By Ariel Grasso
Special for El Inmobiliario
Today we'll talk about 3 essential skills for converting leads into signed contracts.
Step 1: Establish a good relationship:
Let's start with the first skill. Always remember that people prefer to do business with those they feel a connection with. Whether you've known someone for years or just met them, listening, understanding, and speaking like your customer is fundamental. Observe their tone, pace, and communication style. Do they speak quickly or slowly? Are they visual or auditory? And mirror them. People feel more comfortable doing business with those who communicate similarly. These subtleties are crucial for increasing your conversion rates.
Step 2: Qualification Questions
Asking qualifying questions is key in our #arielitos promotions (that's what we call each new promotion trained with #teamamarielgrasso). We focus heavily on Discovery. Here are some top-level questions that will help you understand your customer's overall situation and will undoubtedly lead to higher conversion rates and faster sales if you use them:
- Do you want to rent, buy or sell?
For example, if you want to buy in Punta Cana... Why do you want to invest in Punta Cana?
- Is this your first real estate investment?
- What is your budget for this investment?
Let's move on to the second-level qualification questions, which delve deeper into your client's objectives and allow us to better understand their needs:
- Would you like the property to be ready or under construction?
- How do you plan to finance this investment?
- Do you intend to live in the property or will it be exclusively for investment?
As I mentioned, the key is to ask these questions to fully understand your client's specific needs and goals, and the ones I just mentioned are just a few examples. This will allow you to redirect your efforts, understand more deeply what the client is looking for, and truly grasp what you can offer based on their needs, their reality, and their desires, and this increases your conversion rates.
In short, relationship building and qualifying questions—what we call Discovery—are fundamental to converting leads into signed contracts. If you've never taken the time to ask them and you're one of those who simply starts searching for properties based on what the client says without doing proper Discovery, these questions will greatly help you accelerate the conversion process.
