Since she entered the real estate industry in 2006, Houston-based real estate agent Lacrima Cosenan has faced the same challenges many of her fellow agents in the industry encounter: turning real estate leads into sales. As a busy mom of two small children, a wife of a successful architect and the founder of a health coaching business, she says, despite her harrowing schedule, “I’ve found that building relationships to build real estate leads has been the best way to keep and grow my business.”
How has Lacrima kept herself top of mind in her clients’ eyes in order to turn her real estate leads into clients?
- Establishing long-lasting, deep relationships with past real estate clients.
- Keeping in touch with them on a regular basis. A follow-up call or email usually does the trick.
- Offering great information about real estate and other non-real estate issues that are important to them.
- Being upfront and honest.
- Showing genuine care.
These have all helped her stay in people’s minds when they look for advice or need a resource, which usually leads them to seek her help when it comes to real estate.
Real estate agent Iris Velazquez also finds building relationships the best way to turn her leads into sales. As a first-time homebuyer before she even got into real estate, Iris hadn’t realized that deciding to work with the home selling agent would be to her detriment.
“I made the mistake of working directly with the listing agent,” says Iris. “At the time she did not explain to me that she will only be looking for the best interest of the seller. Even though we love the house, in retrospect, I believe we missed out when I bought the property.”
So Iris’ mission when she made the switch to real estate from business was to educate her clients first and foremost. In addition, she strives to make them feel comfortable and to lend them an ear whenever they need it. Though cultivating relationships with clients who are either selling and buying homes takes time, Iris believes it is time well spent.
“People can tell, when you have their best interest at heart,” she explains. “It might sound cliche, but I truly believe that people do not care how much you know until they know how much you care. People come to me and are referred to me because I have proof of being trustworthy, a women of integrity and having the willingness to work hard for them.”