How to Gain More Leads as a Real Estate Firm Using CRM

Saphyte Team

3 min read

Updated: May 18th, 2022

Getting more leads and managing them can be a painstaking process for many real estate firms. For one, getting qualified leads may take businesses days or weeks to perform. It can also be a messy process when businesses just stick to traditional methods such as using online spreadsheets.

How can businesses gain more leads? What is a CRM and how can they use it to generate leads? Can it help organize leads and clients more easily? Read on to find out.

Real Estate Statistics:

Over 40% of buyers use online platforms to find new homes.

Over 20% of home sellers belong to the Baby Boomers generation.

Around 45% of real estate agents report having problems using technology in their practice

In the US, real estate agents close about 12 deals a year on average

Around 73% of homeowners report that they are more likely to list with a realtor who uses video to sell property

Top 5 Ways for Businesses to Gain More Leads

There are many, many ways for real estate agents and firms to gain more leads. Here are the top five ways for businesses to generate more leads and gain more sales in the long run:

Using Social Media to Gain Awareness and Drive Traffic into the Company Website

Social media is one of the most effective platforms for businesses to gain more brand awareness and drive traffic to their websites. With 53.6% of the world using social media, there’s a high chance for a business to gain leads and customers when it engages them using this type of platform.

It’s important to note, however, that many businesses already use this strategy so competition is high. Differentiating oneself is a challenge, especially when the business relies on organic growth. But when one gains a following on social media, it becomes easier to encourage them to check your website and see what more products and services (or as a real estate firm, your listings) you can offer.

Using the Website to Collect Important Information from Leads

Now that you have your website ready to cater to your leads and customers’ needs, how can you use it to collect important information from them?

Using tools such as CRMs allows you to configure your website to automatically prompt visitors to fill out a form whenever they visit your website. The information you will gain from this strategy would let you engage your leads strategically— by customizing your interaction using the needs, interests, and preferences of the lead to close a deal.

Remember, a potential customer doesn’t want to waste time answering your questions. They want you to propose your value directly to them— what is in your offer and how can it benefit them?

Qualifying Leads by Segmenting Them for Targeted Content

Segmentation is the process of organizing your leads according to a criteria. The criteria could be how “hot” or “cold” they are, their demographics (age, sex, jobs, industry, etc), or the channel they found you on and are interacting you with.

Segmenting leads lets you craft messages and content and send them in bulk, while not compromising personalization. In short, this lets you send one content to potentially thousands of leads while ensuring the content fits their needs, interests, and preferences.

The content should then encourage leads to make an action— make their first purchase, give a review, or send referrals, among others.

Personalizing Customer Service Using Collected Information

Once leads interact with you, they want the interaction to be smooth, continuous, and progressive. They tend to dislike repetition and find the lack of personalization discouraging. This can all be solved using a “meaty” customer database— the business should collect information with each interaction to create a complete customer persona. That persona will be the basis of every interaction as you move forward (as they go through the sales funnel).

But getting a smooth, continuous, and progressive interaction can be a bit difficult especially if the real estate company employs a lot of salespeople. Using the collected information, each salesperson can interact with leads as if they were the last person they interacted with. This gives a sense of continuity. And when salespeople are able to answer each of the potential customer’s question, and using the database, it results in a progressive experience— accelerating the buying decision process of the lead until he or she makes the first purchase.

Using SEO to Improve Search Visibility

SEO is essential in lead generation real estate. To improve your SEO, it is advised for real estate companies to perform the following:

Create a Google My Business Profile

Get Your Business Listed on Google Maps

Blog Regularly

Use Backlinks for Your Blogs to Build Authority

Take Advantage of Online Reviews

Engage with Social Media Users

What is a CRM?

Now, what is the CRM’s role in all this? CRMs let your streamline all your sales and marketing tasks using one centralized platform. Using tools and features such as automation, users can collect information from potential customers, implement personalized services, and engage leads and customers with relevant content to improve lead generation, enhance sales conversion, and drive sales growth.

How to Generate More Leads Using a CRM

Step 1: Use Landing Page Builder to Collect Information from Website Visitors

As displayed above, the landing page builder will automatically migrate information from the forms filled out by your visitors on your website into your CRM database. Or you can add leads’ information into the CRM database manually.

Step 2: Use the CRM Database to Follow Up Leads

Using the collected information, you can follow up by sending emails, SMSs, or by making a phone call.

Step 3: Engage Leads and Customers Regularly Using Targeted Content

You can use the CRM to implement an email marketing strategy— sending out targeted content to leads using email. The content should promote your business value to your readers, either by sending detailed answers to their questions or by creating content that would pique their interests.

Step 4: Promote Clicking on Call-to-Actions to Achieve Sales Goals

Each content you send out should have a call-to-action that would let you achieve your sales goals fast— either generating more leads, promoting more sales or encouraging them to check your other website contents.