Effectiveness in lead nurturing today is even more important than it was a few years ago. The digital age has brought about shorter attention spans in viewers, leaving realtors with a narrow window to grab their attention and keep it rolling.
In two directly connected statistics about Real Estate, 67% of the business aren’t nurturing leads, resulting in only 3% of the market actually purchasing something.
Fortunately, a handful of reliable Real Estate CRMs in the market help businesses segregate and score leads effectively. In addition, these CRMs give businesses a tool to better manage the leads they are generating, thereby making it possible to allocate resources optimally.
In fact, a business doesn’t see only a specific type of lead; they can be categorized into four separate heads. Based on the type of lead, businesses can then mobilize resources to nurture it accordingly. Experts tell us that automated lead nurturing can boost a whopping 451% in qualified leads. All of this can be done quite smoothly with solid Real Estate CRM Software.
Lead Categories
The entire lead nurturing process depends on how “hot” or “cold” a lead is; you must approach it according to its position in the Real Estate sales funnel. Here are the four categories that Real Estate leads can be broadly classified into:
Hot Leads
The leads that hover close to homebuyer consultation or listing appointments are categorized as hot leads. Your business should be planning to move on this lead within 30 days. Ideally, it makes sense to stay in touch with these leads at least thrice a week: it can be through appointments or property tours, consultations, or even presentations of listings. There is a high likelihood of a sale when a hot lead is nurtured right. Using Real Estate CRM automation, hot leads of your business can be prioritized, and every interaction set to alert, allowing your executives to be quick in responding.
Warm Leads
When a homebuyer is in the warm lead stage, they show a strong interest in your business. Maintaining subtle contact with these leads without being too intrusive works well to bring them in. This is where a CRM solution can come in handy; automating certain communications can help you stay on track and never miss a message. A phone call or text each week should do it. Stoking a warm lead in the right direction keeps the lead informed about the latest mortgage rates of their properties. Other information you can give a warm lead includes the latest properties or trends in the market. The key is to make them feel part of the loop.
Your business should monitor warm leads closely so that you know when to move them further up the lead list. These leads can convert to hot leads.
Lukewarm Leads
Lukewarm leads can be a little tricky to handle. These are the largely undecided buyers on property purchase and are venturing out with their ideas, discovering the market, or just looking around. Keeping in touch with these leads with a little tact can be moved up to warm or even hot lead positions. Use CRM messaging automation features to drop in a call or a message every fortnight, to check in with them, or to inform them about any changes in the properties they were interested in.
Cold Leads
Every business comes across some leads that display minimal intention of purchasing. Compared to lukewarm leads, cold leads tend to drop out of the sales funnel rather soon. However, this does not mean that you ignore them; they can potentially turn into lukewarm or warm, or even hot leads. Check-in on these leads once every two months and update the latest numbers and figures of the market.
In an interesting study, it was found that 50% of the homebuyers go with the business that responds to their query the quickest. Understandably, promptness in responding to a potential customer can be limited with manual capabilities. Automating the lead nurturing process using a good Real Estate CRM can achieve the swiftness required to nurture leads.
Combining marketing automation and Real Estate lead nurturing together can result in highly efficient sales funnels. Sell.Do makes it possible by being India’s only fully integrated CRM solution.
Lead Nurturing With Sell.Do
A holistic CRM that lets your business automate the entire marketing process and monitor the leads generated from it in tandem, Sell.Do is Real Estate made easy. With Sell.Do, Lead nurturing can be completely automated right from the generation stage.
Through contact forms, Sell.Do automatically captures lead data and segments it according to custom segregation fields created by the brand. Automated pre-sales calling, messaging, scheduling appointments, and property tours: Sell.Do is capable of handling leads at every stage in a business pipeline.
Conclusion
Business depends on leads. It only makes sense to nurture them into conversion. Sell.Do is a Real Estate CRM software that helps businesses care for their leads in a subtle, sensitive way. Never let your business lose a lead again. Consider Sell.Do.
