How to Keep People in Your Dashboard & Serve Them in the Exploratory Phase w/Beverly Ruffner

There are more people in the exploratory phase of buying real estate than ever before. Why is this frustrating and confusing for some agents? How do we shift our service so we can actually serve the needs of these people? How do we breathe life back into the segment of our database that has gone dormant? On this episode, Beverly Ruffner talks about the importance of information gathering on overload, and nurturing leads by giving people a reason to stay in your dashboard.

 

The only reason people don’t make a move is the opportunity is not meeting their expectation. If you can create the opportunity that meets their expectations you will have a sale. 

-Beverly Ruffner

 

Takeaways + Tactics

• Your CRM has to be able to filter and tag efficiently for you to be able to determine where people are in the process and what kind of service they need.
• The game right now is not about getting them into a property, it’s about asking what their needs are.
• A lot of agents don’t want to run across leads that aren’t ready to buy now because that means effort, work, and systems.

 

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At the start of the show, we talked about how technology has changed the buying process, and why you’re always competing against the next dashboard. Next, we talked about the importance of knowing where the prospect is in the process of buying. We also discussed where the reluctance to ask questions in the discovery phase comes from, and strategies for winning people over.

We also discussed:

• Why we need to get people when they are in the discovery phase
• Why our dashboards need to make sense to the consumer
• How to win the game with consistency

So much has changed through the years because of technology. The way leads are being generated is different. More and more people are introduced to the agent earlier in the space between “deciding to look” and “closing”. If we’re not adapting and understanding the types of conversations we need to have with these people, we’ll never convert them. It’s about doing what’s convenient for them, because that’s where the relationship comes in. It’s how we win at both the convenience game and the loyalty game.

 

Guest Bio-

Beverly Ruffner is the CEO/Founder of Balance Business Consulting and real estate team owner licensed in Virginia. Go to https://www.facebook.com/balancebc for more information.