When texting your leads, remember this golden rule: Would I really read and reply to this myself?<\/p>\n
Here are some tips for upping your response rates:<\/p>\n
Don\u2019t Try to Include Everything In One Text: Escape the mindset that makes you feel that sending this one text is your only bite at the apple. Send something that requires a short reply that encourages back and forth communication.<\/p>\n
Questions Generate Responses: When initially trying to strike up a conversation, sending a question works well. Most people won\u2019t ignore a question and it gives you a chance to use their answers to persuade them in a targeted direction. \u201cI was curious,%contact_first_name%. What\u2019s your ideal time frame for selling your home?\u201d<\/em><\/p>\n If You Send a Link, Create Conversation About It: Don\u2019t just text someone a link to your website in hopes that they will visit and get back to you. Make some conversation, e.g. \u201cNew homes just hit www.EWM.com, have you seen them %contact_first_name%?\u201d<\/em><\/p>\n Inject a Healthy Dose of Personality: No one wants to feel like they\u2019re communicating with a robot. If it\u2019s more like you to use can\u2019t instead of cannot \u2013 do it. If you are a fiend for emojis \u2013 use them. People are more likely to remember text messages that stand out, like, \u201c%inquiry_address% has a huge backyard and a sunny bay window, making it super friendly! Might be right up your alley, want to see it?\u201d<\/em><\/p>\n Everyone Is Busy \u2013 The Shorter The Text, The More Likely the Reply<\/p>\n Think about your daily life as a real estate agent, it can be hectic, right? The same is true for your leads.<\/p>\n Have you ever received a text, or even an email, that you just had to push aside because you needed to come back and \u201cprocess\u201d that information? The last thing you want to overwhelm your lead with a lot of wording.<\/p>\n Let\u2019s look at an example!<\/p>\n This is Way Too Much for a Text:<\/strong><\/p>\n \u00a0\u00a0\u00a0 Hey, Matthew this is Danielle with Follow Up Boss Real Estate Team here in San Francisco. We have a lot of great homes, and I see you\u2019re looking at 555 Main Street. That\u2019s right in one of my favorite neighborhoods. Ready to see it? Let me remind you that my website has the latest homes and you can search 24 hours a day. www.EWMRealty.com.<\/em><\/p>\n \u00a0\u00a0\u00a0 Danielle Martin<\/em><\/p>\n \u00a0\u00a0\u00a0 EWM Realty<\/em><\/p>\n \u00a0\u00a0\u00a0 628-333-2031<\/em><\/p>\n <\/p>\n <\/p>\n This is Better:<\/strong><\/p>\n Hey, %contact_first_name%! Since you like %inquiry_address%, would you be interested in seeing more homes like it?<\/em><\/p>\n This message works because:<\/p>\n It gives them a chance to reply.<\/p>\n It\u2019s an easy question.<\/p>\n You\u2019re not overloading them with information.<\/p>\n We also recommend nixing the text signature. It can distract from the call to action, which in this case, is to reply so you all can talk about more homes. Plus, they can easily just choose to call the number from which you\u2019re texting.<\/p>\n Their reply can open multiple doors of communication. If they say yes, you can try to setup an appointment, for instance:<\/p>\n \u201cGreat! There are 3 homes that are similar, each with their own strengths that you can really get a feel for in person! Would this Saturday work for a quick tour?\u201d<\/em><\/p>\n Or, if they\u2019re not ready yet, you can direct them to your website:<\/em><\/p>\n \u00a0\u00a0\u00a0 \u201cGot it! Not quite a good fit. You can see all the latest homes here: EWM.com. I\u2019ll check back in a day or two to see if one of those catches your eye!\u201d<\/em><\/p>\n 15 Texts You Can Use<\/strong><\/p>\n Initial Responses to a Buyer Lead:<\/strong><\/p>\n Hi %contact_first_name%, re: %inquiry_address%, what\u2019s the best time for me to call? -%agent_first_name%<\/em><\/p>\n \u00a0\u00a0\u00a0 %contact_first_name%, I see you like %inquiry_address%. Awesome! When would you like to see it? %agent_first_name%<\/em><\/p>\n \u00a0\u00a0\u00a0 Hi %contact_first_name%, I see you\u2019re looking to move into the _____ area! What brings you to this part of town? Any questions? \u2013 %agent_name%<\/em><\/p>\n Initial Responses to a Seller Lead:<\/strong><\/p>\n \u00a0Just received your home eval request, %contact_first_name%! Is there any other information you would like to share about your home?