CRM by Delta Media Group

5 Real Estate Follow-Up Rules You Need to Be Following
Ready to level up your real estate career and begin generating more income? Read on! We're sharing five must-follow rules to expand, grow, and scale your real estate business. Agents that successfully follow these guidelines typically see more transaction sides, more closings, and more revenue. It's not magic — it's a data-backed approach based on findings from a study conducted by RealTrends in 2021. Let's explore the tips derived from the survey analyzing how marking practices and contact database size may impact performance. 1. Marketing Should Target Both Potential New Leads AND Former Clients Did you know that including your entire sphere in your marketing plans can boost your success by an average of 9% more transaction sides? Agents that only focus on attracting net-new clients are missing out on the opportunities for business introduced by their past clients. Your past buyer and seller clients are sources of referrals. Staying in touch with them through regular outreach boosts your chances of being recommended to one of their deal-ready friends or relatives. Furthermore, past clients also offer opportunities for repeat business. Your past clients will likely eventually become sellers and buyers in the future. If you're able to maintain a strong connection, they will be more likely to choose you as their agent again. 2. Implement a Systematic Follow-Up Process for Every Contact Agents who do not employ any kind of systematic follow-up generate 12% fewer transaction sides than those who have a formal strategy for working new leads. For agents who have a formal strategy in place for both new leads and past clients, the difference in transaction activity is 22%. Lead outreach and follow-up should be approached on a lead-by-lead basis. Individually curated follow-up is more effective than dry, generic advertising. Not only does this approach build a connection between your sphere and your business, but it also delivers real, substantial value to your leads. Your leads don't gain anything when you send out a conventional "let's do business" email. They already understand that you are there to do business, and you're not really offering them any new, innovative value. On the other hand, your leads do benefit from customized, specific messaging that speaks to their needs and circumstances. For example, if you know that your lead is a first-time homebuyer concerned about securing financing, you will be able to grab their attention with personalized messaging. You might share a guide for preparing for a first mortgage and an overview of the escrow process as attachments to that "let's do business" email. Your follow-up becomes value-driven rather than value-lacking. 3. Workflows Should Use a Mix of Contact Types Real estate teams that do not use both programmatic and social media advertising typically see 29% fewer transactions on average. When reaching out to your previous clients and new leads, you should combine a diverse mix of contact types — including programmatic and social media advertising. Social media should be a key component of your lead generation and outreach strategy as consumers spend an average of nearly seven hours a day online, with 145 minutes dedicated to social media. If you want more eyes on your business, make sure that your ads are coming up when your prospects are scrolling through their social media feeds. 4. Aim for 10+ Touchpoints Per Person, Per Month Want 39% more transaction sides? That comes from making 10 or more touchpoints per person, per month to all of the contacts in your database. Reaching out less than ten times per month is not going to introduce the success you're hoping for. But, when you achieve ten or more outreach touchpoints per lead each month, you will boost your chances of securing business by moving leads through your sales funnel. Increasing the number of touchpoints sent to each lead can help you retain the opportunities for business that are sitting in your CRM. Since you're top of mind, your leads will be less likely to seek another agent. 5. Grow Your Database Beyond the Tipping Point of 500 Contacts Agents whose database contains more than 500 contacts have an average of 25% more transaction sides than agents with databases smaller than 500 contacts. Investing time on marketing and networking action plans can help you grow your database beyond the "tipping point" of 500 contacts. If your database currently has less than 500 contacts, getting the contact information of your web traffic should be a top priority for growth. To do so, include captivating calls to action that prompt site visitors to submit their contact information when interacting with your website. Then, add them into your CRM so they begin to receive your communications — putting more leads into your seamless, "rinse and repeat" sales funnel that's been achieved by following these five tips. To view the original article, visit the BoomTown

