Create Clients Not Leads
One of my favorite things about blogging is that it makes the phone ring. Personally, I am not big on talking on the phone:
- I am easily distracted and loose focus in the middle of a conversation.
- I often forget who I’m calling right as they answer.
- I don’t understand why some people call, never introduce themselves and then pause as if I am supposed to know magically who they are and tell them why THEY called ME.
- I often worry that the person on the other end is making the same goofy faces at me, as I am making at them.
- I hate small talk -2/3 of an average phone conversation is taken up with useless words.
- I am SO not a sales person, and the act of “converting leads” on the phone makes me … well, I would rather shave my head and travel across country on a Greyhound Bus with a pet rat in a shoebox (again).
So, I guess my first sentence doesn’t make much sense then, does it? I guess it should read:
One of my favorite things about blogging is that it makes the phone ring the right way.
When we get a phone call from a potential client that has been reading our blog, it usually goes something like this:
“Hi Mariana (or Derek). My name is … I found you online and have been reading what you write on your site. When can you come list my house?”
The act of blogging creates a person who wants to work specifically with YOU.
These folks have been interviewing me behind my back – without me even knowing. They have been reading my resume-in-the-form-of-a-blog for days/weeks/months. They have been finding out how much I know about the current market through my market reports, understanding all the little ins and outs of the business through my home buyer and seller posts and understanding how Derek and I work through our stories.
When a consumer reads your blog, they feel like they already KNOW you. Once they KNOW you, they grow to LIKE you. Once they LIKE you, they become CONFIDENT in who you are and the services that you provide and DECIDE to WORK with you. And all this happens before they ever CONTACT you.
(Even if they do not contact you first, our experience has proven that these potential home buyer and seller clients are more than happy to talk with you when you call them.)
Your blog is like a “behind-the-scenes” look at the world of real estate.
… and that kind of “transparency” is a welcome change for consumers, and is what helps create CLIENTS, not leads.
The best way to help create CLIENTS, and not leads, is to:
- Show your market knowledge through comprehensive market and neighborhood reports
- Give insight to who you are as an agent by sharing the your real estate (and even some non-real estate) stories
- Prove that you are the expert with examples of situations where you solved problems for your clients
*Note: When sharing stories about clients, do not mention names or specific details. In fact, it is probably better to share vague stories that happened awhile ago. Basically, don’t compromise agent-client confidentiality agreements. Der.*
So, blogging has really been a great opportunity to LIKE talking on the phone.
When people who have been reading my blog call, the conversations are relatively short ( I don’t lose focus), they care calling ME (I don’t have to remember who I’m calling), they tell me who they are and what they want right up front (whew), the only face being made is a smile, the conversation is short, sweet, and to the point (When can you list my house? Tomorrow? Great. Bye.)…
… and I don’t have to shave my head.
Dan Connolly
August 22, 2008 at 4:58 pm
Mariana,
Great post! Really LOL funny, I especially like the part about the pet rat in the shoebox.
Lisa Sanderson
August 22, 2008 at 6:08 pm
Yes! For me. it is the difference between clients who think they are doing YOU a favor by calling you vs. ones who think you are doing THEM a favor by working with them, that makes blogging so worth it. It is really nice to be appreciated for what you have to offer, rather than having to try to prove (on the phone, bleh) that you aren’t the ordinary salesperson looking for her next ‘deal’.
Vance Shutes
August 22, 2008 at 6:08 pm
Mariana,
>”The act of blogging creates a person who wants to work specifically with YOU.”
That alone is all the reason I both want and need to keep on blogging. There is no such thing as a cold-call anymore. When they call, they are already pre-disposed to be interested in my work. As long as my “real life” presentation meets or exceeds their impression of me from my blog, I’ve earned a new client. And anything I write today will continue to serve my clients long into the future. Talk about power!
Charles Richey
August 22, 2008 at 7:50 pm
I think you build a lot of trust that way as well. Lisa makes a great point about being appreciated for what you offer.
Mariana Wagner
August 22, 2008 at 9:20 pm
Dan – After a couple decades-ish it does become funnier.
Lisa – I SO prefer “proving my worth” BEFORE initial contact.
Vance – What you blog about today CAN live for a very long time.
Charles – Definitely … Blogs help build trust and confidence between the consumer and you, the RE blogger.
Elaine Reese
August 22, 2008 at 11:20 pm
I do so agree with you! When I got into the business 10 yrs ago, the big thing was sweat hogs where people had to make 25 calls/day. I said, ‘no way – can’t do it’.
I listed a home last month where they called me from my blog, Had another such call yesterday. The conversations were exactly as you said.
On the funny side, I was in a NAPA store a few days ago standing in line. Another customer walked by and said, “Hey, you’re that blogging Realtor”. You just never know who is reading our blogs!
Matthew Rathbun
August 23, 2008 at 10:12 am
I hate the phone, despise the phone, can’t stand the phone… I’ll call you sometime and tell ya about it!
Russell Shaw
August 23, 2008 at 1:12 pm
Mariana, I love this post and I love the graphic. So naturally, I had to learn how to do it – which I’ve now done. Along the way, another skill break-through in the graphics department. So, thanks!
Paula Henry
August 24, 2008 at 4:36 am
Mariana –
This is my favorite post in this series. I, too, despise small talk and DO get distracted when on the phone; actually all those bullet points describe me. People ask why I blog – this is why! When my phone rings, they already want to work with me.
Glenn fm Naples
August 24, 2008 at 8:38 am
Mariana – enjoyed your post and your point of being interviewed without knowing it is happening. When you can bring yourself to the forefront as you have done, you have achieved a pinnacle which other bloggers are striving for – drawing in loyal followers. Just don’t serve any kool-aid. 🙂
Melissa | Talk San Francisco Real Estate
August 25, 2008 at 6:36 pm
That was hilarious about the rat in the shoebox. I actually started blogging because I love to write, am an education junkie, and don’t like to ask people for business. I completely agree that people get to know me by reading my blog, and they are, in essence, interviewing me before contacting me. That’s the beauty of it. I love doing real estate, the negotiating, the transactions, etc., but we all know that we cannot do all of that unless we have clients. I don’t do cold calling or any of that. I do however, love to write, so I blog, and I deal a lot with my past clients and people I know. I just love the blogging, and also think it is a great way for me to be a better Realtor, by constantly keeping up to date on all of this great information that’s out there like your blog, for instance, among others.
Missy Caulk
August 27, 2008 at 7:50 am
Ha Ha, I hate talking on the phone too. Thank God for caller ID. Of course if it a call from my blog I love it and will gladly talk. When they say, they read my blog, I have to ask which one? Then they are really stumped, so I have to say, “do you remember the color?”
Ken Tracy
August 31, 2008 at 9:50 am
Hi Mariana. Thanks for writing.
I too look for clients that understand they are not doing me a favor. I have never understood that!
Great post.
Ken
Mariana
August 31, 2008 at 8:56 pm
Elaine – HA! I get that “you’re that blogging Realtor” too!
Matthew – I would actually rather do a video-call than a phone call.
Russell – You’re welcome lol!
Paula – I love those phone calls…
Mariana
August 31, 2008 at 8:59 pm
Glenn – lol. No kool-aid here!
Melissa – Awesome: ” it is a great way for me to be a better Realtor, by constantly keeping up to date on all of this great information that’s out there.”
Missy- Color coding my blogs. Brilliant!
Ken – No favors in real estate…