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18
Lead the Way
Lead management is critical to your success as a real estate agent because replenishing your pipeline is essential to ensure that there are always new opportunities on the horizon. But that doesn't mean you should have to invest too much of your busy day into managing leads.
Your lead management strategy, customer relationship management (CRM) software, and other technological tools can all help you cut down on the time it takes to manage leads without compromising on your success rate. The time that you invest in learning about and planning for lead management pays off many times over once you have a streamlined strategy in place.
TIPS FOR LEAD MANAGEMENT
Understand the Background of Leads and Where They Are in Their Journey
While each lead is a unique individual, they also tend to fall into broader categories based on background, finances, age, tech-savvy, and more. Understanding where a lead is coming from and how far along they are on their journey of buying or selling a home will make it much easier to reach them effectively.
Learn as much as you can about your leads, so that you have a plan for how to communicate and know which types of content will interest them the most. The more you learn, the easier it is to segment leads based on lead quality and their unique needs, which will come in very handy when it's time to take advantage of all the modern technology that makes lead management easier.
Millennials and Gen-Z make up an ever-larger portion of real estate clients. These young buyers are often budget-conscious while shopping for a home for the first time. They may have a young family or have plans to start a family in the near future. They're familiar with all types of technology, conducting much of their research and communication online.
Gen X clients, on the other hand, are often the parents of Millenials and Gen Z. They tend to be more financially stable and will likely be looking for different things from a home depending on the age of their own children. While they're not as reliant on technology as the youngest clients, they still do plenty of online research, are often active on social media, and are comfortable communicating on a variety of platforms.
Boomers often have the most financial resources at their disposal and are likely to be approaching retirement – or at least actively planning for it. Their comfort level with technology varies – some are just as active online as other generations, while others prefer more old-school methods of communication.
Be Responsive, Timely, and Ready to Help
Keeping track of where your leads are in the process of purchasing or selling a home is also important. The transition from "just looking" to actively planning a purchase can happen quickly, and you want to be in position to capitalize when the time is right to take the next step. Be ready to reach out with information that is relevant to the specific lead, answer their questions, and show them why you're the right choice for their real estate needs.
A Strong Online Presence Makes It Easier to Attract, Nurture, and Convert Leads
The process of establishing your reputation and real estate expertise with a lead often begins long before direct contact is made. Most real estate leads start their research online. They will check out what people are saying about your brand on social media, discover what your real estate website has to offer, and scan reviews to see what your previous clients have to say about you.
That's why it's so important to take control of your online presence by having a high-quality, mobile-responsive real estate website with strong SEO. It's also a good idea to set up your profiles on all major social media sites, engage with others on those social media platforms, create/share informative content, and encourage your existing clients to leave reviews. Keep track of your analytics to know where your leads are coming from and to tailor your real estate content to the interests of your audience.
Use the Right Technology to Simplify Managing and Nurturing Leads
Your real estate CRM is at the heart of your lead management efforts, and DeltaNET® 6 provides all of the tools you need in one convenient, easy-to-use package. Keep all of the information you need about each lead ready for when you need it, streamline your lead management, and take advantage of tons of automated tools that make your life easier.
• Keep in Touch with Email Marketing Drip Campaigns
Take advantage of My Customer for Life email campaigns to create automated email newsletters packed with relevant information to each lead. Segment leads so that the right content reaches the right eyes, and track your results with easy-to-understand analytics. These emails are downloadable, printable, and offer integrated social sharing to expand your reach.
• Easily Manage Your Real Estate Social Media
Keep your leads up to date on all of the latest real estate happenings with Social Media Connector. These tools make it easy to automate social media posts based on important events while automatically sharing your blog posts, client reviews, market updates, and even My Customer for Life email articles. Maintain an active, information-rich social presence automatically.
• Boost Your Online Presence with Virtual Open Houses and Showings
These days, not every lead is necessarily willing or able to visit homes in person. With Virtual Open Houses and Showings, that's not an issue. DeltaNET® 6 makes it easy to schedule virtual events so that your leads can easily explore – and fall in love with – the homes that interest them the most.
• Convenient Communication with SMS Text Messaging
Text messaging is one of the most convenient ways to reach your leads directly and is especially favored by leads from younger generations. Use real estate SMS text messaging to keep in touch with leads, send out important updates, and send bulk text messages to easily reach large portions of your audience at just the right time.
In the past, effective lead management required much more manual effort and input on your part. Fortunately, that's no longer the case as long as you have the right tools for the job. Whether you're cultivating new leads, nurturing existing ones, or evaluating your process, all of the tools you need are at your fingertips with DeltaNET® 6.
