How to nurture real estate leads on and offline

So a prospect clicks through your website and views a few properties.

Your PropertyMinder site automatically captures his name and e-mail. What does your follow-up campaign look like? An automated message perhaps?

In an attention deficit marketplace, response time matters – but not as much as what you say and do next. Leverage client tracking technology to turn a cold call into a warm call.

Lead Intelligence

Internet buyers are “informed, anonymous and in control,” according to REALTOR® Magazine.

They spend an average of 4.8 weeks investigating homes and neighborhoods before contacting an agent, according to the CALIFORNIA ASSOCIATION OF REALTORS®.

“They’ve already done basic research and need a salesperson who can take the relationship to the next level,” REALTOR® Magazine says.

collects and stores data about all client activities. This technology gauges buyer motivation. A broker can then suggest relevant listings that match their search criteria.

With Client Analyzer, PropertyMinder extends its client tracking capability. This tool can interpret and display client activity in an easy-to-read graph.

Following up with relevant material that your prospects value can move real estate leads up the permission ladder, converting prospects to clients to lifelong customers. As trust grows, profits grow. Agents selling to Internet buyers are likely to work only 2.2 weeks with a buyer before selling a property (vs. 7.1 weeks traditionally).

Target Prime Prospects

Traditional marketing starts with collecting phone numbers of potential prospects. Internet marketing begins with collecting their e-mail addresses.

Visitors are more likely to share their e-mail address in exchange for valuable information or discounts.For example, buyers tend to respond positively to Multiple Listing Service (MLS) updates via e-mail, and most homeowners appreciate knowing which homes are selling in their neighborhood and for what price.

To attract prime potential prospects — those who have lived in the same home for more than five years, an agent must anticipate homeowners’ needs. By becoming the local maven of home maintenance (i.e. contractors, landscapers, inspectors, etc.), an agent can build relationships and earn referrals.

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