The Best Real Estate Lead Management Systems

Learn the best real estate lead management system for Realtors to use in nurturing and ultimately converting internet leads into clients.

Today we are going to talk about the best real estate lead management system. Once you generate the leads, what is your plan for follow-up? And how do we find the “best” plan? By looking at what the top producers do. At ICC, we specialize in coaching the highest performing agents and teams in North America. As a result, we learn from the best in the business. Success leaves clues, and today, we’ll help you follow those clues.

VIDEO: The Best Real Estate Lead Management Systems

Tips & tricks for the highest possible ROI

In today’s webinar, I’m talking a lot about Conversion Monster. They are a lead conversion company we partner with, and they are one of our ICC affiliates. We are going to break down the tips and tricks for getting the highest possible return on investment (ROI) from using a company like Conversion Monster.

If you’re an ICC client and you would like to learn more or sign up for Conversion Monster, use this link. Use the client code Icenhower2019 and be sure to tell the sales rep that you’re with ICC for your discounted rate.

The best real estate lead management: create a solid follow-up plan

So, if you’re working with Conversion Monster (or another lead conversion company), you want to make the most bang for your buck. To increase your chances of converting these leads to clients, there are a few keys to keep in mind.

Speed to lead – The longer you wait to respond to a lead, the less chance you have. If you aren’t responding in 3-5 minutes, your chances drop dramatically. A lot of CRMs track response time, and this is a great way to hold agents accountable.
Persistence in follow-up – This is why we have a 2-Week Assault Plan. You must have a plan in place to continue to try to make contact. Set this action plan set up in your CRM so it is automated.
Nurture, nurture, nurture – Most agents give up once they make contact. It’s been proven that after 9 contacts, the prospect will like you and trust you enough to think of you when they are ready to buy or sell. It typically takes up to 12 unique contacts to take an individual from lead to interest prospect to client.

Best real estate lead management: nurture different clients differently

At ICC, we’ve created four nurturing categories. Again, go back to your CRM. After a lead has finished the 2-Week Assault Plan, you must determine the lead’s degree of urgency. How long until they want to move? For example, if someone is actively looking for houses, that’s an “A Lead.” CRMs typically have plans for different leads, very similar to our structure. Leads will fall into these various categories based upon their degree of urgency.

“A” Leads (Hot Leads) – Plan to move in 0 to 30 Days

Close to buyer consultation appointment (and mortgage lender) and/or listing appointment.
Should be contacting them 3 times per week w/ a combination of: calling, texting, meeting or showing them property.
Contact these leads on Monday, Tuesday, Friday each week.
The goal is to always have the next appointment scheduled: either a buyer consultation, listing presentation, or mortgage lender, or showing.

“B” Leads (Warm Leads) – Plan to move in 30 to 90 Days

Alternate between a phone call & text each week.
Contact these leads on Thursdays.
Stay in constant contact to find out when they should be categorized as an “A” lead.
Subject Matter of Communications: 1. Revise their listing auto-alert criteria, 3. Point out a specific property; 4. Changes in mortgage rates, or 5. Changes in the housing market

“C” Leads (Luke-Warm Leads) – Plan to move in 3 to 9 Months

Alternate between a phone call & text every 2 weeks.
Contact these leads on Wednesdays.
Stay in contact to determine when to categorize them as either an “A” or “B” lead.
Subject Matter of Communications: 1. Just to check-in on them, 2. Revise their listing auto-alert criteria, 3. Changes in mortgage rates, or 4. Changes in the housing market.

“D” Leads (Cool Leads) – Plan to move in 9 to 18 Months

Alternate between a phone call & text every 2 months.
Contact these leads on the first Wednesday of every month.
Stay in contact to determine when to categorize as either an “A”, “B” or “C” lead.
Subject Matter of Communications: 1. Just to check-in on them, 2. Revise their listing auto-alert criteria, 3. Changes in mortgage rates, or 4. Changes in the housing market.

FREE DOWNLOAD: Lead Nurturing Follow-Up Campaigns

If you’re looking for the best real estate lead management, the way you follow up with your leads is key. This FREE DOWNLOAD will provide you with a guide for setting up your leads in four nurturing categories. Based on these categories, you’ll have different plans for your follow-up. Fill out the form below for access to the free download.

Want to learn more?

Read The High-Performing Real Estate Team. You can buy Brian Icenhower’s best-selling book on Amazon.
Subscribe to The Real Estate Trainer Podcast. You can find it on Apple Podcasts, Google Podcasts, Spotify, Podbean, and anywhere you listen to your favorite podcasts.
Join the Real Estate Agent Round Table. We are always posting fresh content, including market updates, free templates, and host dynamic discussions with the industry’s top producers.
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