How to Close More Deals from These 3 Different Types of Motivated Seller Leads

In this video, REI BlackBook director of marketing, Josh Arras, will show you how you can close more deals by better understanding these 3 different types of motivated seller leads you're generating.

Everybody wants to close more deals, but you can’t close deals without quality leads. And you have to be able to better understand the different types of leads you’re generating so you can convert more of them into deals.  

When it comes to real estate leads, there are three different types of motivated home sellers you’ll generate:

• Hot
• Warm
• Cold

High-quality hot leads are the property owners whose motivation to sell is already high.  Maybe they received a mailer from your marketing campaign and called you back immediately and ultimately accepted your offer.

Warm (or “mid-level”) leads are the ones who are actively searching for your service. They’re the ones who are going to Google and typing in things like “How to sell my house fast in St. Louis”.

These leads are going to require a little bit more work than the hot leads.

And the third category is cold leads. This is the category where the majority of leads are going to fall:

These are people who are not actively interested in selling their homes. Maybe they have a property they need to sell, but the pain point hasn’t become severe enough yet for them to actively search for a way to do it. The sales cycle for these leads tends to be much longer than the other categories.  

Naturally, everybody wants tons and tons of hot leads, but if you generate 100 leads, probably only about 2-3% are going to fit into that category.

So, what does that mean?  

It means you need to understand how to nurture the cold and warm leads you’re generating to move them through your sales funnel.

Watch the video above to better understand how to do that.  

RESOURCES:

Download our Perfect Follow-Up (15×3 Framework) Scripts here

15×3 Framework: How to Convert Motivated Seller Leads Into Deals

Find out how REI BlackBook user Bryan Martineau generated over $85K in profits within 2 weeks of implementing this system