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Is a lead also a sale? Why a good sales manager is crucial for real estate sales

Real estate sales

As a Business Developer, Sales Manager or – in the case of the real estate sector, as a Broker, you have only one thing on your mind: bringing in as many leads as possible so that you can convert them into real estate sales. And while lead generation can go a long way in helping you find the right buyer for an available property, you should not assume that these leads will also automatically turn into sales. After all, a property purchase is a big investment. Do you want to turn potential clients into effective customers? These tips will help you make it happen.

Selling real estate requires a lot more effort than simply speaking to someone on the street and asking whether they are interested in buying a property or not. As a real estate agent, we don’t have to tell you that. And while there are various tools for attracting potential clients, the final sale of a flat or a property is entirely in your hands.

Attracting potential buyers using online lead generation

To successfully complete a sale, you need to go through several steps as a seller. After all, finding a potential buyer for your available property is no easy task. To facilitate the search for such a potential buyer, you can use various tools and processes. One of these is setting up digital campaigns for lead generation.

Learn more about lead generation and what you should consider when setting up digital campaigns for lead generation, read here.

Wondering how Immowi can generate real estate leads for your available property? Get in touch!

4 tips for successfully completing your real estate sales

While lead generation can already take you a long way, it’s still your job as a real estate agent to also complete sales effectively. We give you 4 tips to give your clients one last push.

Give leads enough information

As we mentioned earlier, a property purchase is a major investment and therefore a decision that buyers want to make well-considered. So in some cases, in order to get potential customers to take that extra step, a little extra convincing is needed. By providing them with the right information sporadically and at the right time or by answering their questions when they have them, you create trust. Confidence that, for some, is also needed to set you apart from the competition and, consequently, to engage with you as a real estate agent.

Ensure proactive follow-up

When an interested lead comes knocking, it’s best to grab it with both hands. To make sure you don’t lose that potential customer, you can draw up a plan for yourself in which you decide when to provide them with what information. If you trigger your customer with the right information at the right time, they will remain interested and be fed little by little and consequently become more interested. Does your customer have questions? Then be prepared to give them all the information they need, even if they have already received it.

Make sure to be clear to customers where and when they can consult you for questions. If you don’t, you risk being inundated with questions from different customers 24/7.

No interest? Make sure potential customers stay triggered

Is an incoming lead not immediately the right one for the property you have available? No worries! Every incoming lead, including a ‘cold lead’, is one that is potentially interested in your services. If not now, then later. If not for this property, then maybe for the next flat you have on offer.

Invest in good after-sales

In tandem with the approach to ‘cold leads’ we described in the previous tip, good after-sales are also important. If you stay in positive contact with the people to whom you previously sold a property, they can refer you on to people within their own area who are looking for a new home. A kind of word-of-mouth advertising, in other words.

Let Immowi help you generate real estate leads

Are you an expert at convincing incoming leads yourself, but don’t know how to attract new potential clients efficiently? Then let Immowi help you! Using thorough lead generation, we ensure that you get enough interested parties in your available property.

Immowi Assistance

There is often an invisible wall between marketing and sales. Companies invest in marketing campaigns to generate leads, but do not take the right actions to turn those leads into customers. To remedy this shortcoming, the strategic online lead generator Immowi is adding a new extension: Immowi Assistance. Until now, we delivered high quality leads thanks to online marketing, but with Immowi Assistance we significantly increase the chance of these leads actually becoming customers. Thanks to this approach, companies that do business with us know how to convert their leads and have a platform where the leads are offered on a silver platter, ready to be converted into valuable customers.
Extremely result-oriented
We could make it easy on ourselves and be happy with just bringing in high-quality leads. But it’s frustrating when your hard work doesn’t follow through. Immowi’s great strength has always been that we are very results-oriented. Many marketers have a reputation for selling hot air, because they can’t substantiate their returns. We did that right from the start, and that’s why we were able to grow from one to more than 10 full-time employees in a very short period of time.
With MyImmowi we just go one step further than what classic lead generators do. We go to the point where a lead becomes a valuable prospect. We help our customers convert their leads into customers.
Entrepreneurial mindset always in mind
MyImmowi builds the bridge between marketing and sales. We Make it as easy as possible for the client to contact the lead. You have to keep them warm. If you let a few days or even weeks pass between the moment a lead shows interest in your product and the moment you contact that lead, you will lose him. Then your success ratio will remain low. So, we try to immediately set an appointment in the diaries of our clients’ salespeople. You have to strike while the iron is hot.
Letting sales people do what they do best
Sales people like to sell, but they thoroughly hate administration. They keep track of their leads, their appointments and their deals in Excel, or even with pen and paper. They only keep track of their own prospects. Many companies do not have a sales pipeline. So, you risk sending a quotation to a customer after a successful meeting, but ultimately missing the customer because you forgot to follow up on the quotation. You’re almost done, but because of the lack of a decent digital process you miss out on a customer – and therefore also on turnover.
We pick the low-hanging fruit for our customers. We automate the entire process from lead to customer, and put it into one clear dashboard. This way, as a business manager, you can follow everything from A to Z. How many leads does a campaign produce? How many of those leads drop out along the way? How many become customers? What stage is each lead in? The personnel cost of sales people is very high in many companies. If sales people do not lose time calling leads and recording appointments – which we do – they can focus on what they are really good at. And that is still selling, closing deals.
Measuring ROI to the euro
We bring marketing and sales under one roof. That way, you can make your campaigns much more effective. Imagine that your campaigns for one brand on Facebook and on Google both generate 10 leads, but that 8 of those 10 Facebook leads become customers and only 2 of those 10 Google leads. If you’re purely marketing, you won’t get that information and so you’ll continue to put the same amount of effort into Facebook and Google.
If you also include the sales part and you do get that information, then you can turn the right buttons, redirect your budgets and generate much more turnover.