Growing and Maintaining Your Pipeline: 6 Do’s and Don’ts

Real estate is a dynamic market and while working in the industry takes unwavering determination, it also offers great earning potential, flexibility and freedom. To be successful, you must utilize your time wisely to equally focus on the important aspects of your business like prospecting, converting leads, delighting clients, and processing referrals. While there is no one-size-fits-all approach to succeeding in maintaining and growing your pipeline in real estate, we've put together six do's and don'ts to guide you.

DO respond to leads quickly

In today's digital world, real estate professionals can expect to receive leads from a multitude of sources. With the increase of online leads, potential clients can fall through the cracks and you could be leaving money on the table! In order to effectively convert incoming leads, you must respond to them quickly. Within five minutes or less to be exact, because if you aren't someone else is! Fortunately we have a few simple tips to assist you in improving your response time and lead conversion.

DON'T reach out to leads with nothing to offer

While you may already be a pro at responding to leads in a timely manner, you need to make sure you actually have something unique to offer to set you apart from the competition. Not having something of value to offer could lead them to seek assistance from another real estate professional. Mike Barbanica, of RE/MAX Blue Line, says aside from persistence you want to prove your value up front. This could be as simple as opening the conversation with:

"Hello, my name is (your name) with (your company name). I received a message to give you a call through our website and wanted to make sure I got back to you. You had asked about 123 Main Street. I pulled that property up in the system and found some information. Did you have any specific questions about it?"