Are you working hard? Too hard, perhaps? Sometimes our culture puts more emphasis on “hard work” rather than on efficiency. Does that mean you should stop working? Absolutely not! But there’s a better way to get the results you want without wearing yourself thin. Here’s how to work smarter, not harder, while cutting down the time and tasks it takes to convert more leads.
Make A Plan. Stick To It.
No one sets out to construct a building without creating blueprints and floorplans first. In the same way, it’s good practice to set up a solid plan before following up with your leads.
With so many different avenues to generate leads, people tend to hyperfocus on lead generation and neglect lead management. What’s the point of generating a ton of leads if you’re not going to do anything with them? (The leads are weak? You’re weak!)
The gold is in the follow up. The best way to maintain consistent (and successful) conversions is to implement streamlined follow up processes. Ben Kinney has his popular “10 Days of Pain” program. You can adapt existing programs to fit your needs, or create your own lead qualification and conversion processes through workflows in a CRM system.
For example, you can create templates for step-by-step follow up with BoomTown’s Action Plans. These automated plans integrate triggered emails and to-do tasks to help you work more opportunities.
You can create different custom templates for leads in different stages in the process, such as brand new leads, leads revisiting your site, seller leads, leads 6 months out from buying, or leads looking in particular neighborhood.
Work Smarter, Not Harder
Do you know what your conversion rate is? Most real estate professionals will give a ballpark range of 3-5%, when in reality, most convert at 1-2%. According to a study by The B2B Lead, a lack of productivity and wasted marketing budget cost companies at least $1 trillion a year.
Do you have inefficient processes that cause your hard-earned leads (and money) to fall through the cracks? Save time and money, while converting more leads by working smarter, not harder, through what we like to call smart prospecting.
Managing your leads through a CRM makes it easy to know exactly how to continue conversations with your contacts, keep them engaged, and get them to the closing table. Know exactly what to do and when to reach out with features like Best-Fit Leads and Opportunity Wall, or save time calling leads with a phone dialer integration.
Commit to Building Relationships
Do you give up too early? According to Hubspot, 44% of sales reps give up after one follow up, yet 80% of sales require five follow ups before converting. That means 44% of sales reps have an 80% probability of not closing the sale.
Don’t let potential closed deals go down the drain because they’re not ready to buy right away! A study by NAR and Google shows that home buyers take an average of 3 months before closing, but engage with agents much earlier in the process.
A good CRM is built to streamline your follow up processes and increase your conversion rate. Setting to-do reminders, triggered email alerts, and automated follow up plans helps you you stay on top of your tasks.
Simplify your lead management with a comprehensive system to stay connected and build lasting relationships. That’s how you work less and convert more by setting the right plans, tools, and systems in place.
How Do You Work Smarter?