Through lead generation sources, such as Zillow, Trulia or RealtyTrac, you have acquired a list of potential buyers and sellers. The next step is perhaps the most crucial, handling and maintaining your leads efficiently and effectually.
How is this accomplished? By implementing a lead management strategy and faithfully following that plan, you will be more effective at keeping the leads that you have gained. Busy real estate agents can get so wrapped up in their transactions and getting new clients, that they forget this simple fact. REVAs (real estate virtual assistants) can help you to implement a plan where you are in front of your clients regularly.
Poorly organized leads do little to grow your business. Having an excel sheet full of leads that you have captured from your website, social media accounts, and call-ins is not enough. You must have an action plan wherein you will reach each of these leads regularly.
As a real estate virtual assistant, I understand that prospective buyers will not necessarily stay loyal to you just because they have spoken to you on the phone once or twice. The truth is that many agents get the same lead more than once. Savvy agents, though, give each of these leads the care that they deserve.
Therefore, your first plan of action is to place each and every one of your leads into a contact management system. Once you have entered your clients into such systems, you can easily stay in the forefront of their minds through drip campaigns.
Automatic follow-up is crucial, and this is where your real estate drip marketing comes into play. Once your lead is entered into a contact management system, your drip campaign can do part of the work for you. Of course, contact must be made with your lead. However, a carefully worded drip campaign can go a long way to show your prospects that you’re at the top of your game.
Drip campaigns should be created for:
- Past Clients
- Vacation Property
- Short Sales
- Loan Modifications
- Those Facing Foreclosure
Effective drip campaigns keep you in the forefront of your prospective client’s minds. They demonstrate how serious and knowledgeable you are in your field.
Set It and Forget it?
Hardly! It’s crucial that you remember that the success of any drip campaign is to make phone, or direct mail, contact a part of your action plan. Those who take the set it and forget it road will pay in the long run. I’ve seen agents who were disappointed that a client, who they have stayed in touch with via a drip campaign, chose to buy or sell their home through another agent. Therefore, it’s critical to follow-up regularly with your clients and prospective clients.
I have helped agents to set up and implement drip campaigns, and would love to discuss helping you with yours.