Top Lead Conversion Strategies for a Spring Market - Smart Sales Coaching
calendar April 6, 2022

Top Lead Conversion Strategies for a Spring Market

real estate clients

The ability to consistently convert new real estate leads is arguably the most important part of being a real estate agent. After all, if you can’t convert new leads then whether or not you can actually buy or sell homes successfully is pretty much irrelevant. You either turn your leads into happy clients, or your competitors will do it instead.

In this article I’m going over some key tips for real estate lead conversion to help you effectively and consistently generate new business for your company.

Tip #1: Speed Is the Key

This one may be obvious, but a lot of times new agents don’t understand just how important it is to speak to leads immediately. The moment they come on to your radar, you have to react to them. When it comes to internet leads, as many as 71% of them go to waste because people do not follow up with them quickly enough. To avoid this happening to your leads, always be sure to reach out to them as soon as they respond to an ad, send you a direct message, send you an email, etc.

Tip #2: Make Effective Use of Social Media for Real Estate Lead Conversion

With people answering phones less and less, social media is a must for generating cold leads. Whether you use organic, direct messaging, or paid ads, social platforms help you connect with potential clients and move them into your sales funnel. Social media analytics will also give you insights as to who is viewing and clicking your content. This information will allow you to tweak your social media and lead generation strategies to fit that demographic.

Tip #3: Use Real Estate Drip Campaigns

Buying and selling real estate involves huge transactions—for most people it’s the largest transaction they will make in their lives. That means that they will often be picky about who they work with. As an agent, you have to introduce them to your brand, who you are, what you offer, and how you’re going to help them accomplish their goals. The best way to do that is by consistently putting yourself in front of them via email drip campaigns. That way you’ll stay top of mind, and even if they aren’t ready to buy right now, when they are ready, they’ll think of you.

Tip #4: Calling Leads? It’s All about Your Mindset

It doesn’t matter how many scripts you study, how many objections you practice handling, or how much research you do on your leads. If you don’t have a positive, productive mindset, then you aren’t going to be successful on your phone calls. You have to think about the value you’re bringing to each lead, and your faith that the interaction will be successful for you both. As a real estate agent, you are helping the people you work with. They are lucky to be receiving your call, because you can palpably improve their lives. When you feel yourself becoming negative, take a break and focus on your commitment to helping others and yourself at the same time.


Tip #5: Have Real Conversations instead of Focusing Solely on Scripts

When it comes to real estate lead conversion, it’s important to not just rely blindly on a script. Scripts can be very valuable because they give you something to fall back on if the conversation gets off the rails, but they’re not everything. Prospects can tell when you are just mindlessly repeating something you memorized. Instead, use the script as a starting point but then have a real conversation. Forget the memorization and focus instead on objection handling techniques, sales discovery, and closing logically.


There’s a lot that goes into real estate lead conversion, and these tips are just a starting point. The best thing you can do is constantly evaluate and refine your process based on what’s working and what’s not working. Always be on the lookout for new ideas and what other successful agents are doing. Your lead conversion process will never be “finished”, but a constantly evolving system.

If you want some help with real estate lead conversion, I have a program that can help called Conversion University. It’s a combination of self-paced video training and LIVE interactive expert coaching. Our live sessions happen each week, at the same time, on video, in a small group environment for maximum impact.

Our expert trainers all have many years of converting leads themselves AND of successfully training and leading teams of ISAs and Agents. In our 50 minute live sessions, we feature a combination of teaching, roleplaying and reviewing real-life call recordings of our students.

If you have questions about how to consistently convert more real estate leads and grow your business, then check out our training programs today!


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