Developing rapport with your clients Should be your first priority and a key factor in your marketing strategies! This will ensure you always close the deal!
How do I approach a lead and how do I earn their trust once I have them on the phone?
The trust part happens before you even talk to the lead. From my experience, if you are creating video content on a regular basis and properly distributing it by running ads, remember, organic videos will get you nowhere. You've got to run ads behind these videos. Target people, retarget people, create look-alikes, etc.
But if you are running video content, people are getting to know you, to like you and trust you. It's positioning you as the authority figure, breaking down their barriers and showing that you're different. It's actually that you're developing a relationship with them by creating video content. That way, when you call the lead or the lead calls you, they are so much more likely to want to talk to you. In fact, they're actually excited about talking to you.
Run Ads On Facebook
This is by video content and running ads on Facebook works so much better than any other lead source like Zillow or Realtor.com or any of them. Because with those types of sources, first of all, the conversions are usually less than 2% on those type of leads because they're being distributed to so many different people.
The people don't know you and they're probably not ready yet. But with video content, the reason why the conversions are so much higher is because especially when you've been doing video content between six months to a year, is that people had been watching you over time.
The National Association of Realtors shows that that buyers and sellers typically go online first. It takes about three to six months that clients start looking before they take any action on buying. That means you want to be top of mind for weeks and months before they start thinking that they are ready to make a decision.
That is why conversions using video correctly is so much better. That's why the factor of developing trust has already happened when you are utilizing video.
What If I Don't Want To Use Video?
Now, if you're not utilizing video, obviously the best way to do it is to really ask a lot of open ended questions. You want to ask questions like what do you love most about where you live now?
What do you think the most important things are when thinking about buying a home? What are the most important traits is when you're thinking about hiring a realtor to sell your house, what's most important to you? Don't just ask questions that require a yes and no answer.
People love talking about themselves, so make sure you write down the things that they say and refer back to them later on and write a nice little note when you're done.
Conclusion
Those are things that you can do to generate trust. But again, the best way to generate trust from somebody and to convert that lead is to earn their trust before they ever even get on the phone. And you do that by generating video content.
