Whether you’re a new agent or a seasoned real estate warrior, lead generation will always be part of your business. Leads are acquired in many different ways and can have various priority...
Every day, real estate agents are faced with the challenge of sorting through their ever growing list of leads. While some are more qualified than others, all agents need to take the time to disqualify leads that are not a good fit for them. This process can be time-consuming and frustrating, but it is essential to do this so you can focus on the best leads that are most likely to result in a sale.
Believe it or not, this is one of the many elements of working in real estate that can be automated! Automated lead disqualification can make the process of pulling out the leads that are least likely to yield a sale easier and faster. With an automatic system like this in place, agents can sort through more leads to narrow down those qualified leads that are closer to closing.
We all know that some lead lists contain many unqualified leads, and if you have been promoting your services to the wrong people your list can quickly get out of hand. But that’s for another article. The point is, if you have unqualified leads, you need to quickly filter out those bad leads and spend more time focusing on your best opportunities. That’s where having an awesome lead management software like Agent Legend comes in handy!
In addition to saving time by eliminating bad leads, you will also reduce the psychological stress of weeding through the less than stellar options on your list.
There are three main benefits of automated lead disqualification:
1. Saves Wasted Time Chasing Bad Leads
The first is saving you time. There’s nothing worse than spending countless hours on a lead that you know will ultimately never result in a sale. While it’s important to be caring and show up for your customers, the simple fact is there are only so many hours in a day. You and your team must free up as much time as possible to work on other high-priority tasks such as meeting with promising prospective clients and fulfilling current obligations like open houses and closings.
2. Enables Better Focus on High-quality Leads
Let’s face it, when you have a long lead list, it can cause fatigue before you even reach out to the first person on your list. It can make an agent’s head spin! By eliminating the unqualified leads before you ever begin working, you’ll find you're better equipped to focus on the best or most promising leads. This in turn will empower you to provide a higher level of service, which ultimately results in a better experience for your customers. Put another way, focusing on high-quality leads allows you to close more deals.
3. Keeps Your Funnel “Clean”
A clogged pipe has a harder time flowing! Having a clean funnel means that you will find it easier to deal with new leads, resulting in higher conversion rates and a more substantial business overall. For real estate agents to effectively work their pipeline, they need time on their side. Unfortunately, despite their best efforts, there are still leads that may not be a good fit for the specific agent or agency. These leads need to be identified and then eliminated from the pipeline in order to reduce churn and improve conversion rates.
Handling disqualified leads doesn't have to be stressful. There are a few ways that you can manage them with ease.
1. Keep Them Subscribed to Your Newsletter
The first way to handle disqualified leads is simply to keep them subscribed to your newsletter. This means that you can send out updates and news stories to them without losing the lead entirely.
A bad lead today can turn into a qualified lead tomorrow. By keeping all of your leads in your mailing list, you can continue to provide them with valuable content while also hoping that they eventually decide to purchase from you.
You can also monitor leads who receive your newsletter to see what they engage with the most. This can give you clues as to where they are in the buying process and what type of content is actually helpful to them.
2. Add Them to a Marketing Automation Funnel
Another way to handle disqualified leads is to add them to your marketing automation funnel. You can do this by having a 12-month automated email sequence that educates your prospects and helps them decide to choose you as their realtor.
For example, an agent could send out education guides about buying and selling real estate one year after the lead fills out their information. They could also include forms to allow the prospect to share what they are looking for in a home, which shows them that you care about their needs and wants. At the same time, you get to know your leads more to help you serve them better.
3. Create a Remarketing Campaign and Run it Until They Qualify Again
Remarketing campaigns allow you to show your ads to the same people again and again. This is a great way for real estate agents and agencies to drive traffic back to their websites and keep in touch with prospects that aren't ready to buy just yet.
You can also adjust the messaging of your remarketing campaign so that it reflects any changes in the prospect's preferences. This will allow for a more personalized and customized approach to marketing and selling your services, which can help you break through to even more prospects.
4. Have a Lead Abandonment Plan in Place
Last but not least, real estate agents and agencies should have a lead abandonment plan in place. This means that leads who aren't ready to buy right now will be added to a new automation campaign specifically for leads who didn't convert the first time around.
Don't forget to include any new information that might help the leads convert in the future, such as an open house schedule or a home staging tip sheet. This can keep you top of mind and prepared for when they return to the market again.
Also, have a goodbye sequence to ensure leads who don't want to be contacted anymore or have little to no engagement with your brand can discontinue their communications.
Although they might not be the best fit for your business today, don't let disqualified leads go to waste. You can put them into an automation funnel that educates them and provides valuable content while also reminding them of your services at various points along the way. By keeping disqualified leads in your database and folding them into remarketing campaigns, you can show ads to these leads again and again while keeping up with their personal preferences.
Agent Legend allows you to see at a glance which of your leads are qualified, unqualified, or disqualified. Automating your lead disqualification with Agent Legend helps you sort through more leads in less time and hit your conversion goals! Want to try it out for yourself? Get Started Free!
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