Make the Most of Your Real Estate Leads

Real Estate Technology with IXACT Contact Real Estate CRM

Make the most of your real estate leads with a CRM for RealtorsIn real estate sales, it can be easy to find yourself chasing dead leads and/ or not converting them into clients. We hope that these three tips will help you make the most of your real estate leads:

Tips for Making the Most of Your Real Estate Leads

1. Use a CRM for REALTORS®

A CRM for Realtors makes it easy for you to manage all of your real estate leads and their contact information in one place. You can put all of your leads into a special group and then search for this group and send your leads a mass email, a just listed or just sold e-Card or e-Flyer, and/ or assign them to a marketing Activity Plan. Assigning each lead to a marketing Activity Plan is an important part of nurturing your leads effectively, which we’ll discuss later in this article.

2. Qualify your leads properly

This tip is from one of our affiliates, real estate trainer Richard Robbins of Richard Robbins International. Make sure you ask every real estate lead three key questions: 1) where are you moving to? 2) when are you looking to move? and 3) why are you moving/ thinking of buying or selling?

It’s important to ask these questions to determine how serious the lead really is. Note that the prospect doesn’t need to have an answer to all three questions. For example, they may not know where they want to move and when, but they do know that they have to move in the near future because of an upcoming job relocation.  If this is the case, be sure not to discount them.

3. Nurture your leads

Lead nurturing is the process of keeping in touch with your prospects over time (and building your relationship with them) until they’re ready to use your services.

Use your CRM for Realtors to schedule “keep in touch calls” and assign your leads to marketing Activity Plans. A marketing Activity Plan for email is a series of emails that go out automatically at various time intervals. Your CRM for Realtors should have a number of different campaigns created for you and designed for different types of leads, such as for-sale-by-owners (FSBOs) or renters. Activity Plans can also be comprised of letters or a mix of emails and letters.

IXACT Contact’s CRM has a comprehensive library of email and letter templates to choose from. The system also comes with a professionally written and designed monthly real estate newsletter, which is great for sending to your leads.

When you’re making the most of your real estate leads, you’ll find that you’re maximizing your time while building a successful, flourishing business.

Of the tips we discussed above, which one do you believe is most valuable/ important? Leave a comment below!

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IXACT Contact helps you build lasting relationships with past clients, hot prospects, and important referral sources, keep in touch with clients the right way, generate high quality new leads, and manage the transaction side of your business, keeping you organized and in control.
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Mark Loewenberg
KW of the Palm Beaches - Palm Beach Gardens, FL
KW 561-214-0370

a crm is the ONLY way to go.. glad this is a tool that offers a 5 week free trial great idea

Oct 26, 2012 12:37 AM #1
Steve Warrene
Your Town Realty - Lower Burrell, PA
Pittsburgh Real Estate Investment Specialists

I agree that a CRM is important.  I'm in the process of redoing my setup and systems.  Not sure if I'm going to keep my current CRM

Oct 28, 2012 11:10 PM #2
Rich Gaasenbeek
IXACT Contact Real Estate CRM - Toronto, ON
Real Estate CRM & Marketing Made Easy!

Mark: Thanks!

Steve: If you'd like to disucss IXACT Contact, feel free to give us a call directly at 1-866-665-0018 :)

Oct 29, 2012 12:11 AM #3
Inna Ivchenko
Barcode Properties - Encino, CA
Realtor® • Green • GRI • HAFA • PSC Los Angeles CA

Can you tell more about better lead nurturing, please. The problem is that the client might visit many websites when they look for information and register on few of them. Often these customers already have a realtor, but they more proactive since it is easy these days to do own research . All those realtors, who received a new cold lead, start following them and send the same listings and updates( we all pull houses from the same mls). To add a personal touch and keep in touch for a long time~ this is the difficult part of following many leads and win over the competition......

Oct 10, 2013 03:59 AM #4
Rich Gaasenbeek
IXACT Contact Real Estate CRM - Toronto, ON
Real Estate CRM & Marketing Made Easy!

Hi Inna! To keep in touch effectively, IXACT Contact has drip marketing campaigns for different lead types (such as seller leads, buyer leads, etc) and a professionally written and designed monthly e-Newsletter. These keep in touch tools will ensure you're providing value to the lead, standing out from your competition, and converting your leads into clients. We would be more than happy to discuss further  - call us at 1-866-665-0018 or send us an email at

Oct 10, 2013 06:31 AM #5
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Real Estate CRM & Marketing Made Easy!
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