Before people start any kind of online purchase, as many as 98% of people do research. So with that said, if you are not on the internet via website, social platforms or email blasting - you are most definitely missing the boat.
For example, according to NAR 48% of agents do not respond to their internet leads. Why in the world would you spend money on leads from Zillow, FaceBook ads or any other service and not respond or taking days to respond back. The fact is, the consumer is most likely to work exclusively with the agent who responds first. Don’t you want to be that person? Remember, it can not be just a one-time response. You have to stay in front of them long term.
The thing that frightens me is that there are people out there spending a lot of money getting their leads and then working those leads off an Excel spreadsheet. Whether you are spending $500 or $5k on lead generation you must have a follow-up system in place. Just imagine how much more you could do if you were set up for business correctly?
The first thing to think about is when is a lead really dried up for you? The only time a lead is dried up is when they flat out tell you they don’t want to talk to you anymore and/or their contact information has gone bad. That’s it. Even if they have an agent or other sales person, the lead is not dried up.
You may close on 1% of your leads a month but your goal is for 3%. It’s great to have that goal, but really what is most important is that you are filling up a pipeline of leads/contacts daily. We know that buyers and even sellers for that matter do not buy or sell from us tomorrow. 80% of any sales are made on the 5th to 12th contact.
So what things can you do to stay in front of them long term and engage them with all those things that will instill trust for the conversion in the future?
Ideally, if you have a drip campaign ready to go on automatically, they contact will receive information the very moment they sign up or log into your designated landing page. Depending on your campaign set up this can happen via text, email and/or PM/DM (via Facebook, Twitter or Instagram).
Let's get this figured out. Here are the Five Most Important Steps to Take with Every Lead?
Step #1 Phone call and/or text
“How can I help you at this time with your research?”
When a lead comes in...pick up the phone and call immediately. If they send in their contact information, including their phone number, it means they are ready right at that moment to receive information. But, it’s not just a phone call, depending on the contact it could be a text. If you have a template prepared for this you can send a text immediately.
Step #2 New lead email
Thanking them and providing a listing or ad that offers info on your services. Just make sure you are sending them information that they are actually asking for.
Step #3 Listings, product updates or specials should be sent regularly and automatically
Real-time and daily if possible for buyers and at least weekly for sellers. Set up pre-set saved searches.
Step #4 Engaging drip campaign using CRM/Messenger Software
At least a year of engaging content via email and texts that are automated. This would include personal touch messages like holiday greetings, birthdays and anniversaries (if you have that information in your contact info).
Step #5 Respond quickly and follow-up
Fast and personalized via phone call, text, video message, email and messenger.
The bottom line is get out there and engage long term. Your business will be better for it because the money really is in the follow-up!
If you are looking for proven and engaging drip campaigns for real estate check us out here.
As always...we appreciate follows, comments and questions. You can find us at EngageMoreCRM on Facebook, Instagram, Twitter and YouTube.
EngageMoreCRM.com
For example, according to NAR 48% of agents do not respond to their internet leads. Why in the world would you spend money on leads from Zillow, FaceBook ads or any other service and not respond or taking days to respond back. The fact is, the consumer is most likely to work exclusively with the agent who responds first. Don’t you want to be that person? Remember, it can not be just a one-time response. You have to stay in front of them long term.
The thing that frightens me is that there are people out there spending a lot of money getting their leads and then working those leads off an Excel spreadsheet. Whether you are spending $500 or $5k on lead generation you must have a follow-up system in place. Just imagine how much more you could do if you were set up for business correctly?
The first thing to think about is when is a lead really dried up for you? The only time a lead is dried up is when they flat out tell you they don’t want to talk to you anymore and/or their contact information has gone bad. That’s it. Even if they have an agent or other sales person, the lead is not dried up.
You may close on 1% of your leads a month but your goal is for 3%. It’s great to have that goal, but really what is most important is that you are filling up a pipeline of leads/contacts daily. We know that buyers and even sellers for that matter do not buy or sell from us tomorrow. 80% of any sales are made on the 5th to 12th contact.
So what things can you do to stay in front of them long term and engage them with all those things that will instill trust for the conversion in the future?
Ideally, if you have a drip campaign ready to go on automatically, they contact will receive information the very moment they sign up or log into your designated landing page. Depending on your campaign set up this can happen via text, email and/or PM/DM (via Facebook, Twitter or Instagram).
Let's get this figured out. Here are the Five Most Important Steps to Take with Every Lead?
Step #1 Phone call and/or text
“How can I help you at this time with your research?”
When a lead comes in...pick up the phone and call immediately. If they send in their contact information, including their phone number, it means they are ready right at that moment to receive information. But, it’s not just a phone call, depending on the contact it could be a text. If you have a template prepared for this you can send a text immediately.
Step #2 New lead email
Thanking them and providing a listing or ad that offers info on your services. Just make sure you are sending them information that they are actually asking for.
Step #3 Listings, product updates or specials should be sent regularly and automatically
Real-time and daily if possible for buyers and at least weekly for sellers. Set up pre-set saved searches.
Step #4 Engaging drip campaign using CRM/Messenger Software
At least a year of engaging content via email and texts that are automated. This would include personal touch messages like holiday greetings, birthdays and anniversaries (if you have that information in your contact info).
Step #5 Respond quickly and follow-up
Fast and personalized via phone call, text, video message, email and messenger.
The bottom line is get out there and engage long term. Your business will be better for it because the money really is in the follow-up!
If you are looking for proven and engaging drip campaigns for real estate check us out here.
As always...we appreciate follows, comments and questions. You can find us at EngageMoreCRM on Facebook, Instagram, Twitter and YouTube.
EngageMoreCRM.com
Amazing content and information!
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