Make the Most of Your Leads: 5-Tips for Top Notch Lead Management

Services for Real Estate Pros with Mojo Selling Solutions

It’s true. Every once in a while someone calls you and says, “Let’s talk.” They want to buy a house, sell a house, take out an insurance policy, invest in their future via the financial instruments you sell.

But, no matter how good you are, how long you’ve been in the business, those calls are too few and far between to make a living at it. To succeed, in good times and bad, you’ve got to get up in the morning and start beating the bushes in search of those people who need your services but just don’t know it yet.

You can get by using a manual lead management system you’ve devised especially for you—that organized chaos you call a filing system where only you know where everything is…sort of, most of the time. Or, you could do what the best brokers and agents do—implement a lead management software application to power up your performance.

Here are 5 ways to make the most of managing your leads:

1. Automate, Accelerate

Paper has it place. It’s served mankind well for thousands of years, ever since the Pharaohs put their policies down on papyrus for most people to despise. But, paper is also extremely inefficient, especially when it comes to managing and growing a thriving sales practice. Jotting notes on pieces of paper, filing them (hopefully where you can find them later), shuffling them from one sales call to the next, doesn’t make sense (or cents) when you can automate your sales calls records, connect it to a power dialer and actually manage and cultivate your leads the way you can with lead management software applications.

2. Lose the Losers

With a robust lead management software application, you’ll be able to jettison those folks who do not now, nor will they likely ever, want to talk to you. Unqualified leads don’t do anyone any good. They’re a waste of your time and the people you’re needlessly calling. Using lead management software, you can parse your call results and file those dead leads away in a safe place, out of your way, yet, still close at hand should you ever decide you need to increase your odds in some bizarre game of telephone number poker and pull a couple of aces out of your electronic sleeve.

3. Make the Most of Your Data

Too much information, you’ve heard the phrase before. And, it’s true, we are inundated with information. But some of it, a lot of it, is valuable in your quest for the next hot prospect—if you can find it when you need it. Use lead management software to mine the gold nuggets in your data. Slice and dice the information to maximize the results of your time spent slogging it out cold calling. Lead management software lets you work efficiently; act on hot leads right away and follow up on the leads you’ve flagged as warm next.

4. Flex Up, Flex Down

Use a power dialer—up to three lines at once—when you’re casting a wide net; use a single line dialer and Click to Call capabilities when you’re nurturing your hottest opportunities. The best lead management software lets you customize your sales calling process to best suit the type of work you’re doing at any given moment.

5. Organize, Optimize

One thing lead management software does better than almost anything else is give your workflow logic. Organize your calls into categories: Hot lead, warm lead, not yet, dead lead. You’ll never sell to everyone, that’s a given. But, the ability to optimize the fruits of your labor to eliminate bad numbers, remove people who are on the Do Not Call list, or who otherwise will simply never lead to a sale is time saved. Time is money. And money is why you keep showing up and doing what you do, right?

'Mojo's unique sales tool, The Mojo Sales Engine, combines both lead/list management and the industries favorite multi-line power dialer in to one, robust, extremely efficient tool that dramatically increases the efficiency and productivity of thousands of agents from all over North America. For more information, visit their website'

Posted by

Mojo Selling Solutions


Comments (24)

Mike Cooper, Broker VA,WV, MD
Cornerstone Business Group Inc - Winchester, VA
Your Neighborhood Real Estate Sales Pro

Thanks for the reminder Mojo SS.  I'm just starting to get my automation working well, and I love it.  Every nugget like this helps gain ground.  Keep posting! 

Apr 01, 2011 01:26 PM
Robert Schmalz
West Los Angeles Real Estate Group - Santa Monica, CA
Cal. Lic Broker

Nice post. Very to the point and simple. We sometime over-complicate everything. This shows that we do not need to over-complicate a subject like organizing and llosing the losers.

Apr 01, 2011 01:56 PM
Cory Barbee
San Diego, CA
Broker (760) 563-4022

Great post on maximizing and being efficient with lead generation....the life blood of our business!

Apr 01, 2011 03:10 PM
Tanya Van Blake-Coleman
Van Blake-Coleman Realty, St. Thomas/ - St Thomas, VI
Improving the Quality of Your Life

I have got to get on this band wagon. Organize, organize, organize and oh, yeah did I mention organize.

