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Lead Inefficiency to Lead Efficiency in My Book

By
Real Estate Broker/Owner with NoVa Brokers LLC 0225 094634 VA/ 643686 MD

 

In the morning when I go through my Leads in my email, I would print them out and put them in my lead folder and on the the back of each sheet, make my notes as I follow up and then carry my folder around in my briefcase in case someone from the list would call. 

It is hard to remember who everyone is and when answering the phone after they announce themselves, I would have to find my folder, pull it out, go through 50-100 pages looking for the lead sheet to see who they are and what they are looking for and their reason for contacting me. 

Well, this was not working for me and when someone from the sheet would call, I want to them to know I already know what they are looking for from their previous email. 

So I had to get smarter about this and more efficient.  So I came up with a spreadsheet on excel that included their name, phone number, email, what their reason for contacting me, and the status.  I update the sheet every time their is a change and print out a new sheet and carry in my purse with me.  When someone from the list contacts me then I can easily pull out the sheet and answer, "Yes, Mr. Jones, I will be sending you properties with 3 bedrooms in your area today, all I need is an email address as previously stated in my message to you yesterday around 4:00 pm, right after I received an email from you requesting homes with 3 bedrooms in your area."  They are usually surprised you remember small details about their contact to you and you have a better chance in changing them from a lead to a buyer.  Then it goes to a different sheet . . .

Off the lead sheet and straight into the client sheet . . . Result, New Buyer.

 

 This post is inspired by an Active Rain contest

Eliminating Inefficiences in your Real Estate Business

See link below to be a part of something great and getting wonderful ideas to improve your business!

http://actvra.in/wxG

Posted by

FOR ALL YOUR REAL ESTATE NEEDS

 

STELLA BARBOUR

NoVa Brokers LLC

1483 Chain Bridge Road Suite 103

McLean, Virginia 22101

571-814-3002 OFFICE

703-999-6104 CELL

571-281-2866 FAX

www.novabrokersllc.com

stellabarbour@yahoo.com

Licensed in Virginia & Maryland

 http://www.novabrokersllc.com/

 

 

 

Comments (12)

Will Hamm
Hamm Homes - Aurora, CO
"Where There's a Will, There's a Way!"

Good Job Stella,  What ever works that makes that person feel important when you answer the phone is always a great way to start a great relation.  Have a great day!

Mar 03, 2012 11:04 PM
San Antonio Texas New Homes for Sale
www.sanantoniotexasnewhomesforsale.com - San Antonio, TX
Berkshire Hathaway HomeServices Hill Country

Hi Stella,

 

   Moving leads through a funnel ..sifting and sorting .... tracking and educating ...  works

 

People are on all sorts of pages ...getting organized, fact finding, educating taking away the unknown....fear and procrastination helps clients understand how fun and easy to buy their new home!!!  

Mar 03, 2012 11:05 PM
Dan Hopper
Dan Hopper - Gold Way RE - Westminster, CO
Colorado Broker / Referral Services

Good job, Stella .... we all have to find ways that help us become more organized in order to do a better service to a potential client, and those that we are already working with.  Do what is best for you, be comfortable in that plan, and do not worry if someone falls in the crack... you will recover.

Mar 03, 2012 11:06 PM
Stella Barbour
NoVa Brokers LLC - Vienna, VA
Principal Broker, Serving Virginia and Maryland

Thanks Will for commenting.  You have a great day too.

Mar 03, 2012 11:06 PM
Stella Barbour
NoVa Brokers LLC - Vienna, VA
Principal Broker, Serving Virginia and Maryland

Thanks for stopping by and commenting Robert. 

Mar 03, 2012 11:07 PM
Stella Barbour
NoVa Brokers LLC - Vienna, VA
Principal Broker, Serving Virginia and Maryland

Dan, sometimes we have to be comfortable to remember things.  You are right about that. Thanks for stopping by and commenting.

Mar 03, 2012 11:08 PM
Stella Barbour
NoVa Brokers LLC - Vienna, VA
Principal Broker, Serving Virginia and Maryland

Thanks Erv for stopping by and commenting.  It works and some do lead to contracts.

Mar 03, 2012 11:11 PM
Erv Fleishman
Realty Associates - Boca Raton, FL
Luxury Prop Specialist Realty Associates

Sounds like it leads to contracts. Good luck. 

Mar 03, 2012 11:13 PM
Eva Castillanes
Keller Williams - Thousand Oaks, CA

I completely agree.  I would let leads fall through the cracks because I'd lose track of who I had and would forget to followup.  In the last few months I've been really deligent about putting all of them on a spreadsheet and into my database.  Now it's so much easier to keep track of them.

Mar 09, 2012 06:11 AM
Stella Barbour
NoVa Brokers LLC - Vienna, VA
Principal Broker, Serving Virginia and Maryland

I know Eva.  I would kick myself when I forgot to call someone back or forgot about them altogether.

Mar 09, 2012 09:51 PM
Regina P. Brown
MBA Broker Consultants - Carlsbad, CA
M.B.A., Broker, Instructor

Stella, what about using an online contact database mgmt. system such as Top Producer or ACT with the cloud access add-on ?

Mar 31, 2012 02:52 PM
Stella Barbour
NoVa Brokers LLC - Vienna, VA
Principal Broker, Serving Virginia and Maryland

I have a contat database system for one of my websites but not for everything.  I will look into it.

 

Mar 31, 2012 11:12 PM