Progressing Communication & Winning a Client

Progressing Communication with High Funnel Leads

In our high funnel leads program, the leads you’re working with have shown interest in purchasing, but they aren't yet motivated or ready to engage directly. As an agent, your responsibility is to progress communication at each stage, helping guide the lead from initial interest to becoming a client. The goal is simple: always move the communication to the next higher level, from getting a response to scheduling an in-person meeting.

1. Getting a Response: When you’ve never communicated with the lead before, your entire focus should be on getting that first response. There are two key strategies to achieve this:

• Offer to Improve Property Searches: Leads have registered on the website, and we’ve set up property searches for them. Offer to enhance these searches by asking if there’s anything you can do to improve the results. You might say something like, "I’d love to make these searches even better for you. Is there anything I can do to improve them?"
• Make Property Suggestions: Look at the properties they’ve viewed online, and offer suggestions of similar properties. Provide reasons why you think they might like them to show you're paying attention to their preferences. For example, "I noticed you were looking at this home. Here are a couple of similar properties I think you might like because..."

2. Progressing to a Phone Call: Once you’ve received a response, your next goal is to take the conversation to the next level: a phone or video call. First and foremost, address any help the lead requested, such as improving their searches or providing additional information about a property. Then, offer to chat over the phone.

Phrase the request in a way that feels light and non-pushy: "If you have time for a quick 10-15 minute call, I can get a better idea of your potential move and search. I’d love to help you by suggesting neighborhoods and providing some insight on the market." By offering value in the form of market education, you position the call as helpful rather than intrusive.

3. Progressing to an In-Person Meeting: Once you’ve spoken on the phone, your goal is to arrange an in-person meeting. When you make the offer, present it in a straightforward but inviting way. You might say, "I’d love to meet in person to talk more about the process and the market. I can also show you some properties to help you start learning the market better, even with the understanding that you aren’t buying just yet."

Give the lead two options, allowing them to choose what’s comfortable:

• Option 1: "I can show you some properties to give you a better understanding of the market."
• Option 2: "If you prefer, we can grab coffee and go over a buyer presentation to discuss the process and market."

These choices make it easier for the lead to say yes, while continuing to offer value and building the relationship.

4. In-Person Meeting: Your Time to Shine: Once the meeting is set, it’s your opportunity to build rapport and solidify the client relationship. Whether you’re showing properties or providing a market overview, this face-to-face interaction is critical for developing trust and positioning yourself as the expert they’ll rely on.

By the time you’ve met in person, you’ve successfully progressed the lead through the funnel, and you’ve likely secured a new client.