Build Rapport with Your Facebook Leads

With almost 3 billion active users, Facebook is a primary source for agent leads. Here are tips for attracting the right leads on Facebook and building a friendly rapport when you call them.

Identifying the best lead strategy is simple: look at your active listings. For example, do you have one or more waterfront listings? Consider a Facebook headline like "Waterfront Homes for Sale in (Your Area)".  Are you selling several starter homes? Try "The hottest list of (City) homes under $____."

When calling these leads, be sure to start by reminding them they clicked on your Facebook ad and indicated they would like more information about one or more listings. Here's a sample of how the conversation might go.

You: I see you were on Facebook and requested a list of {location or type} homes. I'm just wondering what exactly you would be most interested in.

Wait for response.

You: OK great, not a problem. I can certainly do that. Let me ask you, what would be the reason for moving if you decided to move in the future?

Wait for response.

You: Great. How long have you owned your current home?

Wait for response.

You: Wonderful, so you probably have some great equity by now. (Explain if needed)

Wait for response.

You: If it were possible to trade homes and take on little or no mortgage, would you consider moving sooner than later?

Wait for response.

You: Would it be helpful to look at numbers? No obligation. I can come to your home at a convenient time and tell you what a buyer would pay for your home in today's market. This will allow us to see what's out there for you within those numbers.

Eventually you'll turn some of these calls into meetings, and you can take it from there. When they're ready to begin viewing your listings, I'll be ready to assist them with financing.

Source: theclose.com

* Specific loan program availability and requirements may vary. Please get in touch with your mortgage advisor for more information.