How to turn a virtual tour buyer lead into a rock solid client
Imagine a scenario…
Your sales pipeline brought you a Zillow lead from some other state. They want to see a property in your area but there’s no way they’re flying in.
You lead them on a virtual tour.
That answer might seem obvious, but what’s the best way to handle a virtual tour for a buyer who’s out of town? How do you make sure that you get your best possible shot at converting that buyer into one of your clients?
In this post, I’m going to walk you through exactly how to do that.
The first tip is to…
Always film the virtual tour ahead of time.
The last thing you want to happen is you get to that property ten minutes before the meeting only to realize that there’s no cell service there. That just won’t cut it. The good news is, the solution is pretty straight forward. All you’ve got to do is film the virtual tour ahead of time.
Even if there is cell service up there, don’t film the tour live on FaceTime or Zoom. It could be glitchy or disconnected. There might be a lot of background noise. The point is, there are a lot of things that are out of your control, that, if you film ahead of time, you won’t have to worry about.
So, before the appointment, go to the house a few hours beforehand and film the tour on your camera without any audio. You’ll also be able to use that footage to show any other buyers if this deal goes through.
Now that you have the video, at the time of your appointment, you can sit nice and cozy in front of your computer in your office, and you can play the video and pause it at various points to explain what you are seeing.
This helps you accomplish two things.
- You’ll have a lot more control over the tour and a lot less likelihood of something going wrong.
- You’re going to be able to pivot much easier into a buyer meeting at that point.
An example pivot: let’s say the property is pending
Now, let’s say the property’s pending.
This is no problem at all. You can always find your buyer two other houses that are similar. And if there’s nothing similar, you listen to what they’re looking for and find them something great.
You could say, “Hey, I tried to get on that property. Unfortunately, the property’s pending. That’s a bummer, but I got two other properties that I toured that I think you’re really gonna love, let’s take a look at those real quick and you can give me some feedback.”
If they’re properties you’ve already shown virtually before, you can even break out those videos. And because you’re in your office you have access to all the resources that you wouldn’t have if you were out visiting the home.
They might be open to this idea, but if they don’t want to see the other properties you can still pivot the meeting.
You could say “Totally understand. How about this…Let’s make sure you don’t miss out on the next one. I’ve got a list of a couple hundred off-market properties, why don’t we see if any of those might be a good fit for you? I can actually get you access before the public. Why don’t you tell me what you’re looking for in a property?
You want to pivot that meeting, but you don’t want to break the meeting or cancel. And remember, if you just make that subtle switch to film the tour ahead of time, that right there will dramatically increase your likelihood of success on these virtual tours.
And, as always, feel free to reach out. I’m always happy to answer any questions you might have. I’m always happy to share the knowledge!
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