The shift to online and digital processes have transformed the landscape of the real estate industry, particularly in the wake of the COVID-19 pandemic. As a consequence of this transition, generating and nurturing leads via various internet marketing methods has gotten more straightforward and rewarding now than ever before.

Even though effective lead generation is an essential component of Real Estate lead nurturing, the companies involved in it must recognize that it is not the sole process to achieving measurable outcomes in terms of sales and revenue. Categorizing leads and grading them based on relevancy, as well as allocating vital resources to nurture them properly, are equally important.

Thus, it is crucial that Real Estate businesses classify leads based on the degree of nurturing they require and the potential profits they can bring. All this requires careful planning and meticulous execution. The first step in this process is to segregate leads into various functional categories to determine how best to nurture them.  

Top Categories in Real Estate Lead Nurturing Process

Real Estate lead nurturing involves categorizing leads into the following four types:

1. Hot Leads

Hot leads are those prospects that are interested in a company’s product or service and are ready to take part in the sale process. Hot leads demand the least amount of nurturing as they have a clear goal in mind. They are primarily looking for a buyer’s consultation with a mortgage lender or a listing consultation. 

To engage them effectively, the sales staff can contact hot leads at least three times each week using communication channels such as emails, phone calls, text messages, meetings, and appointments.

An expert real estate CRM software solution such as Sell.Do CRM can be brought in to simplify the Real Estate lead generation process by integrating lead forms with websites, emails, social media, and other digital initiatives. The data from hot leads can then be automatically collected for analysis and tracking. A CRM solution such as Sell.Do can also offer other valuable tools such as lead scoring build-up, alerting salespeople that the lead is hot and requires immediate attention.

2. Warm Leads

Coming off as the second category in the Real Estate lead nurturing process, Warm leads represent those prospects that have already connected with the company’s sales team to ask, seek assistance, or obtain market information about housing.

To engage warm leads effectively, the sales staff should communicate with warm leads once a week, alternating between phone calls and text messaging. They should be upgraded from ‘Warm’ to ‘Hot’ leads eventually to increase the likelihood of conversion.

3. Lukewarm Leads

Coming in as the third, Lukewarm leads show interest in the business, their newsletter, or any other offerings but only on a first touchpoint basis. A phone call, text message, or email would be the best way to stay in touch with them every two weeks. The sales team should maintain contact with them and strive to move them to the ‘warm’ or ‘hot’ lead category.

4. Cold Leads

Cold leads are those that have not indicated a need or interest in the business services you offered them. Such leads arrive at the company’s website primarily via clicking on online advertisements or social media posts.

Scheduling alternate calls, emails, or text messages would be a good engagement plan for them. Again, the emphasis should be on revising their lead classifications to higher degrees of lukewarm, warm, or hot.

Carrying out all these lead generation activities is not an easy process. What can immensely assist Real Estate businesses is a CRM solution that automates and executes lead nurturing strategies effectively and effortlessly.

Easily Leads Categorization with Real Estate CRM – Sell.Do

Sell. Do CRM delivers the entire call-center experience on the go, complete with on-premise and Cloud Telephony support for successful in-person contact with cold leads. It is one of the best Real Estate CRM software solutions in India.

The Cloud Telephony feature ensures that as many of these leads as possible are acquired and engaged with salespeople who can work on them remotely. Furthermore, all lead data and call recordings are automatically saved in the system to generate conversion insights.

Sell.Do Real Estate CRM also provides cutting-edge calling infrastructure with a variety of functions such as:

  • Voicemail, IVR, and greetings are pre-installed for a seamless customer experience.
  • Intelligent call routing automates lead distribution.
  • The sales staff may use the system’s click-to-call feature to make phone calls.
  • SMS marketing solutions that nurture leads.
  • Transactional and promotional SMS that reaches out to your leads at the optimal time
  • Auto-scheduling activities with deadlines and warnings

In Summary

Businesses must not make the rookie mistake of squandering nurturing opportunities by overselling or pushing deals. At the same time, they must not take the situation lightly with hot leads and fall short of consistently following up with them. The sales team must determine when and how to deal with a potential lead based on its respective category.

To carry out this procedure in a smooth, automated manner, businesses need a tailor-made Real Estate CRM solution like Sell.Do. From lead nurturing to strategic marketing campaigns, Sell.Do ensures that the entire end-to-end process of identifying, classifying, and nurturing leads of different categories is made as straightforward and intuitive as possible.