It’s About the Long Game

Real estate success is built on relationships. If you maintain conversation with your database, especially those who have not been a client yet, or convert initially, you build trust and increase the chances of working with them in the future. 

You are building a relationship as a trusted adviser.  More than just getting them through the transaction, their forever go-to.

What you say Matters

Do you need an email reminding you the clocks are changing?  Another Happy Holidays email from someone you barely talk to?  I don’t, and I am the everyday consumer.

What you put out is what you get back, on social and email campaigns.  Custom content showing value is what the consumer reads. 

People Refer People

Even if a contact doesn’t transact themselves, they can refer friends, family, or colleagues. Consistently staying in touch keeps you in their mind as a trusted professional.

Give them referrals for home project specialists.  Have a favorite home warranty?  Share it.  A report about real estate market trends in their neighborhood? Great, send it.  Home valuations?  Make it count.  

Timing is Everything

A lead that didn’t buy or sell in the past may not have been ready at that time.

Circumstances change, and people’s needs evolve. Staying in touch ensures you're top of mind when they are ready to act.

Perception of Value

Leads are valuable assets, not just names in a database. Treating them as ongoing opportunities, rather than writing them off as ‘past’ or ‘closed’ or ‘dead’ increases the likelihood of re-engagement.

Follow-Up is the Issue

The real problem isn’t ‘bad leads’. Follow-up is necessary. Many leads slip through the cracks because agents stop reaching out too soon.  A CRM with automation and customization takes care of this big issue.

Marketing Mix

It is a marketing tool that can be turned into multiple outreach channels. 

Every brokerage and agent need a marketing mix.  An optimized CRM checks multiple boxes. 

Junk Leads

Sure, there are some junk leads, but there are more nurture opportunities.

With the right messaging, those nurture opportunities can be turned into closed business. 

Everyone is a Potential Client

Agents are either working with active buyers and sellers, or potential clients.

No ‘past leads’ or ‘past clients’.  Every person, every contact, every lead, regardless of how far removed from your inner circle, how old or inactive they may seem, has the potential to convert into a client or provide referrals.