Episode 9: Real Estate Transactions: First Contact to Close - Part 1

The Follow Me Show 10 Commandments

Adult conversations about Real Estate


In episode nine of The Follow Me Show, we walk you through first contact with a prospective buyer to the closing table. Here are some tips when dealing with a

new buyer for the first time. In this particular case we will refer to a Zillow lead for the buyer.

There are many different types of CRM to choose from, from very basic customer database programs to advanced drip campaign options. 

Step 1- Make immediate contact. Zillow is a lead source that must be touched immediately, or you risk losing the opportunity to work with them all together. So be sure that when working with Zillow leads, you are immediately available. If not, have an ISA company reach out to your leads for you. 

Step 2 - Ask Questions Find out everything you can about the interest of the buyer in purchasing a home. Start asking some filler questions while also collecting the information to show the home immediately. don’t ask if they have an agent they are working with, ask them the name of their agent. This will provoke The truth more quickly than a yes or no question.

Step 3 - Go and Show Remember that Zillow prospects are easier to convert and are more likely to trust you if you provide immediate value. The best thing you can do is to show the home of their choice as quickly as possible, yes even without a pre-approval. However don’t go on that second date until the pre-approval has been sent or proof of funds emailed. In order to avoid the awkward financing hurdle, take the client out the first time right away then if necessary, secure a buyer broker agreement.

Remember! Having a place to keep all potential and current clients is crucial to your follow up. That is why it’s good to have a good CRM as soon as you’re able.

For more details on the buyer process, listen to The Follow Me Show below. Enjoy!

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