Some Financial Partners prospect daily on leads to increase their business opportunities with active home buyers on a CINC site. Below you'll find an example of how a conversation with a New Lead can sound.
Loan Officer: Hi ______, this is _________, I saw you were on our home search website, I was just curious, are you looking to buy in the next 3-6 months, or just browsing?
Customer: I’m just browsing.
Loan Officer: Awesome! Tell me more about your situation and why were you looking to make a move?
*If they open up then dig deeper into their WHY
If not go below:
Customer: I am just looking at this point.
*Use this as an opportunity to identify their WHAT
Loan Officer: So I can make sure you are looking in the right direction, let's start with how many bedrooms are you looking for 3, 4, 5?
Loan Officer: X amount of bedrooms perfect, and why is that important?
*Stay in that specific WHAT until you identify the WHY behind it! Continue building rapport and move into Location questions
Loan Officer: I noticed you’re looking in [Favorite City], why are you looking to move there?
Customer: ...Responds ( This is where they usually give you great information to go after the WHY and drive it home. Therefore build pain or pleasure conversation around that. Example- They want better schools, then you dig on current schools and the pain and pleasure of new schools.
Loan Officer: Are you interested in other areas as well? (Determine their physical location if in-town or out of town for below)
Loan Officer: Just curious so if we found you that ( describe the what) house that (insert their motivation) would you consider moving sooner?
Loan Officer: Perfect then let’s set you up with some showing/consultation so we can be sure we don’t miss out on that opportunity, does X day at Y time work or A day at B time?
If They say no to the close..
Loan Officer: That understandable, why don’t we at least do this? To make sure we are not wasting your time and sending you things you do not like, while navigating our site, remember to explore homes in different neighborhoods and areas. That way you can get a better idea of what's on the market right now. Be sure to also Favorite any homes in areas that you're liking too!
My Realtor Partner can then start to tweak your search criteria and send you listings based on what you like and then go from there. I say this because I see a lot of people get sent hundreds of listings and waste valuable time searching and scanning through each one. Only to later realize that maybe some areas are not where they wanted or come across things they did not truly value in a home, does that makes sense?
Loan Officer: Great! Continue using the site to search for homes, we'll start sending you additional homes as well so that you don't miss out on anything. I'd also love to follow up with you by the end of the week to check in.
Does X day or Y day work best? (They will tell you a one of those days or a completely different day, either way it’s good) What's the best way to follow up with you? Phone Call or Text preferred?