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Amidst the spread of COVID-19, it’s more difficult than ever to continue business as usual. But while showings and open houses may be paused, there are scripts and strategies you can use to combat objections when it comes time to lead generate.

Here’s what you can do:

Keep the long game in mind. Many buyers may be backing out of the market right now due to concerns over this coronavirus. However, you can use this time to build long-term relationships that will come to fruition eventually. It doesn’t have to be about closing them now, but keep being their resource, providing valuable market information, and you’ll find less objections to stand in your way.

Focus on the positive. Interest rates are low and there’s less competition right now. Yes, showings might be a little more difficult, but doing the pre-work now (getting pre-approved, determining what they want, attending some virtual showings), will help them be prepared when they can finally shop around for homes in person.

Leverage technology. Those who were home shopping before COVID-19 halted everything may still be interested, and you can provide some comfort if you have technology that can assist them, at least in their preliminary search. Use virtual tours or videos to showcase properties, and for consultations, use Zoom to create those in-person-esque bonds that you can’t build through phone calls or texts.

Don’t ignore the truth. With the spread of COVID-19, consumers are wary about how they should proceed and what the future may hold. Embrace the truth—no one knows for sure what is going to happen. Offer the information you do have, be honest about what you don’t know and let them know that your fiduciary responsibility is to always fight for and support your clients as best as you can.

The best thing you can do right now is leverage virtual technology, keep making those calls and building connections, and be honest while still supporting the homeownership dream.

Liz Dominguez is RISMedia’s senior editor. RISMedia is the residential real estate industry’s definitive source for news and information.

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