Key Insights to Track and Nurture Your Top Leads
In dealing with expired listings in Manhattan and the greater NYC area, a big portion of your time will be developing and cultivating leads. You want these expired listings to remember your name when they are ready to list again. And you do that by nurturing and building that strong connection and trust with them. Part of nurturing is discovering the best ways to track your leads. You need to know where they’re coming from to know where to invest more of your efforts and funds in marketing. But then you also need to keep track of the conversion and how the leads are being nurtured. Here are a few key insights.
1. Track the lead sources
First, figure out where these leads are coming from. Create a plan to record and track leads as they come in. Perhaps create a spreadsheet where you can dump all the leads with their names, contact info and where they came to you from. If you have a good CRM tool, use this to keep track and help with nurture as well. But essentially, find out who’s coming to you from a social media paid ad vs. coming from a “Just Sold” listing on social media. And who did you find through a referral? And what was the referral type: another client or a colleague?
2. Determine how much you’re getting in ROI
Tracking where these leads are coming from will help you determine where to invest future funds, time, and energy in your marketing strategy. If you’re getting a lot of leads from paid ads, then keep investing in those. If a lot of people are coming to you from referrals, invest in a client event with current clients that emphasizes “bring your friends and family.” But if you crunch the numbers and your paid ads aren’t bringing in enough leads to warrant spending those funds each month, that’s good data to have, and you can start to invest more funds elsewhere. Having consistent forms of measurement and tracking systems in place will help you become more efficient in how you use your money and time.
3. Develop Processes to Nurture those leads
Sitting down to determine which leads are getting nurtured and which aren’t is going to be a game changer. You might think this lead isn’t a “good” one as they’re not converting. However, they’re still a lead and that makes them good and worthwhile. They just might need more nurturing and follow up. Another great option here is to develop Smartplans to help you stay on track. Essentially you want to build out your processes so that when you gain or convert a new lead, they go into a plan where they will be followed up with and nurtured regularly along the way.
Find out which leads are getting nurtured, which aren’t and where they are coming to you from to know how to best allocate your resources. And utilize our services to obtain even more leads that you can nurture and convert to clients!
*ExpLiMO provides high quality leads on a daily basis and offers a unique opportunity for Manhattan and Brooklyn real estate agents to prospect for expired listing leads and grow their business exponentially.