Greg Harrelson and Abe Safa give you some proven tips that can help you find opportunities from "dead leads" in your database. You may be thinking all hope is lost when you have a dead lead, but don’t give up just yet! Although these leads may seem like a dead-end for many real estate agents, there are some things you can do to bring them back to life. 

Find out what a dead lead is and how to create an opportunity out of them. 

What Do Dead Leads Mean?

Dead is a label that real estate agents often put on leads that they feel like they shouldn’t waste their time with.

For this we are considering "dead leads" to be those with zero engagement. Thus giving the impression that there is no possibility of them taking action or transacting with agents. These are people can be identified in the database with having no activity at all for at least 90 days.

Keep in mind that although real estate agents consider these leads “dead,” it’s not the same for companies paying money for those leads. They instead refer to these leads as “abandoned”. With abandoned leads, you have the opportunity to take action. 

How Do You Revive Those Dead Leads?

Call Them

If you have less than 100 people in your database commit to making 20 contacts a day. You don’t need really to rely on workflows yet, you can simply call them and seize your opportunities.

For those without telephone numbers, you can also opt for direct mail or do some circle prospecting. These strategies can help increase your chances of getting interested leads. 

 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
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Activate a Re-Engagement Campaign

You can activate a re-engagement campaign by sending at least two texts or emails to the whole group of “dead leads” in a database. Do it in chunks of 50 people so that you can reply back to anyone who engages in a timely manner.

When they respond, treat them with the same urgency as a brand new lead. Be ready for a one-on-one, back-and-forth dialogue. It’s also important for you to “take people offline.”

This means that the sooner you can take communication through the phone, the faster and more leads you’ll identify. People who will pick up the phone are considered your hottest leads. But if some don’t pick up, don’t abandon them and continue responding within the database. 

Make Sure There’s Future Activity Scheduled 

 
 
 
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Before kicking off the re-engagement campaign filter out completely disengaged leads. Make sure that everyone has some future activity scheduled, no matter if it’s six months or even two years down the line. This helps you identify exactly which leads to call. 

Once you have made contact with a lead, ask questions about what kind of properties they’re looking for. The purpose of this is to update their saved search with more relevant alerts to get them back on your site and show what kind of value you can provide.

Published on Jan 28, 2022 under ,

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Coaching Keeping It Real

Keeping It Real: The Resources To Equip Your Real Estate Team for Success with Sascha Chatman

Keeping It Real: The Resources To Equip Your Real Estate Team for Success

 

 

In this episode of Keeping it Real, Sascha Chatman and  Frank Klesitz, CEO of Vyral Marketing, break down how you can equip your real estate team for success.

Learn more about the resources needed to manage your own team of real estate agents. Of course, a capable workforce is one thing for generating leads and obtaining success in the real estate world. However, having the right resources available is one of the critical factors needed to equip your real estate team for success.

Recruiting Presentation 

Transforming Your Success into Their Success

Creating a Schedule

Buying this Year vs Next Year

Discovery Phase

The discovery phase is meant to determine whether or not the agents being recruited are the right fit for their real estate team while providing the necessary details for the agents to know what their team is about. Sascha first discusses their team goals and strategies to ensure agents know exactly what they're walking into. He also discusses other matters, such as expectations from the agents themselves and their commissions.

The discovery phase may be one of the most important parts of knowing how to equip your real estate team for success. In order to succeed, you need to have a reliable workforce on your side that shares the same goals and is willing to cooperate with the rest of the team to move forward. Having a compatible and efficient team is one of the best resources you can have in real estate, as it can significantly affect your business' productivity.

Ad Educated Buyer is Easier to Work with!

Agent Utility Belt

This is the highlight of the entire video. Sascha compares his utility belt of resources to Batman's belt of tools and trinkets. This belt essentially exists to store all resources and keep them within reach. Don't get the wrong idea, though. It's not an actual belt. Instead, it is usually a cloud or a compilation of all your valuable resources, such as videos, links, and other agent tools. Having a utility belt that is curated specifically for your team and your needs could help increase the productivity of your workflow because you won't have to scavenge for resources when you need them.

Not only does it make you more productive within your workplace, but it also gives off the sense that you are reliable and organized. When clients ask for something, you will easily have it within reach. 

Clients understandably have many questions before closing the deal, so one of the best ways to answer them is to grab a resource from your utility belt. For example, you're talking to a client about title insurance. Instead of answering their questions yourself, you could take an informative video from your utility belt and ask them to watch it. This makes it easier to understand and relate to.

Having a utility belt is a great way to equip your real estate team for success. It also comes in useful during business transactions. All in all, it's one of the best resources that a real estate team can have.

Having the right resources is essential in equipping your real estate team for success. Create an agent utility belt that caters to your team by signing up for the Real Geeks platform today. We provide valuable resources that you and your team can use to achieve the best possible outcome in every situation. Get started with us today!