Relationships >> RElationships >> REALationships
A guest post by Tawd Frensley, PropertyMinder's VP of Marketing and Sales
A lead is nothing until you communicate with them.
This falls under qualification (that is, leads you have purchased or that have been routed to you from your broker).
This communication will prove the lead as either "hot" or "cold".
However, just as hot water slowly cools off, so do leads.
Your consistent interaction via email, text, or voice maintains the warmth of the lead throughout the sales cycle.
But what creates the most "warmth?" Emails are often ignored since the average person opens only 10% of the emails they receive. So you may send 30 emails per client a year, but months may go by without your clients truly seeing your value.
98% of text messages are viewed. Some of you may not want to text your clients, but in actuality texts may be preferred by many of your contacts, since they may not be working during the day.
The more traditional approach, phone calls, may seem daunting to you, BUT they are imperative.
Often, tone is not conveyed via text. However, the sincerity in your voice will never be confused.
Marketing is simply reminding your target audience that you exist. Your real estate business exists because of referrals. Referrals are the culmination of top-of-mind awareness and the strength of your client Relationships.
The strength of your relationships increases the amount of referrals you get. So, just because you have a Client Relationship Manager (CRM) doesn't mean it will create RElationships (REAL-ationships) for you. Just because your CRM sends emails, doesn't mean your clients open them. And just because your email signature says you appreciate referrals doesn't mean you will receive them (as much as you would like).
Want to learn more? Comment, or call or email me directly.
Let's kick butt together.