Offering Solutions – Every Lead Has a Problem

Ultimately, when you’re doing lead generation, the leads that you generate will almost always have some sort of a problem that needs to be solved. Some of them are very small scale problems. Some of them are large problems or larger problems. However, what we want to be able to do is offer solutions. So being that problem solver. How you can do this as always being in active listening mode in that conversation. Always being a part of it. And this is also why we don’t recommend using written scripts. Written scripts trains your brain to go off of a script, rather than being active within the conversation itself. You’re also going to want to take notes. Simple notes while you’re on the call and then leave the detailed notes afterwards. I always encourage you to leave those notes as if they’re being left for somebody else.

That way you know every tidbit of information is left there as we most commonly give our brain a little more credit than it’s capable of. We think we’re going to remember a good chunk of those details, but reality is we’re not going to remember it because we talk to so many people and you end up having so many names in your system that it’s easy to get individuals mixed up. Especially if you speak to several in a single day. Now, what you’re also going to want to do is have an action plan for common problems. For example, still saving for a down payment, kids need to finish school, home repairs prior to listing, et cetera. Having different action plans and solutions to those problems, or being able to offer something is going to again, add value to those leads. Now, consumers don’t necessarily understand the market.

A lead with unrealistic expectations often isn’t aware of the current market. So we need to educate them and put a plan together. Where I kind of come from this is just after speaking to many of individuals, whether they’re running lead gen or not, is they’ll get a lead that is looking at a price point that probably doesn’t even exist. Not in the current market that they’re looking. So instead of offering a solution and educating the lead, I often see them marking that lead as being garbage or otherwise in the system. They have no intentions of pursuing it because they just don’t get it. The reality is, is that again, the consumer doesn’t understand the market like we do. You think that they do, but they don’t. And that’s where we need to step in and truly educate them so that they have a positive foot moving forward.

And you’re coming up with an action plan to pursue their goals. Somebody let’s say that has a unrealistic price point, you could always ask them, what are your must haves? Unfortunately, this home, this type of home doesn’t actually exist in this price point where you’re looking. Are you okay for a commute? Or would you be okay with looking at these types of homes, just to get you into the market? I call those your, “For now home.” And then in a year or two, we can get you into something a little bit closer to what you may be looking for, or perhaps we need to look outside of this area to find what you’re looking for. So again, offering solutions. A lot of time leads like that end up going all over the place because no one’s actually taking the time to educate them about their unrealistic expectations because they don’t know any different. They’re just not finding what they’re looking for. So of course, they’re registering everywhere trying to find it.

Now, going back into having an action plan for common problems is really going to allow you to leverage it. So you can leverage their pain points into a solution that you offer. So this is a great tactic that we learned from a very successful agent down in the U.S. where he has different scenarios. Whether it’s for first time buyers or people that are saving for a down payment. And so when you’re doing this, you’re going to want to create your different solutions and also align yourself perhaps with other professionals in the industry that could assist with your solution. For example, when you’re taking those notes, and let’s pretend we have got somebody that is looking to downsize into a condo in the Markham area. Let’s just pretend that’s the scenario. This is the lead, that’s the conversation.

So guess what you specialize in? You specialize specifically in the condo market and for those that are looking to downsize in the Markham right. It’s taking what their situation and some of their problems are as to a solution. Hey Crystal, one of the great things about my team is that we actually specialize in those individuals that are looking to downsize specifically in the condo market within Markham. If I could show you how we’ve created a systematic approach to help make this move 100 times easier and quicker, would you be interested in 15 minute consultation to see if we’re a good fit for each other and this program is worth looking into? Again, if I could show you how, would you be interested in? That’s a great approach to moving people to an appointment. And a lot of time it would be a virtual appointment, but once you’ve met somebody face-to-face, your opportunity to convert them has definitely increased.

You could do this for first time buyers. One of the things we specialize is for first time buyers looking to buy in the condo market in Toronto. If I can show you how our system has helped first time buyers save thousands and gain the opportunity to be in a new home five times faster than a traditional approach, would you be interested in sitting down for five minutes to go over a game plan? You could do it also for people that are saving for a down payment, where you work with a mortgage specialist or financial advisor that’s going to help them align them to get them into a home that much faster. Always taking what their pain point is and offering a solution. Again, we’re not looking for anything in return other than them coming on that appointment. So that again, offering solutions without expecting anything in return is again, building trust with your leads, which will ultimately build that relationship resulting in a transaction.