Where Did All Your Leads Go?

Real Estate Agent with RealtyPlug

LEADS – They’re the lifeblood of just about every real estate marketing campaign, especially yours.  And it hurts so bad when you’ve work so hard to convert one, to find out they’ve decided to take their business elsewhere.

Why have they left?  Only you can find out, and only you can avoid it.   Here are 3 mistakes often made that you should avoid so that your leads will pick up the phone and call you when they’re ready to make a move.

1. The Emails and Updates are Irrelevant

Are the emails, and Facebook and Twitter updates meeting your clients’ needs? Do you know their needs? Putting together a survey, or even asking your network what information they would like to see the most can provide you with some great insight into what you can use.

If you use a CRM application, which I highly recommend, make notes on things you learn about your clients.  Schedule occasional alerts to send a single email to that lead about something they are interested or that you have in common – they’ll take note of your attention to detail and interest in them.

The point is, be strategic and targeted about what you are providing.  Your leads will notice you!

3. Too Repetitive

Sending the same (or relatively the same) information will put anyone off. Switch up what you’re sending out. Events, attractions and ore things to do in your market area are always great ideas to include in the materials you are sending out.  It doesn’t all have to be about real estate.

4. Lacking Personality & Insight

Avoid the canned newsletters.  Do you really think that pre-written newsletter about how to steam clean carpets is going to leave a lasting impression about your service?  I don’t see these types of correspondence a good way of making people feel like you are being attentive or that you really know what you’re talking about it. Sending these out would be more like saying “I really don’t have anything to write about, and I don’t care about your needs!”  Tell your clients something they’re not going to find on their own, and do it with your own personal touch.  It does have to be ground breaking news, or to die for insider tips, just something that shows them you are a real person and do know the community.



Posted by

Bryan Bowles
Founder of RealtyPlug

Easily add a property search to your Facebook page, websites and blogs using RealtyPlug real estate marketing tools!

Krystal Knott
Christie's International Real Estate - Summit Colorado - Breckenridge, CO
Breckenridge CO Real Estate & All Summit County CO

Bryan, your post has wonderful tips!  We like to send a monthly newsletter out but I create the entire thing. I usually highlight a restaurant, 2 great deals, one of our listings, a market update, events in the area, industry update, etc.  I'm not into the steamed carpets information.  I like #2 in your post and will try to be more diligent in sending individualized emails to specific clients.  Thanks again, have a great day!  --Krystal

Oct 05, 2011 10:01 AM
Adam Todd
LeadTrader PRO - Miami Beach, FL

another effective way of using your CRM/IDX is to look at what properties your leads are looking at when they return to your IDX site. If they look at a certain property more than once or forward it to a friend or save it then send them a quick email asking if they'd like to go see it with you, and maybe give them some general info about the neighborhood. Doesn't really matter what you say, just the fact that you took the time to send a personalized email works wonders - Adam

Oct 06, 2011 07:14 AM