Lead Qualification is Important
With ListGlobally’s access to listing portals around the globe and our user-friendly interface, our agents and clients have the tools in place to start selling to foreign buyers.
While it is great to have more prospects contact you and increase your client base, what’s the point if they’re not converting? This is where lead qualification plays an important role.
In our recent questionnaire, we asked agents worldwide to share their thoughts on the lead management process.
Of all the services that ListGlobally offers, agents are most interested in information pertaining to lead management.
We don’t blame them – leads mean you can enjoy an increase in your efficiency and revenue!
In real estate, lead qualification is a systematic process that involves gathering information about your leads to evaluate whether they are ready, able and willing to buy or sell.
Real Estate Lead Qualification
Only after you’ve qualified someone can you really know how much time and effort to invest in the prospect.
Lead Profiles and Qualifying Tips
Identify what makes an ideal buyer for you and who you want to be working with in terms of demographics, research habits, values, needs and priorities. Creating an ideal buyer profile is a great exercise to do before you set out to qualify real estate leads. You will save yourself hours of frustration and effort.
Let’s take a look at some factors and questions that successful real estate agents might ask to accurately qualify their real estate leads, accelerate their sales cycle and close more deals.
1. Location – Try to get information about the exact property your lead is interested in and how open your lead is to consider similar properties in different neighborhoods or cities. Ask your investor clients how well they know the market. The more informed your lead is, the more prepared they are to move forward with a transaction.
2. Motivation - Asking about the client’s motivation will indicate the timeline your lead has in mind. Some reasons they may give: they are first-time buyers, upsizing or downsizing, retiring, investing or changing jobs. This will also help you to match the right property to the client based on their wants and needs.
If they respond with:
- “No problem, we will stay where we are,” it means you may classify them as a buyer or seller on the ‘cool’ side.
- “We need to move, we don’t have enough space,” it means you have a motivated, ‘hot’ lead.
ListGlobally offers custom pricing packages for agencies and real estate agents that will help you hand-select the perfect program for your published listings on worldwide portals.
3. Budget - This is a big indicator of qualifying leads in real estate. You’ll need to know how much your lead can afford and how much they are willing to spend. You don’t want to waste time presenting properties to real estate leads only to find out they exceed the lead's price range.
4. Pre-Approval - After discussing the budget, it is a natural transition to ask about mortgage pre-approval. Cash buyers are great, but the majority of buyers require some form of financing for their purchase. If your real estate buyer lead is pre-approved, this tells you that they are serious about buying.
5. Home & Lifestyle - If your leads give you detailed information about what they have in mind for their ideal home, (including the type of property, number of bedrooms and bathrooms, amenities, etc.) this makes your job of matching them up with the right property much easier.
Don’t worry about getting every last detail of information at the qualifying stage of your sales cycle, your goal here, is to see if leads are motivated, realistic and can be converted into clients quickly.
Rising Above Challenges
Our Agent Questionnaire results showed most agents respond to their leads
Of those agents who disregarded some of their leads, they did so because the email address looked suspect, the content of the email message looks suspect or they had been provided with incomplete contact information.
ListGlobally is doing what it can to ensure that viable leads are getting through to you. Our system is equipped with an anti-spam tool that filters out many spam emails every day, although it is impossible to filter them all. Black-listed IP addresses, emails and domain names are deleted before being sent your way.
Since 2020 has surprised us with an unprecedented year, every market, in every corner of the globe has been affected. Asking the right questions is truly one of the keys that every real estate agent needs to do to connect with leads.
This is why we are happy to share the results of our Agent Questionnaire! ListGlobally asked about the lead process and general service offering among its clients - agents like you! We want to stay on track to offer you the tools that bring you success and work toward an even higher rating from our clients: from 4 Stars to top marks!
More About ListGLobally
ListGlobally is the largest network of real estate portals in the world. We publish listings from 100,000 agents worldwide and advertise on 100 real estate portals in more than 60 countries.
Our company is based in Switzerland and since 2012, we have been helping real estate professionals around the world to connect with international buyers. ListGlobally ensures that their listings are visible in the country of origin of potential buyers and translated into 25 different languages.
