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Converting internet leads are tough without the right tactics.

These leads most likely do not know you and certainly do not trust you right after the initial connection.

What is comes down to is ?????????????????? those cold leads.

In a recent study by the Canadian Professional Sales Association, researchers discovered:

·        Less than 2 percent of cold calls result in an appointment being set.

·        Cold calling cost 62 percent more per lead than inbound marketing.

·        Only 2 percent of consumers want to be contacted by telephone.

·        80 percent of decision makers will not buy from a person making a cold call.

With that being said, there are 5 smarter ways to nurturing those cold leads into hot buyers!

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That initial conversation you have with a prospect should be all about getting to know them. Ask specific questions. Learn their story. Find out why they are moving and what kind of lifestyle they want, in addition to what they are looking for in a home. Show interest in them, NOT in the potential transaction.

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You want to talk to a prospect like how you would talk to any other person. By using everyday conversation language, you actually will sound like a genuine person who is there to help find your clients dream home.

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Imagine you were in your prospect’s shoes. It is very common for home buyers to feel nervous, anxious, excited, overwhelmed, and scared all at the same time. Acknowledge these emotions your prospect is having in your conversations. Depending on the situation, you might say, “?? ???????? ?????? ???? ??????? ?????????????????????? ?????????? ?? ???????????? ???????????????????????…” or “??????? ???? ???????????????? ???????? ?????? ?????? ??????!”

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First off, let me say that you do not want to tell your entire story to your prospect. However, offering a little bit about yourself—particularly in that very initial conversation—can help to create a connection between you and your prospect. And I don’t mean you should tell them about all of the happy clients you’ve helped close on homes. I mean you should tell them about your “Why”, your purpose, or the reason why you are in the world of real estate.

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Having an ISA team has numerous benefits. With an ISA team, you are only getting the most high-quality and pre-qualified prospects booked into your calendar on autopilot. You no longer have to spend hours trying to prospect all by yourself; taking the time you could be spending showing houses to current clients or even enjoying quality time with your family. An ISA team takes care of all the prospect nurturing for you so that all you have to do is get on a call with your prospect to introduce yourself and begin showing them houses.

The success of your online lead generation strategy depends on how well you follow up. And a great follow-up has various components—your response time (5 minutes or less), the tools you use (workflows, templates, CRM’s), and most importantly, your messaging.

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