Real estate agents can convert open house visitors into buyers by offering them a "backstage pass" to MLS listings and sorting prospects into an ABC system based on timeline: A buyers in 30 days, B in 30-90 days, C in 90-180+ days. Nurture sequences move lower-intent leads up the pipeline without cold calling.
Questions this video answers
30 days (ready to write a contract).
30 to 90 days.
90 to 180+ days.
One of the best ways to work with what we call a buyers, those that are ready to write a contract within the next 30 days, is to hold open houses. An open house may be not the most sexy thing. It's definitely not bleeding edge technology yet in this market because of the dynamics that happen with the NAR settlement, it is probably the best way to get face to face with a buyer that is unrepresented in the process of showing them the home that you're holding open. It's pretty rare that a buyer is going to walk into an open house and buy that property, but it allows you to build rapport. Get to know them a little bit, let them know that you have an inside path to the mls. So they may be searching on like a Zillow or a realtor.com. those services are typically delayed quite a bit in terms of having the most accurate data and newest listings. So you can literally get them a backstage pass to the mls. And that's usually the hook that you can use to have someone be interested in meeting with you and becoming a client of yours. Another way to build a pipeline of ready, willing and able buyers talking like super high intent, ready to buy in the next 30 days is to create it yourself. We have the ABC system in terms of prioritizing buyers. A is 30 days, you're going to write a contract. B is 30 to 90 days, C is 90 to 180 plus days. You put the proper nurture sequences in place and you add value over time. The C's become B's, the B's become A's. Very few agents are interested in putting the systems in place to nurture leads over time. And they have attention span of like the deal that's blowing up in front of them. Or if you're a buyer, you need to be ready to look at homes and write a contract today. If you could put in a little bit of effort, put in those lead conversion systems, those lead nurture sequences, the C's become B's and the B's become A's. And then you're building a moat around your business because your pipeline always has ready, willing and able buyers raising their hand ready to work with you, pre sold on your services.
