RISMedia's Real Estate Magazine

MAY 2016

Real Estate magazine is the industry's leading source for real estate news and information since 1980. Published monthly by RISMedia, Real Estate magazine offers timely and relevant real estate news to the industry's top brokers and agents.

Issue link: http://remag.rismedia.com/i/668992

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RISMedia's REAL ESTATE May 2016 75 1 Filter and Segment Leads If you have leads coming in from all directions, you need a system that can flter and seg- ment the database based on your agents' needs. These tools allow your agents to compile workable lists of their leads, what areas/ price points they're searching, their timelines, etc. Agents now know exactly where to start the conversation with each segmented list, and can tailor their message accordingly. This not only saves them time, but also increas- es their productivity and chance of conversion. 2 Follow Up with Purpose and Intent Effective follow-up messages should include purpose and intent based on the lead's behavior. If someone is viewing a particular property on your website, send them an email asking if they want to see the house. Check your data- base for leads who said they were six months out from buying, but have visited your website recently. Ask if they're ready now and offer your services. Instead of blasting out generic messages, build trust by sending tailored messages that solve your lead's pain points. 3 Call More Leads with a Phone Dialer On average, an agent can call up to 30 leads per hour. With a real estate phone dialer, that number jumps to 85 leads per hour. That's 55 more opportunities to sell real estate, increasing your prospecting by 183 percent. More prospect- ing and qualifying of leads means more business. To organize all the leads you'll be calling, make sure you have a real estate CRM that integrates with the phone dialer. This allows you to keep track of your phone calls, emails and any notes you make all in one place. 4 Use Different Methods of Communication Today's technology offers many different avenues to con- nect with your leads. Emails work well during business hours, while phone calls and text messages will be heard quicker on the weekends. If you start with a phone call and receive no response, follow up with an email. Try to match their preferred com- munication style, as well. If they call and leave a voicemail, return the call instead of texting them. If they email you, avoid calling them in response. While utilizing a vari- ety of communication methods can be useful, abusing them can sour your client's experience. 5 Work Smarter Monitor lead behavior and contact them at the most opportune time. By analyzing lead behavior and having tools to show you who to call frst, you can increase your revenue exponentially. RE For more information, visit www.boomtownroi.com/RIS. 5 Steps to Close More Deals with Smart Prospecting L ooking to boost your lead-generation efforts to increase revenue? While more leads might help, 73 percent of them are not sales-ready when first generated. This means only 27 percent of your leads are immediately going to act—which leaves a sizeable chunk of money on the table. To get the most out of your lead generation, you need to start leveraging technology to do what we call "smart prospecting." This technique will help you convert those leads who aren't ready to act just yet, but will be over the next few months.

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