Founder and Director of Growth Marketing
Leads are Seeds: Everyone blames either the market or the leads. Keeping it real!
But rarely is it the leads.
And down markets sometimes present the best opportunities.
Too many people confuse leads, prospects, and sales.
A lead is just that, a lead.
I don’t care if you do bank rate, free rate, lending tree, Zillow, realtors, divorce attorneys, google, Facebook, mailers, rate tree, or bill bob rate.
A lead is a seed.
It needs to be planted, nurtured, sowed, and watered.
Sure you get the Unicorns.
Particularly in real estate and mortgage…
Someone that wants to list their house this month or someone looking to purchase next month.
But most won’t be today’s buyers or sellers.
They will be future prospects and potential clients.
It could be a prospect and eventually a client in 3 months or six months.
It could be next year.
Seriously not many people wake up and say “Hey guys let’s move the house, the kids and the dog find new schools, and in 30 days.”
Most people are going to be 3-6 months out.
And he who nurtures the most wins.
Everyone got used to easy money in mortgages and real estate during COVID.
Real estate agents could go to star bucks and if you had a listing you could have an offer before you got your coffee.
Now comes the actual real work.
As the market changes, regardless of your lead source, you have to nurture your leads and plant those seeds.
If you do that consistently day after day week after week you will start to see the fruits of your labor.
You reap what you sow.
Or go back to blaming the market and leads, and see you in 10 years on the next boom!
If you are going to start taking your leads seriously? I thought you might like a simple guideline for how to treat your leads once you have them.
- Act fast: Reach out to those leads ASAP, ideally within the first hour. Show ’em you’re eager and ready to help.
- Make it personal: Customize your messages to show you’re really listening. Address their specific needs and interests, and you’ll stand out from the crowd.
- Build those connections: Don’t just chase the sale; focus on making genuine connections with your leads. Trust and rapport go a long way in the long run.
- Be the expert: Share valuable insights and resources to help leads make the best choices. They’ll see you as the go-to person in your field.
- Keep it consistent: Stay in touch with your leads through various channels like email, phone, social media – you name it. Consistency is key to keeping you top-of-mind.
- Get organized: Set up a system that helps you track, manage, and nurture leads like a pro. CRM software, marketing automation tools – find what works for you.
- Sort ’em out: Categorize leads based on factors like readiness to buy, interest level, and demographics. Tailor your approach and focus on the high-potential ones.
- Sweeten the deal: Offer exclusive deals or promos to entice leads to take action. Give ’em a reason to choose you.
- Measure the magic: Keep an eye on your lead nurturing efforts. Learn what works and what doesn’t, and tweak your strategy accordingly.
- Patience, my friend: Nurturing leads takes time. Stick with it, and those leads might turn into valuable clients down the road.