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What Not To Say To Your Leads

Are you converting the leads you come in contact with? Are they answering your emails? If the answer is no, you may be doing things the wrong way. ​

There’s a right way and a wrong way (actually, a lot of wrong ways) to start an email to a new prospect if you want them to get back in touch with you. Find examples and tips below! ​

Wrong Way: Overused Email Intros

Certain opening lines are meant to be polite and to break the ice, however, they may demonstrate a lack of connection between you and your lead. Your lead probably received other emails with the same overused email intros.

Some overused openings include:

  • Hi, my name is…
  • I’m just following up…
  • I hope you had a great day/week/weekend…
  • I hope you’re doing (or “this finds you”) well…
  • I realize you’re very busy, but…
  • Happy [day of the week]!

Right Way: Get Right to the Point

Instead of using overused email intros, get right to the point. State the reason you’re reaching out—usually something that will get your buyer or seller one step closer to transacting. Always make the solution about them, not you.

  • I found some other properties you might be interested in…
  • Check out this new listing and let me know when you want to schedule a tour
  • Can you tell me a little more about what you’re looking for?
  • It looks like your home may be worth around…
  • Are you still looking for a home in Punta Gorda?

Wrong Way: You You You

You want to help your lead buy or sell a home. You want to send them a CMA report or show them available listings. You, you, you. That’s not a good way to start a dialogue with a new buyer or seller. Don’t use these opening lines:

  • I’m just emailing to…
  • I was hoping we could…
  • I just wanted to send you a quick note to…
  • I just wanted to reach out to you…
  • I would like to introduce myself…

Right Way: Focus on Their Needs

If you are going to talk about yourself, make sure it’s something suitably impressive that enforces your desirability as an agent.

For example, instead of talking about how many homes you sold last year or how big your company is, focus on why your business or qualifications are beneficial for your clients.

  • I helped [someone your lead knows] sell their home for more than asking price…
  • X percent of homeowners I work with sell their home within [impressive time frame]…
  • I’ve helped over [how many] first time buyers find their first home

The Best Formula For Initial Emails...

There's a temptation for all of us to write a whole lot of blah-blah in an attempt to convince the reader that we're the perfect agent to help them with their purchase or sale but we often overdo it with too many words. ​

When you're just starting out with an online client communication there's a rule you should follow... keep it short, conversational and expecting a reply. ​

'Talk' as if you're looking at them face-to-face, ask a question and, right after you insert a question mark (?), SHUT UP! ​

Do NOT add in 'Let me know' or some other phrase after you ask the conversation starter question because that takes away the requirement to respond to your question.

​ Only after your conversation starts to blossom out into paragraphs from your client should you elaborate more in your answers. ​

By the way, when that happens, it becomes a good opportunity to suggest having a phone call or a face-to-face over a coffee as well!

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