In today’s episode of the Live UNREAL w/Glover U Podcast, Coach Nick Bellmore shares the tools and skills we need to dial in if we want to convert more buyers, and increase our buyer business. Nick was one the first buyer agents at JGA and one of the most successful. He shares the key strategies that will help you win with buyers. 

There are many big reasons agents struggle to close more buyer leads, and that includes how they are classifying leads, the follow-up method and frequency and even their own accountability. 

Nick will share what we need to be focusing on and doing daily if we want to convert buyer leads at a high level, even in today’s market. 

 

Quotes 

Agents used to be the getaway to listings, we’re now the trusted advisor, the advocate and the guide. -Nick Belmore 

It’s the basics and the fundamentals that are going to deliver us the best results over and over again. -Nick Belmore

Part of the reason we aren’t converting leads is that they actually aren’t leads yet, they are just opportunities. -Nick Belmore

When we have a pipeline and we’re constantly working on our buyer conversion and filling it with new leads, we never have to tolerate a buyer with a weak motivation. -Nick Belmore

 

Key Points 

1. There’s a difference between a lead and an opportunity. A lead is someone who wants to buy/sell real estate within a certain timeframe. An opportunity is a contact with a decision making adult. If they don’t have a concrete motivation and a specific timeline, then we have an opportunity, not a lead. 

2. If we’ve classified someone as an opportunity, that’s when we need to throw them in the CRM, build a relationship with them, follow up, and let the computer do the work for us. We’re going to have opportunities that need to be turned into leads before we can get them converted. 

3. It’s your job to make sure your buyer gets to the property first. In many markets today, 24 or 48 hours can be the difference between getting the opportunity to make an offer and not getting that opportunity at all. We need to have a good amount of frequency in our follow up, and make sure that we’re keeping the buyers informed. If we just rely on the MLS to send us stuff, we’re missing out on the opportunity.  

4. Text is a better follow up method for people because they can still communicate at work or in a loud environment, and there’s also room for them to respond to us later. We need to use text to push people into a phone conversation.