The road to acquiring a customer is paved with a lot of challenges, but when you have the right tools, process, patience, and attention to detail, it can become easy. In this episode of The Real Estate JAM, we talk about the different tools we use, their pros and cons, lessons we learned, what we loved about the processes, and the many ways it has benefitted our business and how they can help you with your business.
The points below are from the 29th episode of The Real Estate JAM, where we talked about our experience with building a list, converting that list into a customer, managing irate responses, and how attention to detail matters! Tune in to the full episode on YouTube, Spotify, or Apple Podcasts.
How the List is Created
The creation of our list starts with marketing or referrals. We pull out lists from a variety of different ways, either through Prop Stream or List Source. Once we have the list, we can either mail them directly, skip trace, send a text, or start with the cold calls using Xencall. Remember that there are many things that you need to consider when it comes to this. Cost, turnaround time, and quality of the leads are something that you need to look at.
The Real Work
Once you have a quality list, the real work begins with sending out emails, text messages, and cold calls. A few things you need to remember are words to be careful of because there are so many rules about wordings to avoid being marked as spam. You also need to learn how to handle irate responses and what you can and cannot do in terms of reacting to possibly not nice messages. Lastly, you need to make sure all calls are being recorded and reviewed before you finalize any offer or presentation. One thing we can say about real estate is that it’s never boring, and you’ll never have the same day twice in a row.
Want to learn more? You can listen to the full episode on YouTube, Spotify, or Apple Podcasts.
Outline of the Episode:
- [03:04] Before a lead even makes it to the list, it goes through a lot of processes. There’s no one source since it can come from either marketing or through a referral. JD talks about the variety of different ways to come up with a list.
- [06:45] Spending costs on marketing needs to have a good ROI. Sometimes, the cheapest solutions do not really provide the best returns as was discovered by Melissa. Do you agree that sometimes, spending more can actually save you money in the long run, or is it cut costs all the way for you?
- [11:22] Always find out who you are doing business with, especially with real estate. Not everyone you will meet and deal with is honest. Have you had a funny story like the one Melissa just shared?
- [13:50] Did you know that sending out text messages to potential customers is not as easy as just sending a text? There are certain words you need to avoid, and there needs to be variations for the same message sent through different numbers to avoid being marked by your own carrier as spam.
- [17:48] Have you utilized call routes? Melissa is a big fan, and they make sure that they never miss a call by having calls routed from their mainline to another person and another person and another one until someone actually answers the call. You never miss a call and it tracks your data all the time!
- [19:38] Cold calling is our number marketing tool. We use Xencall!
- [22:31] One of the great things about Xencall is that all the calls are recorded. You can go back, point out where things went wrong, and step back to look at what happened, what was the game-changer, and what could be improved. This is a great way to train your staff on how to do proper call handling.
- [23:35] Processes matter because if you don’t have a process to follow, you wouldn’t be able to pinpoint what area you need to improve on. Do you agree with this, or do you think calls should be free-flowing?
- [25:57] The moment you have a legitimate lead, you need to put it into your CRM or customer relationship management. We use Propelio to help look up a property and note all of the important details, such as tracking it and making sure we don’t lose track of a deal.
- [30:34] Having an email provider that you can trust and works for you is very important. We use Zoho. Find one that works for you and one that works in more ways than one to save on time and money.
- [32:23] As the world becomes more virtual, there will be better digital versions of things such as DocuSign to help people process things virtually.
- [33:55] How has your experienced been with Mailchimp? Have you tried it? Some people say it’s awesome, while others have said that it’s not friendly to real estate people.
- [40:00] If you’re doing your own books, another tool we use is QuickBooks. It makes filing taxes so much easier and processing a 1099 at the end of the year.
- [44:05] Slack is just another messaging app that allows you to communicate with your team internally. If you do not have a team yet, this is not something you need, but once you expand and have one in place, Slack can be beneficial, especially for small businesses.
Connect with the Real Estate JAM!
Recent Comments