How Real Estate Agents Can Learn The Basics Of Lead Nurturing – RISMedia |



Is your real estate business set for long-term success, or are you going from deal to deal looking for clients who are ready to buy or sell immediately? The buyers and sellers who are ready to act right now are great, but they are just the bottom of a well-thought-out lead funnel.

Most of the leads you get can be three months to a year or two before the transaction occurs. If you plan on still doing real estate when the time is right, these potential clients can be incredibly valuable.

Understanding lead nurturing
One of the most important decisions people will make in their lives is whether or not to buy a house. Most people will want to do a little research and figure out exactly what a real estate transaction entails before they get serious. As the first professional they speak to, you have a great opportunity to close the deal … if you’re willing to work on their deadlines.

Lead nurturing is the process of creating and maintaining a relationship with your leads. If you stay in touch with those who are not yet able to close and help them get ready, you will be a natural choice when they are ready to buy or sell a home.

One way to make your parenting efforts have a strong impact is to know exactly what your customers are looking for. For example, information as simple as if your customers are buying for the first time or not will determine the information they want from you.

However, since some leads take weeks or months before they are ready to work with you, it can be easy to lose sight of who wanted what, what personal information you learned about that person, and any past conversations you have had. Make sure you keep track of these details in CRM. If you don’t have CRM yet, create free account here

Different plans for different clients
Most of the leads at the top of the funnel may be in a situation where they are saving money for a down payment, building up their credit score, or waiting for an important life event before proceeding with their transaction. To work with each type of lead, you must ensure that the content you submit is appropriate for your lead’s circumstances.

How to stay connected
There are many ways to stay in touch with potential customers who are not yet ready to buy or sell. Make sure your strategy uses a mix of automated and personal touchpoints to build relationships and stay the focus.

Email campaigns are a great way to send messages about a specific issue, topic, or issue. A monthly newsletter is another great reason to appear in your potential customers’ inbox. Send your leads a friend request on social media and from time to time comment on one of their posts. You can also invite them to any real estate courses, live videos, and open houses you host. Be sure to invite them to ask you any questions they have about buying or selling, and insert your own questions about their timing and what they are looking for as appropriate.

Do you have questions about how to properly educate potential customers? Switch to Secrets of Facebook Group’s Top Selling Agents where you can learn and engage in conversations with other real estate agents.

Mark Mathis is Vice President of Sales for For more information please visit


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