You've made contact with a prospect and the conversation is a going great. You've asked if you can continue to stay in touch with them to share information and they welcome the gesture. How do you keep them interested in your messages? Send them something of value so they will look forward to hearing from you. Consider sending Tips for Buyers, Tips for Sellers, or Showcasing Your Home for Sale, which are only a few good articles from our REALTOR^® magazine.

Now, how do we turn the prospect into a client?

• Make sure the information you send is relevant, useful and current and share your insights on the topics you're discussing. The more knowledgeable you are, the more your client will trust you. Become the primary source they check out to obtain real estate information.
• Instill in your client a comfort level of working with you. Paint a picture of a "stress free" transaction using your services. Request that they call you with any questions, give them your cell phone number and let them know that they can call you anytime.
• Each time you communicate with your prospect, give them a piece of valuable information. Don't be afraid to send them comments from other satisfied clients.
• Highlight your credentials.
• Make them feel special.
• Help them to justify their real estate decisions, or be quick to point out incorrect assumptions so a bad decision can be avoided.
• Always remind them that using your services will save them time, keep them updated on the real estate market, and provide them with a source for any real estate information they need.
• Stay in touch with them consistently, and it won't be long before that "prospect" becomes "your client."

Hope these tips help. See you next week!

Back to Ronnie REALTOR^® Archive >>