Using Real Estate CRM to Convert Leads into Clients

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Published: 18th June 2015
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As a REALTOR®, the truth is that you likely invest a lot of cash getting new real estate leads. But once you obtain these leads, do you have a strategy in position to turn them into clients?
As you know, not all leads are prepared to buy or offer right away. If you are failing to remember to keep in contact with these leads, then in several weeks, four several weeks, or one season, when they are serious about dealing with an broker, it probably will not be you that they will seek the services of.
In this content, I’m going to demonstrate you how you can use your property CRM to very quickly, increase the possibility that each and every cause you get transforms into a customer.

1.Add each lead you receive to an appropriate drip marketing campaign
One of my clients Mark, gets approximately five new leads on a daily basis. Each lead, is of course, different in the sense that one could be a potential buyer, another a potential seller, and yet another a for-sale-by-owner (FSBO) lead.
Mark assigns each lead an appropriate nurture campaign that’s already pre-loaded in his real estate CRM. He uses email campaigns but a good CRM should have the option of sending either emails or letters (or both).
Mark does this to stay in touch with his leads over time. Emails are sent out automatically at scheduled periods from the software which saves him a ton of time. And at certain points, the system prompts him to give the lead a call.
If you would like to keep in contact with your leads easily and successfully with very little time on your end, drop marketing strategies are essential.

2.Send a monthly e-Newsletter and Just Listed e-Flyers
The next part of your lead nurture plan should be to send out a per monthly real estate newsletter filled with useful details that the leads would want to get.
A publication achieves these things; 1) it’s a way for you to remain “top of mind”, 2) it allows immediate results in choose up the cell-phone and contact you, and 3) it roles you as an power or “expert” in property with excellent skills in your area.
It’s also a good practice to send out e-Flyers to leads with properties you’ve just listed that may be of interest to them.
A great real estate CRM will come with a professionally written and designed monthly e-Newsletter and a number of design templates, for Just Listed and Just Sold e-Flyers. These types of marketing pieces are fast and easy to send out and are very inexpensive when compared to other marketing like direct mail or paid advertising.

3.Check campaign reports
Log into your CRM and look at who opened and read your e-mails and who visited on the hyperlinks within them. When you see who is most engaged with what you are sending, you can identify potentially hot leads.

Note who are these leads are and give them a call. Ask them if they have any concerns about what you have sent out and if they would like to understand more, and record the discussion in the lead’s interaction record in your property CRM for upcoming referrals (and for discussing factors when you call).

4.Schedule monthly check-in calls to your hot leads
First, you will want to put all of your “hot” leads into a particular team so you can quickly look for and take them up in your CRM. You likely have an idea of who your hot leads are (pay interest to those who have addressed the e-mails you have sent out and are engaged).
Then, give these hot leads a little bit of additional “TLC.” Routine per month (or more if you experience it’s necessary) check-in calling. Your CRM will emphasize you who to cellphone and when once the calling have been planned. Observe that it’s essential that these calling do not become revenue pitch. The concept of the calling are to see if you can be of support in any way to the cause.
Perhaps he or she has concerns, needs a suggestions on a reliable house expert, would like to see a property, or would like some industry details. If so, you are there to provide this useful information.

A study by PCMS Consulting and One Cavo found that 75% of real estate leads generated online are lost. Are you losing leads? Having a plan to nurture each lead you receive and convert them into clients is critical. If you incorporate the suggestions I’ve discussed in this article into your business, you’ll be on the right track to lead conversion success. Good luck!

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