Apr 01, 2011 04:20 PM
Steven Beam
RE/MAX Alliance - Parker Colorado Real Estate. - Parker, CO
Parker Colorado Real Estate

I wish it were really that easy.

Apr 01, 2011 04:30 PM
Dave Halpern
Dave Halpern Real Estate Agent, Inc., Louisville, KY (502) 664-7827 - Louisville, KY
Louisville Short Sale Expert

It's too easy to procrastinate the follow up on leads. It takes structure and discipline.


Apr 01, 2011 04:53 PM
Mimi Foster
Falcon Property Company - Colorado Springs, CO
Voted Colorado Springs Best Realtor

the best one on here is to lose the losers.  How much time do we waste in pursuing perspective lead who were never really leads to begin with, they just wanted to know the price of a home for their Aunt Betty.

Apr 01, 2011 05:34 PM
Carla Freund
Keller Williams Preferred Realty - Raleigh, NC
Carolina Life RealEstate & Relocation 919-602-8489

Great advice here! Thanks for sharing and encouraging!

Apr 01, 2011 06:10 PM
Christine Donovan
Donovan Blatt Realty - Costa Mesa, CA
Broker/Attorney 714-319-9751 DRE01267479 - Costa M

One and three make so much sense to me.  It's just hard to get it all together.

Apr 01, 2011 06:14 PM
Mike Mayer
Mike Mayer, Broker/Owner - i List For Less Realty, LLC - Lafayette, LA

Discipline and my Agent Office work wonders for me!

Apr 01, 2011 06:38 PM
Cheryl Ritchie
RE/MAX Leading Edge - Huntingtown, MD
Southern Maryland 301-980-7566

The point is to have a system, whatever the system is that works for you and that you will continue to consistently do!

Apr 01, 2011 06:49 PM
Fernando Herboso - Associate Broker MD, & VA
Maxus Realty Group of Samson Properties - Clarksburg, MD
301-246-0001 Serving Maryland, DC and Northern VA

Its amazing what technology can do for your business.. .its all about control

Apr 02, 2011 12:08 AM
Malik Crichlow
GoodBuy Homes NJ Essex & Union County Real Estate specialist - Maplewood, NJ
Maplewood,SouthOrange,Union Real estate

good post, thanks for sharing!

Apr 02, 2011 01:20 AM
Melissa Zavala
Broadpoint Properties - Escondido, CA
Broker, Escondido Real Estate, San Diego County

Never heard the phrase 'lose the losers' before but I think it's a good idea. I guess it's like 'fish or cut bait.'

Apr 02, 2011 02:44 AM
C. Lloyd McKenzie
Living Albuquerque - Albuquerque, NM
Living Albuquerque

mojo rocks!

Apr 02, 2011 09:36 AM
Barbara Michaluk
Weichert Realtors | Phone Direct 240-506-2434 | 301-681-0550 office - Silver Spring, MD
Leisure World Specialist / Full Service REALTOR

You have emphasized the importance of a system in place that is not on paper to follow up with leads.  There are many people that make contact but are not ready to purchase.  It's in our interest to have an effective system in place to follow up with these people who will eventually be ready to buy or sell.

Apr 03, 2011 02:00 AM
Susie Lemons
Keller Williams, Tulsa OK - Tulsa, OK

As simple as Outlook is I utilize it!  Database, calendar, sticky note follow ups! Not high tech but it works! Now if I could just find the time to always do everything on my lists!

But I agree,.....find a system and use it!

May 13, 2011 02:29 PM
Phil Leng
Retired - Kirkland, WA
Phil Leng - Retired

Hi Mojo,

Don't know who you are, but I like this blog.

Thanks for sharing it


Jun 16, 2011 11:06 PM
Inna Ivchenko
Barcode Properties - Encino, CA
Realtor® • GRI • HAFA • PSC Calabasas CA

Great timeless blog on handling the leads.

There is another one: '' Be human, not a machine, but automate like one'!

Congratulations on the feature:)

Oct 10, 2013 04:53 AM
Tracy Santrock
Santrock Realty Group Inc. , - Cary, NC
Raleigh - Cary Broker

In real estate it is the difference between hunting and farming.  You have to be a hunter to seek out opportunities for long-term success.

Jul 05, 2017 03:05 PM