Do you utilize the internet to get more real estate leads? Hopefully you said yes, because it’s a great lead generation tool for real estate agents. But, be prepared for some objection from these internet leads…but don’t worry, if you’re ready, it’s a great way to start the conversation and get your transaction rolling!
Did you know that 85% of people that are looking at real estate online, default click on a property? That means that they assume that when they click on a property, they will contact the listing agent. But, this is not the case. When they click on the property on Zillow or Realtor.com, they actually become lead and are filtered out to different real estate agents.
This is great if you are utilizing these programs because you have a great opportunity at getting these leads and can work to convert them into clients.
The (slightly) downside is that people oftentimes have objections to not being connected with the property’s listing agent.
So, how do you overcome this? By being ready with an answer.
Most people think that the listing agent is going to help them negotiate price and represent them in the transaction. But, this isn’t the case. The listing agent actually has their seller’s best interests in mind. They are trying to get them the most money for their house, because let’s face it, a higher price = a higher commission.
Let your lead know that you are prepared to represent them, the buyer. You know the market, you’ll protect their deposits, you’ll do the research and you will help negotiate the best price for them. You are there to protect them from beginning to end.
The listing agent has one goal: to sell that particular house. Be sure to explain that if they work with the listing agent, that agent is going to concentrate on selling that house to them. They may not get to see a variety of houses that may be a perfect fit for them.
Another perk they get when they decide to work with you is that they get to tap into your professional network of lenders, inspectors and title companies.
Most buyers don’t realize that using an agent is essentially free. Your commission comes out of the listing agent’s commission- they are the ones that pay you- not the buyer. Educate your new lead with this useful information and they will be more open-minded to working with a buyer’s agent.
The Next Step
After addressing these objections, hopefully your new lead is excited about looking at properties. Be sure to end the conversation by asking your new lead when they would be available to see some properties you think they may be interested in.
At Dalton Wade we believe that today’s buyers and sellers need a trusted resource that can guide them through the complex world of real estate. With our extensive knowledge and commitment to providing only the best and most timely information to our clients and agents, we are your go-to source for real estate industry insight and advice. Contact us today to learn more!