Email Follow-up Is The Key
Email lead follow-up is a real estate agents doorway to making money. On the flip side it’s also where agents can miss out and lose money! It is through proper email follow up that will determine your success in converting leads from the internet.
Think about it in terms of when you hold an open house. The basic idea is you get in your car, drive to the home and show it for a couple hours.
The tricky part when you’re there is getting a phone number when you’re face-to-face with a person who you know is interested in getting a new home. Think of email follow-up in this manner.
When you get emails from leads with questions or other inquiries that’s like having a buyer at your open house. You know there is interest if they went out of their way to write to you. Just like you know there is interest when people are attending your open house. However, just like the open house, you have to be skilled in your approach. Say the wrong thing and you’re crossed off their list.
Email is the same. Say the respond incorrectly and you won’t ever get an email from them again. Reply the right way and you are on your way to establishing a relationship and closing a deal.
The question is if can’t see them online what rapport building techniques do you use?
How To Create Rapport Online
Since you can’t physically see your prospect and therefore use your normal techniques of addressing their objections, you must learn to copy their writing style.
To do this if they USE ALL CAPS, you USE ALL CAPS. If they, use emoticons , you use emoticons ! You’re essentially copying their writing style when you respond to them.
This creates a subtle psychological connection with the person on the other end on the email (next week I’ll post the reasoning behind why this is so, for you curious cats).
Examples Of Good Email Follow-up Responses
Here are a couple of examples of what successful digital rapport Looks Like. Also, this applies to any online medium where you cannot see the person face-to-face and are trying to build rapport through writing.
*Notice the use of capital letters, line spacing, lack of punctuation, no salutation and signature.
*Notice the use of line spacing, question marks, exclamation points, periods, and the appearance of the salutation and signature.
In both of the above samples, you can see how to mimic their writing style.
Don’t Hesitate…Do It!
The principle of using these techniques not only apply to email follow up but also in other areas of real estate marketing such as blog responses. It may seem odd or uncomfortable for some but it works so go and do it. It’s digital rapport, it’s real, and it will increase your response rate.