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Related Articles

Lead Conversion for Real Estate Leads Not Answering Their Phones
Imagine it is the middle of the day, you are on your lunch break, scrolling through your Facebook newsfeed and suddenly you get a call from an "Unknown Caller." What do you do? Do you pick it up? Or do you let it go to voicemail? If you said you would let your call from an Unknown Caller go straight to voicemail, then you understand the mindset of the average real estate lead. Most people will not answer a phone call from a number they don't recognize. You are likely to still let it go straight to voicemail, even if it is from a person you know. Here are some fun facts: 80% of all calls go to voicemail. 90% of first-time voicemails are never returned.(source: RingLead) If you are the type of agent that makes phone numbers required on your website's lead capture form, what should you do to make sure your lead answers the phone? This is a method you can use. Feel free to alter it to match your personality or style. After you call your leads, we recommend having a CRM with email and/or social media nurturing software to maintain the engagement of your leads, regardless if you can talk to them or not. Here are five lead conversion steps for unresponsive real estate leads: 1. On Your First Call, Don't Leave a Voicemail It is unlikely that your real estate lead will pick up the phone. Some people will be prone to google the number that just called them. This may help your cause if you have your phone number displayed on your site. Don't sweat it if they don't pick up, move on to the next step. 2. 5-10 Minutes Later, Call Your Lead and Leave a Voicemail If they see the same number calling them a second time, there is a higher chance that they will answer. It is not guaranteed they will answer. If they don't, you will want to leave a voicemail. 3. Call Each Lead Once a Day for the Next 2 Days, Leave Voicemails You should not automatically disqualify the lead, if they did not answer the phone on the first day you tried to contact them. Working online leads can be tedious and will require persistence. It is important that you continue calling them just to check in, even if you already spoke with them. 4. Call Each Lead Once a Week for the Following 3 Weeks Continue checking in on your lead. If you have talked to your lead already, this is a great way to show them you appreciate them and want to provide good service. Call just to check in. If they have still been unresponsive, then don't worry about it! They are likely still doing their research and are not ready to talk to you yet. Continue contacting these leads, as responsiveness is a highly admired quality in a real estate agent. Show these leads that you have not forgotten about them, and that you will be there for when they are ready to open up. 5. Call Each Lead Once a Month for the Next 3 Months After the first month, start contacting leads on a monthly basis. Home buyers can take a few months to incubate into a transaction. Give them some space as they are likely still researching. Remind them of the resources available on your website, and let them know you can answer any questions they have. Buying a house is expensive, and homebuyers will want to do all their research on homes in the area before making any commitments. They will also want to do research on you as an agent. Don't dismiss these leads due to being unresponsive. If you stop calling them, they will go to one of your competitors instead. When calling leads, you are applying for a job with somebody you have never met. Therefore, be assertive and sensitive to their needs. To view the original article, visit the Zurple
Pet Peeves from a Real Estate Lead's Perspective
There are plenty of things that buyers and sellers do that can easily be annoying for real estate agents. But did you ever stop and think about what buyers and sellers might find annoying about YOU? There are a few things that real estate agents do that leave a foul taste in their clients' mouths -- and that you may want to avoid. Here are three common real estate lead pet peeves: 1. Bad or No Pictures on the Listings For most homebuyers, when they are starting their home search, they do so on the internet. A listing on a real estate website is often the first impression a buyer will have of the property. If the very first photo they see is a screenshot of Google Street View or a poorly lit cell phone photo, that will be the ONLY impression. Instead, make sure to hire a professional when it comes to taking photos of your seller's home. 2. Slow Response Time It really irks real estate leads if you take too long to respond to their messages. Be sure to always check your messages—this includes email, text messages, and social media notifications. While it is true that checking your messages every 10 minutes is bad for time management, you can overcome this obstacle by setting clear guidelines with clients and leads when you will be responding to their inquiry. 3. Not Just Picking Up the Phone Not every lead will answer the phone, but there is a population of leads that will. And for those leads, you don't want to get into a heavy conversation over text or email. There are certain subtelties that written words can't convey that the human voice can. So during those times of back-and-forth, just pick up the phone. To view the original article, visit the Zurple