7 Things You Didn't Know You Could Do in Google Sheets
There's a powerful tool available to real estate agents that's free to use. That's right, we're talking about Google Sheets. Sheets can do everything from making managing your database easier to creating eye-catching charts. This Microsoft Excel alternative is extra powerful when synced to your CRM. Not sure how to do that? Check out the video above from API Nation, a service that connects technology solutions together in order to share data and automate tasks. This video shares seven tips that will make Google Sheets easy to use, including: Sync your CRM to a Google Sheet Quickly fix capitalizations and split full names to first and last names Make every Sheet easier to read, and simpler to navigate Create charts just by typing a question Import data between different Sheets Want to learn more about using Google Sheets? Check out these articles: 7 Google Sheet Templates for Real Estate Businesses How to Automate a Google Sheets Lead Capture

Real Estate Agents: Cash in on the Money in Your 'Trash'
One of the biggest mistakes that real estate agents make is thinking that cold leads are dead, trash, or not valuable. In reality, your leads are playing the long game with their real estate transactions. They're thoughtfully approaching one of the biggest transactions made in an entire lifetime. For them, buying or selling a home is a marathon — and leads aren't moving from the starting line to the finish line in one step. In order to win their business and cash out on the value sitting in your CRM, you need to start playing the long game, too. Busting the "Lead Quality Myth" World-renowned real estate success coach, Verl Workman, said, "The goldmine in your database is those 3 and 4 year-old leads that are sitting in BoomTown that no one is working. I like to go in and look in one of my agent's trash leads and work through them and say, 'Hey, look, I just did four contracts with your trash.'" In other words, there are leads in the "Trash" or "Archive" category on your CRM that actually might convert. When you call them "dead" and stop engaging, you're leaving money on the table. According to a study from Sirius Decisions, 80% of prospects are deemed "bad leads" by sales teams, yet still go on to purchase within 24 months. Agents need to rethink the way they've thought about the sales funnel journey in the past. Let's review the truths about lead flow and how online leads — which are lower in the funnel — actually work. Research has found that: Only 25% of your leads are ready to buy at any given time. 50% of leads are qualified, but not yet ready to buy. Nurtured leads make 47% larger purchases than those who buy immediately. Your leads take time to covert. It's a process. Instead of seeing colder leads that are farther out from conversion as "weak" or "dead," start thinking about them as your future business opportunities. If only about a quarter of the leads in your CRM are conversion-ready at any given time, you need to be constantly working that remaining 75% so you can build up a continual stream of conversions to fuel your business. Not only will you prevent hitting a "drought" after closing on your current deals, but you'll also be making sure that you're retaining the business in your CRM. Long-Term Nurture Plans Are Essential for Accessing the Goldmine in Your CRM When strategizing your lead follow-up and nurture plans, work smarter — not harder. You need a seamless, technology-enabled system to automate your long-term lead nurture plans. 7 Ways to Stay Connected with Leads via Email: Introduce yourself and your services with a welcome email Ask for more information about their position as a buyer or seller Send out gift cards to local businesses on holidays, birthdays, and special occasions Share testimonials of past clients Provide tips for preparing for a mortgage (for buyers), or how to prepare your home for listing (for sellers) Promote deals that close successfully Discuss the common pain points of a transaction and provide helpful solutions to overcome obstacles Pro Tip: Make your website more engaging so your leads can gain value by visiting your site again and again. While your website needs to serve as the main landing spot for your online traffic, your site should also delight: Leads that are already in your sales funnel Past clients Community members Become a true hyper-local market leader by generating content that appeals to your leads beyond their sales funnel journey. After they've signed up for your email list and have been added to your CRM, the leads in your sales funnel should be able to go to your website for helpful information regarding their transaction — through home buying and selling guides, and financial information to help them prepare. Your website should also be a resource to continue supporting your past clients after closing — with helpful new homeowner tips, or a list of service providers in your area. Build trust, reputability, and a presence within your neighborhood by publishing locally-driven content — like shoutouts of all the small businesses in your area, or a list of the best things to do in your community. Once it's posted on your website, you can recycle all of this content through email drip strategies and social media to boost your audience even further. To view the original article, visit the BoomTown