According to the National Association of Realtors’ (NAR) 2021 Profile of Home Buyers and Sellers, 68% of sellers either found their agent through a referral or used an agent they had worked with before. The potential lifetime value of even a single lead can’t be overstated. Why have a set system for managing your real estate leads? Your job is to make sure you’re providing the right answers at the right moment to offer maximum value along the way. They’re skeptical and savvy enough to utilize a variety of research methods throughout their journey. Today’s real estate customers are better informed than ever before. "Lead management is the process of capturing leads, tracking their activities and behavior, and qualifying and nurturing them by offering valuable insights and information until they are ready to convert.” With that in mind, here’s a more modern definition of lead management: If you really want to stand out among the many other agents, brands and just general noise coming at your prospects, you’ll need to elevate your lead management process, align your marketing and sales efforts and create a cohesive experience for every lead in your database. Sounds simple enough, right? That, however, is the old-school approach. "The process of identifying, tracking and organizing prospective customers." Most marketing and sales experts define lead management as: What is lead management? And why it’s crucial for a winning real estate business Managing your real estate leads doesn’t have to be complicated.7 steps to an effective real estate lead management process.
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