Before computers and the internet took over, the phonebook or address book are the primary tools of a real estate agent.
They learned how to keep track of real estate leads with a columnar notebook, a pen, and a telephone.
Developments took a turn when computers started running programs that can be used as real estate lead tracking spreadsheets.
Unlike physical notepads, computer-based spreadsheets can expand to an infinite number of rows and columns, which allows them to store as much information as a real estate broker needs.
Additionally, some modern real estate lead trackers combine various tools to handle lead databases in several ways.
How Do You Capture Real Estate Leads?
To capture real estate leads whenever they become available, an agent should keep track of all the pertinent information about every lead.
Without the proper organization of contact information and communication histories, you can lose a good realty lead forever.
Keep Close Attention to All Good Leads
Aside from tracking the rate at which you close clients, keep track of how often you get in touch with contacts, schedule meetings, and complete follow-ups.
While most companies focus on closing hot leads, you can lose some good tips without enough time and effort.
By increasing the rate at which you keep in contact and set and finish meetings, you also increase your closing rate.
Lead tracking software can give every lead equal attention.
Propopen.com uses lead capture forms to include internet leads into its Customer Relations Management (CRM) system and add them to an online marketing list.
Stay In Contact With Leads
When calling for the first time, a possible client does not always answer the phone. There are so many reasons a call remains unanswered, and a hectic schedule is still one of them.
As soon as a lead answers, the probability of closing increases every time they pick up the phone.
Calling several times is more effective than leaving the conversation with a first call, and calling a few times more can secure the lead.
Take Care of the Lead Beyond the First Conversation
Some leads may seem far from buying in after the first contact, but that doesn’t necessarily denote finality.
Like making several calls, follow-up is the most significant venture you can take to capture any real estate leads.
Keep a close watch on your real estate client tracking spreadsheet and revive conversations you have already had with good leads.
How Do You Manage Real Estate Leads?
A real estate lead tracker is the best tool for managing possible leads. Leads sometimes come in multiples, and the only way to give attention to each is by management through tracking.
With the following management steps, keep a close watch on calling and meeting schedules, and never miss a date with any prospective lead.
- Step #1: Capture all leads into a single database
- Step #2: Use automation to enable intelligent and efficient follow-ups through email or social media messages
- Step #3: Be responsive to all of your leads, and deliver value with a personalized approach
- Step #4: Take advantage of your past leads by keeping track of repeat transactions and new lead referrals
How Do You Follow Up With Real Estate Leads?
A real estate lead tracking spreadsheet has all the information you need to stay ahead with follow-ups.
Aside from all the contact information of a lead, it should also contain details of previous conversations and follow-ups.
Use the following tips to keep track of leads and close with more clients.
Contact Leads Using All Possible Channels
You can follow up a lead using several ways. Social media marketing can boost client buy-ins when compounded with calls, emails, and face-to-face meetings.
If you can’t contact a real estate lead using a given piece of contact information, it is probable that they might have switched accounts and can only be reached using other means.
Schedule Follow-Ups for the Convenience of Clients
It is not advisable to be second-guessing when to follow up a lead. Base follow-up schedules on previous agreements and learn how to spend time at a client’s convenience.
Communicate expectations clearly, and set follow-ups when it is the best time to connect with clients.
Use Follow Up Templates
Since timing is necessary for successful follow-ups, pre-written templates can make any conversation effortless and time-saving.
Prepare several templates for different occasions, but be sure to use the suitable template for any particular situation.
Update Database Based on Actual Follow Up Attempts
The option to use different contact formats allows regular updating of client leads and databases.
Every time a follow-up signals a replacement of any piece of contact information, update your real estate client tracking spreadsheet.
Each time you update opens a new window of communication with a prospect.
Discuss the Next Steps During Every Follow-Up
For every lead to move forward, a real estate agent must discuss options and steps for the subsequent follow-up.
It can be repetitive at times, but using customized approaches allow continuous communication threads.
Expand Follow Up Tools With More Content
You can enhance follow-up tools to entice leads into a buy-in. Fill up your websites, emails, and social media correspondence with images, videos, and other content relating to your primary goal.
Looking at graphical content has more chances of closing a client than hard-to-read and lengthy emails.
Rank Leads Based on Priority
Use your leads tracker to rank all your leads based on priority. Doing this will give you a constant reminder of what real estate leads to focus on first. It does not necessarily mean forgetting the leads with less priority.
As you should know by now, every real estate lead is important, and it could lead to profit, repeat transactions, and client referrals.
How to Keep Track of Real Estate Leads
Propopen.com offers a comprehensive online base for learning how to keep track of real estate leads.
With all the core features available to all the marketing platform plans, real estate agents can monitor client relations, build websites, and automate correspondence.
The system offers a means to capture and nurture leads, and it provides a database for converting existing contacts into renewing clients.