When you are following with a lead that has visited your website, landed on your capture page, filled out your newsletter form, or has come to you in some way that requires an email followup, does your message generate conversation?
Effective emails create conversations. In fact, email communications are often just that.....slow conversations. Think of how you communicate with a friend either by texting or email. If you want response, you should communicate with your leads in similar fashion.
For example:
You email a friend about getting together on the weekend.
"Hey want to get together for dinner on Saturday?"
Your friend responds "Sure, that would be great! What time did you have in mind?"
And you reply "We thought we would BBQ some ribs out in the backyard, is 4;00 OK?"
Now please note that each reply has three key elements. The same elements that you should have in every followup email.
1. It should be short.
2. It should be personal.
3. It should require a reply.
Now apply that lesson to an email followup for a real estate lead.
"Hello Jane, thanks for visiting my website. Are you currently looking for a new home? perhaps I can send you some information on some new properties that just came on the market, would that be helpful."
Too often agents make this much harder than it is because they offer way too much information. Don't hit them with your resume, experience or achievements. Would that be the way you would start a conversation with a stranger at church or the airport? Of course not! Your abilities will become known as you continue your conversation and build rapport and trust.
