When a new lead comes in, look for clues first. What's their email address? You can learn where they work, if they're an educator, a hobby of theirs, a dog or cat lover. It is surprising sometimes what you can learn just from their email address. Follow the breadcrumbs. If you can see their search history, are they only looking in a specific zip code? What other common factors? There is so much you can learn before even making contact with a new lead.
If you've done your homework on the front end, use your newfound knowledge in your first conversation with that lead. Show them you were paying attention. Ask them about their job in the medical field if you notice their email is from a local hospital. Ask them about their dog if their email is "doglover etc." Ask them what they like about a certain area if they're searching in one or two zip codes.
It's important to remember though to ask, acknowledge, ask, acknowledge. You don't want your conversation to be more like an interrogation.
We hear all the time that agents just want more leads. You don't need more leads. You need more conversions. You need more meaningful conversations.