Lead Generation Means Nothing (If You Don't Have a Lead Engagement Strategy)
Agents are obsessed with lead generation, but that's only half of the battle. When you get leads into your CRM, the next -- and potentially most important -- phase of the conversion process begins: lead engagement and follow-up. Generating leads is a costly investment, so make sure that you actually have an effective lead engagement strategy in place in order to convert those leads. Lead Engagement and Follow Up Are THIS Important: 90% of real estate agents will give up on a lead after the first four touches, despite the fact that 70% of the time that lead will go on to buy a home within the year — just with a different agent. (NAR) 80% of prospects are deemed "bad leads" by sales teams, and yet, these buyers still go on to purchase homes within 24 months. (NAR) Responding instantly to inquiries can increase lead conversion rates by up to 391%. (Zillow & MIT) #ProTip: Consumer demands focus on instant gratification, service, and communication. The most successful real estate businesses are those that not only meet consumer expectations but exceed them by anticipating needs. Seamless engagement experiences are critical for lead conversion. Agents are challenged with assuring that: Your leads are contacted and qualified quickly, 24/7. Your brand is accurately represented Your leads get white-glove customer service You're not glued to your desk so you have time to work with your current clients and expand your brand 3 Ways to Extract Value From Your Lead Generation by Driving Conversion Let's be honest, sometimes all of the responsibilities of lead generation and follow-up can be incredibly time-consuming for agents. And, the more successful your lead generation strategies are, the more responsibility agents have to respond, engage, and qualify leads. Since we don't have all of the time in the world, agents need to establish "rinse and repeat" processes that warm up leads until they're ready to convert. Agents that want to maximize the value of their lead generation efforts can improve their follow up and engagement models with these three strategies: #1. Lead Qualification Plan To work your leads, you have to know where they are and what they need. Lead qualification is a process that determines where a lead currently is within the sales funnel. Are they buyers looking to purchase a home immediately, or is it a shopper that's just dipping their toes? Is a seller looking to start listing their home, or are they still thinking about whether or not they want to sell? Lead qualification plans gather information from the lead to build a client profile that analyzes their potential for, and ability to, convert into a tangible deal for your real estate business. Lead qualification plans are important because they: Let agents know what the lead's needs are so they can provide valuable information Informs agents on the best angle to use when reaching out Tells agents how much time they should be investing in the lead Prioritizes your lead funnel based on how cold or hot leads are #ProTip: Plug what you learn during lead qualification into the lead's CRM contact so you're remembering all of the vital information that can give you an edge down the line. #2. Nurture Plans Once you determine where a lead is on the sales funnel, or how far they are from converting, agents need a nurture plan to help nudge leads towards their transactions. Using the information gathered during lead qualification, agents need to continually maintain contact with the lead — keeping your services top of mind. The main goal of nurturing leads should be to: Show a lead your value as an agent Help leads overcome potential obstacles and challenges related to buying/selling Build trust Empower leads to take the next steps, moving them forward on the sales funnel A strong nurture plan will share content with the lead, send them updates on new opportunities in their target market, and help them begin planning for their transaction. #ProTip: The best lead outreach and engagement provides customized information that is relevant to the lead. Leveraging bulk email actions can be a time-saving way to provide leads with seamless service. #3. Lead Concierge Services Lead concierge services, like Success Assurance from BoomTown, is a solution to lead follow-up and engagement that fills your pipeline and drives conversion. It solves for speed-to-lead without the agent having to stay glued to the desk all day. You'll be able to spend time working for your active clients while Success Assurance secures opportunities for business down the road. Remember: It's important to "play the long game." To view the original article, visit the BoomTown