What do you do as a real estate coach when your client is doing all the right profitable activities and not seeing the return they want? If team members are working within their sphere of influence, getting referrals, and staying in touch with all of their former clients and still not seeing the growth they want, what’s the next step? Their online presence could be the problem. Real estate professionals often let their online prospects become a last priority, as real estate has traditionally been a face to face industry.
However, it is no longer possible to ignore online prospects while being successful. Most buyers start looking online. If your customers can’t find and convert internet leads, it’s time to find out why. Fortunately, this doesn’t have to be a mystery. When a real estate team becomes a master of analytics, they quickly begin to see how they can improve and attract those prospects.
It’s important to show your client what analytics can do for them and their business growth. Teams looking at the data can figure out where to spend money on paid ads, which deters people from joining a mailing list and even what types of people are drawn to their collaboration.
This information can transform the way a real estate team reaches new leads. While your client may have thought they wanted to specialize in luxury real estate, they may find that tons of young first-time buyers are reaching their page. This information could lead the team to rebrand, better reach those luxury customers or embrace younger potential sellers and buyers and focus efforts on converting them into customers.
Understanding people is essential when it comes to real estate. To convert leads, you need to build real people relationships. Since so many prospects are online now, analytics will help your customers better understand who their prospects are. Without this tool, a real estate team will not be able to be fully effective in today’s digital world.
If your coaching client is reluctant to look at or use analytics to make decisions about their online presence, it’s important to understand their “why”. When you don’t know why your customer is resisting, you won’t be able to show them how they can benefit from this tool. Some people feel like they don’t have the time or resources to add another tool to their life. Others feel intimidated about working with analytics, and some don’t think it will benefit their team.
When you know why your client is not already taking advantage of this online tool, you can better help them engage in strategy differently or find another solution for their needs. You can help them see how their business would improve, or you can help them see how it could free up their time and resources. But like any tool, you need to make sure your customer feels empowered to use it.
Verl Worker is the founder and CEO of Workman Success Systems (385-282-7112), an international conferencing, consulting and coaching company specializing in performance coaching and building successful agents and teams. Contact him at [email protected] For more information, please visit www.WorkmanSuccess.com.