Tagged : lead nurturing

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 [...]

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 [...]

08 Nov

Email Marketing – Design Effective Emails

by angela

Real estate project marketers need to have a diverse variety of skills, from event planning to design to creating brochures, direct mail pieces, and a myriad of other sales materials. At the same time, they often participate in defining and developing the lead nurturing process. Email marketing plays an important role in the marketing of [...]

25 Oct

Lead Management: Nurture Your Leads – Close More Deals!

by dave clements

Once someone has registered on your new home project website, what do you do? Is there a defined sales process? Do you have a course of action with logical steps, tasks and activities that nurture from interest list through to purchase? Does your sales team get involved right away? In most cases, the leads go [...]

16 Sep

Why Lead Nurturing Fails

by dave clements

New home sales are all about nurturing leads. While not all leads are ready to purchase immediately, a contact management strategy can help them through the process from ‘marketing-ready’ to ‘sales-ready’. Not all leads are created equal, and it can become challenging when we misinterpret how the process should be structured. Brian Carroll and Mike [...]