Maintaining a qualified lead pipeline

Are your sales off to a great start so far this year?
It is my hope that all of my readers are finding success in their respective markets . Using the information in this post is a sure shot way of increasing your business. So listen up, take some notes and get ready to implement!

Business is all about relationships, primarily your relationship with potential home buyers and sellers but also your relationship with other real estate agents, mortgage brokers and any other professionals that service your industry and may be able to feed you new potential prospects.

I travel all over the U.S. these days and the more people I talk to, the more I find that relationship building is the key to most businesses, but is essential in the real estate and mortgage business.

Here are a couple of things I've found, talking to a number of real estate agents and mortgage brokers, which are keeping them on the top performer's list month-after-month. They simply offer other real estate agents, mortgage brokers or "for sale by owner" consumers the free 24-hour recorded info service.

First, "FREE" sells. Putting "FREE information available 24-hours a day" on a yard sign, ad or other marketing material will get you results. If you are using the myAgentPHONE™ system and Talking Property™ feature which will get the caller-id info from every call, you're getting a new lead every time someone calls in to your 800 number. FREE always attracts more traffic and gives you an opportunity to present your services, on a recorded call, to those that are on the fence or those that would have never called otherwise. With myAgentPHONE™ you will also have the opportunity to present to them later as well, if you decide to call all of your in-coming callers.

Second, 24-hour recorded info will increase your response rates. I can't tell you how many people I hear this from. National Association of Realtors® (N.A.R) released the statistic that an increase of up to 500% can be achieved by simply offering a 24-hour recorded message service. You will see a tremendous amount of traffic and activity on every campaign that is delivered this way. Why, because a large number of potential customers are shopping before 8am and after 5pm. Now potential customers will have every reason to find out more about a
property or listing through a non-invasive, recorded message.

This brings me to the last point, removing the invasive hurdle that keeps most potential customers from contacting or interacting with a potential offer. A recorded message is a huge stepping stone for anyone that is afraid or not interested enough to make the extra effort of talking to an agent, broker, FSBO or any other person live. Now you can interact with everyone, without scaring people away.

Now that you have all this extra traffic contacting you, or interacting with you, what should you do with it? You obviously must provide what the people are looking for, give them the recorded call that they expect. Make sure you are providing the service they want and information that they will need to know.

Then you have the opportunity to educate these callers about your company, experience and you can even leave your expert opinion about which products may be best for the potential customers. You may choose to offer information such as, “The Best Ways to Sell Your Home,” “How to get the most money for your home," ”Top 10 Home Improvements,” a brief summary of the hottest mortgage products, hot properties or areas to buy & sell, etc. Give them the opportunity to spend several minutes in your phone system (which you can see in your reporting) listening to local information about the schools, industry, growth-rates, census info and
any other helpful information. The longer you keep them interested and feed them with pertinent information the more they are going to trust you, look to you for information and the more you are going to be known as the source for information, home buying and selling opportunities and or mortgages.

Giving away something for nothing has proven to be a tremendous lead source and lead generating tool for a lot of real estate agents and mortgage brokers. Give it a shot.

Oh, before I forget…this isn't just for real estate agents and mortgage brokers, I have heard of developers doing the exact same thing to pre-sell out developments as well as property managers or owners to rent property. Also, insurance agents and other service providers use these marketing tactics to help generate leads and sales that they otherwise may not have attracted.

Why not offer these other types of companies and industries access to
your Toll Free 800 number so that they can offer the same informative
and valuable information to their potential customers. The whole
time, you will be collecting caller information, usage statistics
(what they're listening to) and new potential customers or leads for
your own business. You can then cater your offering to these newly
acquired leads based on their interest in calling.

There are very few marketing and advertising tools that I have heard
of that can increase your response rates and traffic up to 300 - 500% almost overnight. If you are not using myAgentPHONE or another similar product now, you need to because your competition is probably already looking in to it.


If the information in my posts help you yo do things a bit differently and prove to be helpful and better yet profitable, please let me know. I would love to hear of your successes.

Until next time,
Damien Zamora
myAgentPHONE
dzamora@myagentphone.com