<\/em><\/p>\n \u00a0\u00a0\u00a0 Thanks for your inquiry, %contact_first_name%! When is a good time to chat about getting your home sold?<\/em><\/p>\n \u00a0\u00a0\u00a0 Hi, %contact_first_name%! Thanks for reaching out! If you could have your home sold by certain date, what would that be?<\/em><\/p>\n General Initial Inquiry:<\/strong><\/p>\n \u00a0Got your message on %source_name%. When is a good time to call you?<\/em><\/p>\n Determining Interest:<\/strong><\/p>\n \u00a0\u00a0I have a few buyers looking in your area, is your home still available?<\/em><\/p>\n \u00a0\u00a0\u00a0 %contact_first_name%, are you free Wednesday or Thursday evening to take a quick tour of a home I picked out for you?<\/em><\/p>\n \u00a0\u00a0\u00a0 Still debating if it\u2019s a good time to sell? What has you hesitant?<\/em><\/p>\n \u00a0\u00a0\u00a0 Is ____ the only city you\u2019re looking in, or are you open to other areas?<\/em><\/p>\n \u00a0\u00a0\u00a0 I put together a few notes on getting your home sold faster, do you have time to meet and discuss over coffee this week?<\/em><\/p>\n Conversation Starters to Gauge Lead Stage:<\/strong><\/p>\n \u00a0\u00a0\u00a0 %contact_first_name%, are you still interested in selling your home this season?<\/em><\/p>\n \u00a0\u00a0\u00a0 %contact_first_name%, I see you have your home listed yourself, is there anything that would make you want to work with a Realtor?<\/em><\/p>\n \u00a0\u00a0\u00a0 It\u2019s be a while since we touched base! How are things going, %contact_first_name%?<\/em><\/p>\n Recommendations for Sending Texts at the Right Time<\/strong><\/p>\n By now we\u2019ve gotten down the \u201cwhat\u201d to text, now the question is \u201cwhen?\u201d<\/p>\n Just like how we don\u2019t want texting to feel complicated, or like a marketing project, we don\u2019t want to create a lot of hard and fast rules around timing, but we do have recommendations on what works best.<\/p>\n The Do\u2019s:<\/strong><\/p>\n Text a lead within 5 minutes of them submitting an inquiry on your website. This is an absolute must! If you don\u2019t take anything else from this blog, do this!<\/p>\n If you aren\u2019t able to call, send a text message after they\u2019ve had some activity on your website, like favoriting a property.<\/p>\n Strive for times where they aren\u2019t busy, like the afternoon.<\/p>\n Some stats show Wednesday and Thursday to be the best days for texting.<\/p>\n Respond as quickly as possible if the lead has initiated a text to you, even if it\u2019s just to say that you\u2019ll get back to them. Never leave someone hanging as typically tend to expect faster replies to texts than calls or emails.<\/p>\n If you\u2019ve already called and left them a voicemail, send a quick text. For example, \u201c%contact_first_name%, looks like we keep missing each other! Still interesting in chatting?\u201d<\/em><\/p>\n The Dont\u2019s:<\/strong><\/p>\n Do not repeatedly send messages several days in a row if they haven\u2019t sent a response.<\/p>\n Texting is not a replacement for calls. Making multiple attempts to call your leads is still an optimal method for making a connection.<\/p>\n More importantly, you know what type of relationship you have with everyone in your funnel. If you feel that it\u2019s the time to send a relevant text message, then go ahead and shoot them a message!<\/p>\n When Text Messages Aren\u2019t the Right Method<\/strong><\/p>\n Texting is an excellent method for communicating with your leads, but there are times when it\u2019s not.<\/p>\n Do not send broadcasts texts that aren\u2019t explicitly relevant to that lead.<\/p>\n Do not promote contests, no matter how legitimate, via text. These include things like your iPad giveaways or holiday promotions.<\/p>\n A text isn\u2019t the right method for communicating if an offer fell through, people passed on a house, serious issues that have come up, etc.<\/p>\n If you need to send documentation that is binding, keep that out of texting.<\/p>\n How to Text a Lead Automatically<\/strong><\/p>\n The most important time to text a lead is within 5 minutes of their lead submission. You\u2019re only one person though, how can you make that happen when you may not be available at that exact time?<\/p>\n Creating an auto text message, partnered with an email drip means you\u2019ll always be covered.<\/p>\n This action plan can contain an auto text that gets fired every time you get a lead from this source! It only takes a couple of minutes to set this up once, then it\u2019s completely hands free.<\/p>\n