Author : Thais Cuffy

14 Aug

How CRM Helps Sales Agents Make More Money

by Thais Cuffy

Oftentimes, onsite sales agents use CRM simply because their managers have asked them to so, without realizing it’s potential to help them earn more money. It’s not an outlandish statement. CRM that is custom-built for new home sales offers proven systems and processes to help sales people keep in touch with prospects, understand their activity and interests, [...]

05 Jun

How Do I Manage Unqualified Leads?

by Thais Cuffy

This post originally appeared on the Lasso CRM Blog. Recently at Lasso CRM, we launched an initiative to thoroughly scrub our database. We went through almost every registrant and updated notes, ratings and contact info, and merged duplicates. There were some prospects, however, who weren’t ready, willing or able to implement a home builder CRM [...]

22 May

Getting the Most from Your CRM System

by Thais Cuffy

This article was originally published on the Lasso CRM Blog. During a recent Lasso webinar with online marketing expert Mike Lyon, Mike said something that really stuck with me. He was discussing how to create and implement a successful online lead follow-up process when he said, “CRM is the process.” In other words, using your [...]

08 May

From Prospect to Purchaser (and Beyond) with Home Builder CRM

by Thais Cuffy

The main objectives of customer relationship management (CRM) for home builders is to create a system that captures every lead, nurtures the relationship through automated sales processes and email marketing, and moves the prospect through the sales funnel to write a contract. While much energy and time is spent on converting leads to buyers, we [...]

24 Apr

Using Email Templates for New Home Marketing

by Thais Cuffy

There’s a lot that goes into creating a great marketing email. In order to create emails that are opened and read, you must consider the balance of images and text, image resolution and width, calls-to-action and HTML programming, among other elements. It’s no easy task, but pre-designed email templates can provide the right foundation to [...]

10 Apr

Why Bigger is Not Always Better

by Thais Cuffy

Everyone has heard the phrase, “The bigger the better.” In real estate, this concept may apply to land in Texas, master closets or kitchen cabinet space, but it doesn’t always apply to your home builder CRM database. Ideally, you want to build a targeted database of prospects who have expressed interest in your community, brokers, [...]

27 Mar

Using Reports for Good

by Thais Cuffy

In this month’s Lasso webinar with Leadership Sales Coach Jason Forrest, one of the points Jason drove home is that sales managers often fixate on correcting team members’ individual negative actions. On the other hand, coaches hold off on negative feedback until they see a pattern. Coaches acknowledge the positive far more than the negative, which [...]

13 Mar

Organize Your Prospects for Targeted Follow-Up

by Thais Cuffy

As with bank accounts and relationships, a home builder CRM system is only as good as what you put into it. When it comes to following up with prospects – both online and those who have walked into your sales center – it’s important to rate, label and tag leads so that sales and marketing [...]