Turning Contacts into Customers

Now that you have been actively increasing your database, it is time to turn those contacts into customers. Of course, not all of them will become your customer and it is important to be able to discern those who potentially will in order to maximize your effort. One of the best way to do this is to rate their level of motivation with a brief personal phone call or drop by visit. Since you have already sent them a personal note and an item of value about the market, they know you and are already beginning to trust you.

Again, this contact only needs to be brief. Express that you were in the neighborhood, or were thinking of them and wanted to say hello. Give them a quick update about the market: Do they know that mortgage rates are at an all time low and home prices are starting to rise? Let them talk and you listen. More than likely they will give you clues as to their level of interest in real estate at this time. Express how great it was to touch base and encourage them to call you if there is ever anything that you can do for them.