Best practices for real estate lead management.
The following industry studies were conducted by a variety of real estate industry experts to determine best practices, industry myths, ways to boost online lead conversion, and how social media factors into the equation. At One Cavo, we reference these reputable studies for ways to improve your consumer’s experience and ways to simplify your lead management process. See why the tactics we employ are recommended as best practices for real estate lead management.
Inman Select Studies
Inman Select conducted intensive surveys within the real estate industry to determine the current perception of online leads and Customer Relationship Management (CRM) software, individual agent success with investing in leads and the CRM software available, and methods that can improve the experience with both.
InsideSales.com studied the factors contributing to success in contacting, qualifying, and converting a real estate lead based on how much time elapsed before the lead submitted an inquiry, the time of day and what day of the week when contact was made, the ways in which leads are captured and distributed, and other factors. These results confirm the importance of responding to a lead within ten minutes every time, and the positive effects of doing so.
In this study, Realtor.com investigated why most agents achieve only a 1.5% lead conversion rate, methods of optimizing response time, lead management, and organization, and even the positive impact of enabling consumers to request help at the specific point in time when they’re most ready to convert.
Real Trends Study
Each year, Real Trends releases a study on online performance for brokerage firms gathered from Google Analytics data. Each consecutive release since the first has involved more intensive and detailed studies of broader information. This particular study combines analytics with phone surveys, information gathered by third-party companies, and more, in order to determine what practices are best for incorporating social media with online lead management and lead conversion, the impact of design and website usability on real estate leads, and general analytic trends for brokerages.
RISMedia researched the effect of contacting leads via email and text message, the different ways that leads use their phones compared with their computers, and how this usage influences the quality of a lead and the success of various means of contact.