Lead generation is a hot topic in the world of real estate. Many agents believe that if they could just get more leads, they would close more sales and make more commissions.
The stark reality is that the majority of agents don’t actually have a real estate lead generation problem; they have a lead capitalization problem! They simply aren’t capitalizing on the potential business value of the leads they work so hard and spend so much money to generate.
Most Agents see only a tiny fraction of the potential listings, sales, revenue, and referrals they could be receiving from the leads they do generate. This is often because of:
- Poor lead capture and qualification practices.
- Failure to nurture longer term leads and convert them into clients.
- Poor service and attention to detail through the transaction process.
- Failure to keep in touch and build relationships after the deal.
But what do many Agents assume is the solution? More lead generation! And that is the #1 misconception about real estate leads. For the majority of Agents, the real solution is not more leads; it’s doing more with the leads they already have.
Capturing your real estate leads is a timing game. Once a new lead comes in, you don’t have time to waste.
Over 88% of buyers expect a response from their Agent within an hour (RETechnology). If you procrastinate on following up with your leads, they may assume you’re not interested in their business.
During busy seasons it can be tempting to postpone lead follow up with the intention to contact a batch of leads on a weekly basis. But even Agents with the best intentions can fall behind on lead capture, and before you know it, weeks have gone by.
The compelling truth is that 80% of consumers end up working with the first Agent they speak with (NAR). If you wait weeks – or even days – to capture and contact your new leads, you risk losing them to another agent. Make sure you’re the first Agent to reach out to your lead, and not one of your competitors!
Capturing your leads effectively and beginning communications quickly is the best way to make sure you’re the first agent to connect with your lead.
To avoid falling behind on lead capturing and communications, use automated tools to get notified as soon as you acquire a new lead and immediately reach out to them. It’s easier than you think! Use lead capture tools to have your new leads added to your database automatically. This will save you the manual work of adding them yourself.
When new leads are seamlessly coming in to your database, they’ll also be auto-assigned to relevant email marketing campaigns or your Monthly e-Newsletter so they start hearing from you right away.
What if a new lead explains that they aren’t yet ready to make a move? Remember, there is no “no” in real estate, just “not yet.” Make a note to reach out to that person in a few months’ time, and assign them to a longer nurture plan. It’s a good thing to have some longer term leads stored up in your database, they build up your pipeline for future transactions!
Potential new leads find Agents on a variety of online platforms including agent websites, emails, Zillow, Trulia and more. With IXACT Contact you can streamline the process by capturing these online leads immediately in your CRM database and automatically assigning them a nurture email program.
Capturing leads from the web will help you ensure no contact falls through the cracks.
IXACT Contact will generate email alerts for immediate follow-up, assign an email campaign for automated lead nurturing, and even remind you when it’s time to give your lead a call. You’ll be automatically nurturing your new leads from the very moment they send you their information. And thanks to IXACT Contact’s Mobile App you can make notes and create next step tasks after speaking with your new lead, even while you’re on the road!
Online leads are especially valuable because these people are actively looking for an Agent’s help and have voluntarily submitted their information to you. It’s important to follow up with them properly and start the nurturing process as soon as you can. IXACT Contact offers the broadest range of lead capture options available to ensure you don’t miss out on any potential sales.
Keep in touch call reminders are the best way to remember when it’s time to circle back and check in with a past lead. If a couple mentions plans to downsize in two years’ time, you’ll be alerted when it’s time to call them and check in. Meanwhile, since they’re receiving regular email communications from you, you’ll remain top of mind for when they are ready to list their home.
Instead of worrying about generating more real estate leads, start focusing on capturing and nurturing the real estate leads you already have! Start your 5 week free trial of IXACT Contact to capture your leads, and nurture them effectively.
Still looking for more information about real estate leads? Learn the 5 things you should never say to a lead, or read some reasons why you might not be getting leads from your Agent website.