How real estate agents can use their database to make sales during Covid-19
In these unpredictable times, there isnt really one solution that can turn back time. So it is important to focus on solid, actionable steps that you can control and implement day-by-day. While we are practicing the new norm of “social distancing” and taking a pause from our typical daily routine, you as a real estate agent will need to find the opportunities within your own current digital sphere.
Here are a few ways you can stay productive simply by leveraging your existing client database.
- Increase Your Client Prospecting Time
One thing we know of certain is that during this time, it is going to take more leads to accomplish your goals today than it did before the crisis. Which means, your lead prospecting time will have to increase. Prospecting has always been one of the most important weekly tasks for property agents. The important thing to remember is that there is still opportunity out there. There are still leads, still buyers and sellers, you just need to work a little harder.
Take this time to do an audit your lead generation strategy. It’s a good time to increase your online property lead generation and change your marketing strategies that are no longer working in the coming months. For example; change your viewing plans to include virtual property tours. Instead of hosting a property event, consider doing a live property webinar for your audience
- Search For Golden” Leads In Your Existing Database
Since interest rates are at an all-time low, there may have been people in your database that were looking prior to the crisis and will continue to look during and after the covid-19. In fact, there may be many people who weren’t seriously looking to move or buy prior to this situation who have since realised there is opportunity in the market to get a better deal, and will be more close to making a big decision.
These are the “golden” opportunities to look out for. During this time period of social distancing, people are spending a lot more time browsing online, so it’s important to stay on top of your database and property CRM and engage your network to see which leads are closer to making a decision.
- Reconnect with Your Entire Network & Be a Guide For Your Community
One of the most important things people are looking for right now is accurate real estate data & information. People want to be reassured and they want trustworthy information about the market. You have an opportunity here to reconnect with past, current, and prospective clients to check in and offer your help. Make a list of the ways you can help them, whether it’s simply connecting them to another useful resource or sending them valuable property insights. Remember alot of people are stuck at home in front of their computers and will inevitably be spending more time looking at their next dream property or simply one at a really good deal.
- Understand your data and metrics
Now more than ever, being a data-driven real estate professional is critical. There are plenty of numbers you can look at from your database to help strategies your new game plan for 2020. For example, figuring out the average number of leads that you need to generate in order to get a qualified prospect. Or the average number of whatsapp texts you need to send before moving forward with a viewing, getting a closing, etc. And if this is something you haven’t been tracking – now is the perfect time to start.
You can also start tracking your follow-up & response time, because just generating leads isn’t enough. It’s the follow-up and persistent communication that comes next that truly matters. Ask yourself, how is your follow-up process? Track and measure your speed-to-engage as well as your response rates. If you’re using a CRM that tracks these things for you and schedules to-dos, be diligent with your CRM system.
Another thing to track is your lead conversion & closing rates: These numbers are critical to stay at your best, because they directly tie to your transaction volume. When you are clear on how many leads you’re converting to viewings and how many deals you’re closing, you can pinpoint where you need to improve, and estimate how many leads you need in order to reach your sales targets.
Stay tuned with the realestatemy.com/blog for more up-to-date tips and guides for real estate marketing professionals.