Occasionally, leads may claim they didn’t inquire or show hesitation to engage. This can often stem from how the lead is approached. It’s important to align your outreach with the intent of the lead to build trust and open the conversation. Here’s how to handle these situations effectively.

Why Leads May Say This

• Exploring Options: Many leads are top-of-funnel, checking their home value or exploring cash offers.
• Forgot Their Inquiry: Consumers may not recall clicking on an ad or providing their information.
• Approach Misalignment: Sometimes, objections arise because the lead was approached incorrectly, such as focusing on selling too early.

Understanding Lead Intent

SOLD.com runs targeted ads like:

• Request a Cash Offer
• Get a Free Home Valuation

You can see the Client’s Intent in your Agent Portal under the lead details. Knowing the intent helps you tailor your outreach effectively.

Best Practices for Approaching Leads

1. Cash Offer Requests

If the lead requested a cash offer:

• Approach Script:

  "Hi [Lead’s Name], I noticed you were interested in exploring cash offers for your home. I’d love to discuss your options and answer any questions you might have about the process. Is this something you’d still like to explore?"

• Avoid This:
  Jumping directly into questions about selling without acknowledging their interest in cash offers.

2. Home Valuation Requests

If the lead inquired about their home’s value:

• Approach Script:

  "Hi [Lead’s Name], I saw you requested a free home valuation. I’d be happy to provide you with an updated value and share some insights about your local market. Does that sound helpful?"

• Avoid This:
  Assuming the lead is actively looking to sell without addressing their curiosity about their home’s value.

Actionable Tips for Agents

• Acknowledge and Validate:
  Start by easing the lead’s concerns if they claim they didn’t inquire.
  Example Script:

  "I completely understand—sometimes people forget they clicked on an ad or entered their information. No problem at all! My goal is just to provide helpful information about your home and the market, whether you’re ready to sell now or just exploring your options."

• Match the Intent:
  Use the intent listed in the Client’s Intent field to guide your outreach. A mismatched approach can lead to objections.

• Focus on Value:
  Position yourself as a helpful resource rather than pushing for an immediate sale.
  Example:

  "Would it be helpful if I sent over some recent sales in your area or a quick equity update on your home?"

Pro Tip for Success

Building trust with top-of-funnel leads takes time and the right approach. When leads express objections, consider if your outreach aligns with their original intent. Adjusting your strategy can turn initial resistance into meaningful conversations and future opportunities.

If you’d like additional support, reach out to [email protected] or chat with a representative directly in your SOLD.com Agent Portal.

By understanding lead intent and tailoring your approach, you can maximize opportunities and create long-term relationships with your leads