Condo.com referral partner and real estate broker, Deborah Benn, shares her best practices, motives and tips which led her to becoming a top producer.

Deborah Benn is converting over 10% of all online leads received from Condo.com achieving an exceptional closing ratio for the Company’s brokerage team. Deborah has been practicing residential real estate for 10 years in the Florida, Maryland and Illinois area. She attributes her success to the sales approach learned at Condo University, the
web-based portal designed for the company’s national brokerage team of agents and referral partners. The site provides the training and tools necessary to convert leads into sales, obtain referrals and generate new listings on Condo.com.

Deborah describes her recent success in the following interview:

Deb, you have converted over 10% of the leads from Condo.com. This is pretty impressive performance. To what do you attribute this type of success?

Thank you for the compliment! It’s funny how I am my worst critic because honestly, I feel I can do better.

Honestly, follow the process that we learn in Condo.com. I have found more success in converting these leads if I call them right away to get in conversation with them right away. Asking questions, I found, is key as well. I am a big advocate of a “needs analysis” approach. What about this property do you like? Would you mind if I emailed you additional listings that also have the A, B, & C criteria? My goal is to use your time efficiently…If you find that you’re interested in these properties would you have time to view these properties as well on X date when we view 123 Street?

My goal is to get them to view several properties at once instead of just the one property they inquired about on Condo.com. This gives me more of an opportunity to establish a relationship with them.

Do you have any tips or best practices to pass along to other Condo.com agents?

Learn how to lead a conversation with questions. Buyers like it when they feel understood and that the agent truly cares about finding them a home that meets their needs. By asking questions you get a better understanding of what the buyer is looking for and they feel cared for. It’s a great approach.

Also, I do not talk about financing, etc. over the phone on the first conversation. They do not know me or trust me.

What are your strategies for following up with leads that are long-term prospects?

I try to establish the relationship first. Again, my goal is to meet them face to face so I can establish the trust between us. I want to have an opportunity to ask questions to uncover any unknowns, fears, questions they may have once they trust me. I want to be the one they trust.

Once I get a good understanding of them I set up a personable process to follow up with them routinely. It may look different for each of them based on their needs.

If I can’t establish the relationship I will systematically touch them via email routinely.

What are the top 3 things that separate you from competition?

1) Passion & enthusiasm for the real estate industry. I love what I do! My clients
always feel the passion I have for helping them with their real estate needs.

2) My clients needs always come first before the money! Integrity & honesty come with
this as well.

3) Blessed to Be a Blessing!

Do you use social media, blogging, or a personal website to interact with your leads?

This is coming shortly. I look forward to seeing how these tools will increase my results. This does not replace personal relationships, though.

What are the biggest challenges you face with Condo.com buyers and how do you handle them?

When the leads come in when I’m not in front of my computer. I like to be focused on my making my phone call fruitful which always happens when I review the property they inquired on and not distracted with other things.

Do you ask for testimonials or client feedback?

This process will be set up as well. In the past, I have mailed client surveys that come from the managing broker the week of closing. It is mailed with a stamped envelope to make it easy for the client to mail back. This gives me an evaluation from their perspective of the quality of service I provide. Their perception is truth therefore I need to be a student of how I can improve.

If you don’t mind sharing, what are your goals for next year in real estate? What drives you?

To make an impact on people’s lives is what truly drives me. The money will follow if I can make a difference utilizing the vehicle of consulting people with their real estate needs.

My goals for next year will be complete by the end of October in terms of how many transactions, etc.
 

Originally from Condo.com – Condo News