At the June Realtor Town Hall, which is a monthly “Dutch lunch” facilitated by Tad Fulford of ReMax Southern Shores, we discussed the idea of how we respond to our internet leads. He offered to share with us a letter that he uses in his initial response. The text of which follows here for your reference as well. It is reprinted below, with his permission, and you can make whatever tweaks work for you and your office should you care to do so.
The important things to note are that we know than no-one likes to be “sold”.And hitting heavy in an early contact isn’t as likely to pan out into the relationship driven closing that most of us prefer to engage in.Relationships are what sell real estate. Your ability to communicate with your buyers and learn about their needs is paramount to being able to find them what they want. This approach is very soft and likely to bring someone back to the discussion. Tad’s letter acknowledges the interest that brought them to your inbox but allows the buyer to relax and know that they are dealing with a sane human being on the other end; not a rabid Realtor.
There is only one question at the end, and it is not about Real Estate. Your chance of an answer and a second opportunity to connect will improve when theanswer comes back and possibly contains more information to help you create that relationship building mojo that will bring you a new client and a sale.
Communication skills are paramount to building your business. Stay tuned for more information on this subject in upcoming posts from the Realtors of CCAR.
Following is the Sample Letter:
“Good Morning!
I got notice last night that you have looked at real estate on our site! Thank you for your interest!
Believe me, we at RE/MAX Southern Shores know that you like your privacy and anonymity when you are in the initial phases of a real estate search. We respect that. I just simply want you to know that there is a real person on the other end of all that technology that is ready to help you as little or as much as you need. I have a lot of experience and absolutely love living here and introducing it to others. With this in mind, please just send me a quick note back letting me know that we are connected and if there is anything I can do further to help you, please let me know.
Hope your day is perfect!
PS Do you have any plans to come to the Myrtle Beach area this summer?”
