After all the value you’ve given, they will feel like they “owe you” the chance to help.
Prioritize your leads for the most efficient use of time
Anybody thinking of selling right away or very soon should be your TOP priority. Strike while the iron is hot, these people requested a Home Valuation for a reason! Show that you respond quickly, and take action. Just be careful not to come across as too needy or desperate for business!
Schedule appointments for HOT leads right away, the sooner you get to them the better.
Anybody thinking of selling, but not right away, or is undecided, is a MEDIUM priority. Let warm leads know that you want to set an appt, and ask for a time next week, or when your schedule is open. If they are undecided, offer to bring by a few current trend reports to help them make a well informed decision on timing the sale of their home. Don’t be pushy, simply ask them if they are aware of current market conditions impacting home values.
Spend some extra time if you can letting these leads now that now is really the time to sell.
If they are NOT interested in setting an appt, offer a ‘rain check’ on the valuation, and honor it down the road when they’re closer to selling. Convey to them that it will not be very accurate in the fluctuating market. Again, do not get pushy and turn away a future listing!
Finally, you will always get a few people merely curious about their homes value. The best approach is to tell them a valuation is basically useless if they are not selling anytime soon. Offer a ‘rain check’ on the valuation. Tell them that you don’t want to waste THEIR time, but you’d be happy to give them a full valuation for free anytime later they get close to selling.
If they insist, you may want to just give them a rough guesstimate right there on the call.
Remember, ‘cold leads’ are just hot leads that haven’t warmed up yet. Don’t ruin a future listing opportunity, and always keep in touch!