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4
Managing Customer Relationships for Real Estate Agents
A real estate agent's lead pipeline is different from those in virtually any other industry.
When it comes to nurturing leads and guiding them through the process, real estate clients are less like consumers – who compare a few options and then buy – and more like businesses.
What does that mean? Well:
- Unlike most consumers, real estate clients can take a year or more to make a decision.
- They have multiple points of comparison (agents, properties) and lots of information.
- Their decision-making process is very nonlinear, and it can start, stop, and start again.
For all these reasons and more, real estate customers are not always the easiest to keep track of. The main advantage a real estate agent has is his or her ability to build a personal relationship.
When you have a strong, ongoing relationship with a prospective buyer or seller, that person is much more likely to ultimately come to you when it's time to move the transaction forward.
You brought your relationship-building skills to the table when you joined the industry, of course. But without a method of tracking each customer and where they stand in the process, it becomes very difficult to follow up with relevant information at precisely the right time.
Pipeline Management Keeps Your Prospective Customers Moving Forward
The ability to stoke the relationship and keep it going – by adding value at every stage until a decision is reached – is called pipeline management.
Pipeline management includes everything you can do to boost customers' trust in you and help them feel supported in making their transaction. Although you can't truly control their timeline, you can help them feel that now is the right time to move forward. That helps them take action sooner.
Modern pipeline management happens on a wide variety of levels:
- Gathering information about customers, learning their needs, and tracking their status.
- Providing valuable content and insights through email, Web, social media, and phone.
- Maintaining an ongoing flow of new leads through live events such as open houses.
- Following up in a sustained, structured, appropriate way based on each lead's status.
Needless to say, it's not easy to keep track of all these details. People are constantly moving, their priorities shifting and their needs changing. They can also drop off your radar suddenly by choosing another real estate agent or deciding that now isn't the right time to take action after all.
Now, there's a solution that allows you to retain complete awareness of your lead pipeline. You can stop worrying about the logistical overhead and simply focus on what you do best: Helping people find the right home or the right buyer for them.
We call it Pipeline Manager.
DeltaNet Pipeline Manager Makes Life Easy for You and Your Leads
Delta Media Group is pleased to present the Pipeline Manager, a modern solution for staying in touch. Pipeline Manager enables you to sync your Google or Office365 accounts with DeltaNet to:
- Manage your entire spectrum of contacts more effectively.
- Provide better service to both your clients and future clients.
- Close more deals better and faster than you ever have before.
Pipeline Manager breaks down the work of sorting through your collection of leads and how you can best meet their needs in a day. You get a full list of active customers, the activities you need to complete for the day, insights into the fresh leads you collected over the last 24 hours, and upcoming tasks for the future.
You'll also be able to visualize your entire sales pipeline: Pending sellers, current sellers, current buyers, potential buyers, and prospects across your entire business. It's truly never been easier.
To find out more or get started, contact us today.
