Category : Featured

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 [...]

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, [...]

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 [...]

27 Jun

Not enough leads. Really?

by dave clements

All too often it’s common for Sales Managers to hear this from the sales team — “I’ve called all my leads, now what? We need more leads!” This statement from your sales team should raise red flags, especially if you do not have a homebuilder CRM solution in place to guide follow up. The truth [...]

25 Apr

CRM Software Solutions: It’s More About Process and Activities

by dave clements

As CEO of Lasso, a home builder CRM software provider, I get the opportunity to speak regularly with many builder CEOs, sales managers, and vice presidents about their businesses.  Whether I’m talking with prospective clients or current Lasso users typically we talk about: What is working (and what is not) with their lead management process [...]

09 Apr

Developing Lead Nurturing That Works: Create A Sales Process and Timeline For Communication

by dave clements

We know that lead nurturing is an essential part of lead management. Understanding the different personas is essential to targeting content that will be applicable to your leads. Content mapping will help you deliver the proper information at the proper phase of home search. Once you’ve determined your various sales personas and mapped your content, [...]

27 Mar

Developing Lead Nurturing That Works: Content Mapping

by dave clements

Previously we talked about the importance of knowing who your buyers are and what motivates them by identifying personas. Once you’ve created these homebuyer personas you can then begin to look at the available marketing content you generate on your various model homes, new home communities and condo developments.

13 Mar

Developing Lead Nurturing That Works: Who Are Your Buyers?

by dave clements

Recently we talked about why we need to utilize lead nurturing to build relationships with prospects who are not yet ready to purchase a home upon their initial visit to your website or onsite models. As we said, it’s important to find out what makes your buyers tick, and where they are in their home [...]

02 Mar

Why Lead Nurturing Is An Important Part of Lead Management

by dave clements

In the home building industry, it’s becoming more and more rare for a first time visitor to know exactly what they want, and be ready to buy immediately. That’s why the process of lead nurturing and building relationships is so important. With a detailed customer relationship management process and multiple interactions you will develop relationships [...]