Chapter 14

3 OFFER GENERATION PITFALLS TO AVOID

Following the steps in the Offer Generation Playbook sets you up for success in finding and converting Agent-Ready leads into Offer-Ready buyers. However, it’s not all sunshine and rainbows! Here are three common pitfalls to avoid:

PITFALL #1: YOU SPEND TOO MUCH TIME WITH BUYERS WHO AREN’T BUYING NOW.

It’s easy to do. You’ve likely been taught to work every lead until you can’t work it anymore. But spending countless hours touring buyers around neighborhoods when they’re two years away from buying is taking away valuable time that could be spent with Offer-Ready buyers.

Prioritize your leads using the explicit and implicit signals discussed in this playbook to quickly determine your buyer’s motives and timeline. Spend your time and energy on the ones buying NOW.

PRO TIP :
Rely on Zurple marketing automation to nurture leads who aren’t in buying mode so you can invest more of your time helping your Offer-Ready clients who are.

PITFALL #2: NOT EDUCATING BUYERS ON THE OFFER PROCESS

There are always moments of indecision for both new and seasoned buyers. Unfortunately,
these moments of second-guessing can result in a missed opportunity for your clients.
Particularly in hot markets, hesitating, making a low offer or other stumbles can be the
difference between closing the deal or going back to the beginning.

Educate your buyers on the offer process early on: walk them through the purchase agreement, market dynamics, home prices and recent sales. This way you both can move confidently and quickly when it comes time to write the first offer.

PITFALL #3: MISSING BUYING MOMENTS

Finding the right match between an available home, your client’s desires and their budget isn’t easy. That’s why it’s crucial that you don’t let them miss out when they’re in front of their “perfect” home. Clients won’t always tell you when they’re ready to buy,so it’s up to you to read their body language, behavior and non-verbal cues to help you determine when they’ve found the one. Use these moments to ask the questions that get them to the offer table.