creating credibility.

The agent should have done this beforehand through his blogs and newsletters, among other tools. However, if not, then the agent should be a little careful with how he presents himself and his ideas. Do not push for the sale immediately; instead, generate interest first. This establishes trust and makes the client comfortable.

3. Do not call them but do not lose contact. This may seem like an oxymoron, but it works wonders. When a lead contacts the agent, the agent obviously instantly acquires their contact details. However, the agent should not call them or flood them with messages asking if they want to set up a meeting-this will only dry them away.

Although most of the online inquiries lead to sales in the future, this “future” is usually several months away. Instead, use drip marketing. Don’t let them out of your sight; make sure they will remember you. After all, if you answered their inquiry properly, kindly, and efficiently, you already have an advantage against the other agents. Remember why the Internet is a great market; it allows leads anonymity.

4. Respect your leads. While they are faceless individuals behind an e-mail, they are people, too. This means, generally, that what you do with a client face to face is what you should do to an online client.

For instance, both online clients and clients who the agent is meeting personally hate hard sell.

Michael contributes to My Single Property Websites, a web 2.0 marketing tool that lets real estate agents create stunning virtual tours and single property sites easily, with a free version available for listing presentations. He also contributes to the Real Estate Marketing Blogthere.