Conversion Strategies

Once you have found the lead, you must develop a strong sales conversation to convert the lead into a paying customer.

Sales conversations in real estate are unique. People don't buy a product, which requires you to center the conversation on its benefits. People buy you as the intermediary for their property transactions. Selling yourself is more difficult than selling products, especially when you do not have an established reputation.

Leads get cold very fast in the real estate business. Leads often talk to multiple agents. If you are not quick at responding, another agent has already taken them from you. You must have appropriate cadence and strong structure in your communication. However, excessive customer orientation will make you waste too many resources and too much time, eventually lowering your conversion rates.

Most agents do not follow up enough or have ineffective follow-up strategies. Let’s understand the best strategies for multitouch points that lead to higher conversion.

Most agents do not ask the right qualification questions early on and chase wrong leads instead of focusing on real opportunities. Many leads are not truly ready and have no real buyer/seller intent.

But most importantly, sales professionals in the real estate, as in many businesses, are unfortunately affected by negative stereotyping, which renders it difficult to establish trustworthiness. With the help of the scientific approach of Dr. Bizzi’s research on sales, we will understand the psychological mechanisms that drive perceptions of trustworthiness, the mistakes realtors make when building rapport, and their common missteps when they are trying to make an impression on customers.

Dr. Bizzi’s knowledge of the sales field made him write his bestselling book, which has been in the top 10 of the popular Sales and Selling Techniques category of Amazon each consecutive week for eight months. The category has thousands of books. Dr. Bizzi will share his knowledge with you, as specifically applied to the real estate context.