How to Keep Track of Real Estate Leads

homevalueleads | April 23, 2019 | Content For Agents, Real Estate Leads

One of our recently published blogs discussed best Facebook practices to generate leads. As our name suggests, we believe strongly in lead generation. Generating real estate leads is the cornerstone of any healthy business.

However, just generating leads won’t lead to converting those leads into customers and then turning those customers into sales. In other words, our return on investment won’t be any better if all we do is churn leads day in and day out. We must manage our leads, put them in specific categories, and then, once that’s been accomplished, track our real estate agent leads.

The process might sound difficult. If our goal is to generate as many leads as possible, to continually fill our pipeline with prospects, cold, warm, and hot, how can we possibly track all those prospects?

There are three ways to track leads. All three have their positives and negatives. Although intimidating, it’s necessary for us to consider utilizing all three methods in some way because all three methods are unique to their specific lead generation process.

Below is an in depth look at all three methods. Keep in mind while your reading that this isn’t something real estate agents can decide to do or not do. Tracking leads isn’t a decision. It’s a necessity. Real estate agents must track all leads, so pay attention to what you’re reading here about the three methods and try to incorporate all of it, in some way.

3 Ways to Keep Track of Real Estate Agent Leads

1. Manual Tracking

There are several ways real estate agents can manually track their leads. The most obvious way is to put leads into an excel file that they keep on their desktops, laptops, tablets, or smartphones. The problem with utilizing an excel file is that unless the file exists in the cloud, you must continually send the file back and forth to all your various devices.

That can cause many more issues than necessary. Using excel to manually keep track of your real estate agent leads won’t work unless the method only applies to a specific way of generating those leads.

Is there such a lead generation way? There is! Door knocking is a great way to generate leads. It also goes hand in hand with manually tracking leads because of its specific nature. Door knocking requires real estate agents to exit their homes and canvass a neighborhood after they’ve already done their research.

It doesn’t involve social media lead generation, networking lead generation, word of mouth lead generation, or other ways to generate leads. It involves on the ground and knocking on doors. It’s a no fear, old school way of generating leads.

Keeping those leads separate via manual lead generation can be beneficial because of how different door knocking is to other way of generating leads. Consider tracking your door knocking strategy leads via an excel file that you keep on a tablet. After every door knocked, put the lead into the excel file on your tablet.

You can then take the table with you during your door knocking sessions.

2. CRM Tracking

CRM tracking is the most efficient way to track your leads. The HVL CRM not only helps you track leads, it also provides features that helps real estate agents convert leads into actual customers. Those features are most important because while you can track leads manually, tracking is only good if real estate agents are also working on turning those leads into converted customers and then converting those customers into sales.

Most leads that you generate can become a part of your real estate agent CRM. At networking events, you should meet people that you put into your CRM. You can also put any word of mouth marketing leads, or any leads that you generate via your website, into the CRM.

After leads fill out a contact form, you should find a way to dump that information directly into the customer retention management system. If you must do it manually, take the time to manually input all the information into the management system. Leads that provide their information is like striking gold. They’re asking you to contact them. They’re the most important leads.

So, you must keep track of these leads as soon as possible. You can’t afford to let golden, or hot leads go to waste. 90% to 95% of the leads you generate will go into your CRM. Remember, it’s necessary to set up a CRM before intense lead generation.   

3. Social Media Tracking

Facebook, Instagram, Twitter, and LinkedIn provide tracking tools that you can utilize to track leads specifically generated on those social media sites. The tools are valuable and you should definitely use them, but you should also dump your social media generated leads into your CRM.

This sounds counterintuitive because you’re utilizing a couple of different ways to track your leads. It’s not counterintuitive at all! Think about the CRM that you use as the umbrella and the social media tracking tools for the social media sites you utilize as underneath your CRM umbrella.

Social media real estate agent lead generation exists side by side with your website lead generation. It can also exist side by side with networking lead generation and word of mouth lead generation. Social media is part of the entire real estate agent CRM ecosystem.

Social media lead generation is unique but it’s not totally unique that it requires an entirely different way of tracking like a door knocking strategy. Use Facebook, Instagram, Twitter, and LinkedIn tools, but also put social media generated leads into your real estate agent customer retention management system.

There you have it! Three different ways real estate agents can track leads. All three are valid and necessary depending on how you generated the lead. The most important aspect is putting all your leads into a CRM and making those leads trackable once they’ve qualified for CRM tracking. The HVL CRM can most definitely help real estate agents. You should consider the HVL CRM along with manual tracking and continuing your social media tracking. 

Keep track of your real estate leads with our Real Estate Seller Solution!

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Home Value Leads offers optimized lead generation for real estate agents using lead capture websites to grow home listing pipelines. We continually test all aspects of our lead websites to ensure high conversion rates at the lowest cost per lead. New features are added regularly to enhance the experience of potential sellers and listing agents.