Real estate sales require a lot of work. They often involve connecting with prospects, responding to website inquiries and nurturing leads.
Productive real estate agents understand how to work smarter. They prioritize their tasks and use a CRM to manage their daily activities.
They also incentivize their agents, promoting higher property sales. This can include financial compensation or simple recognitions.
1. Create a strategic plan
A robust sales process is key to success in real estate. It will help you stay on track and achieve your investment goals in 2022.
Investing in digital tools for call center management, site visits, inventory handling and data security will be crucial. They will provide a centralized view of the whole business and increase property conversions. Payment gateways will also reduce the need to meet with customers physically and improve customer experience.
Having a client database that is maintained and easily accessible is a must. CRM software makes this easy to do, as it can manage the whole process from lead generation to follow-ups and client communication. It’s also important to analyze the data provided by your CRM reports to understand what is and isn’t working for you.
2. Set goals
Setting goals helps real estate agents create a path to the success they want. Without specific objectives, it’s easy to stray off course and end up with less-than-ideal results.
Many agents set annual sales goals based on outcomes, like closing a certain number of transactions or earning a certain amount of income. However, these goals are lagging indicators that can be influenced by a variety of factors that are out of an agent’s control.
Instead, set SMART goals (specific, measurable, attainable, realistic and time-bound) that focus on the activities needed to reach your goal. For example, if your goal is to generate 36 listings a year, break it down into a monthly listing target and a daily prospecting goal. Then track your progress using a sales management tool, like kvCORE or dotloop for Teams.
3. Create a routine
Real estate agents need to be organized to keep their clients happy and ensure a smooth experience. This is especially true when it comes to managing transaction communications.
A real estate agent’s daily routine should include prospecting, making calls, and sending texts to prospective buyers and sellers. They should also schedule time to watch webinars and read articles on good business practices and technology.
One of the most effective ways to generate leads is by capturing information from online forms and email campaigns, putting it into a CRM system, and nurturing them through the sales process. This automation leaves more time for the real estate agent to focus on selling. They can even use a chat widget on their website to connect with visitors and answer questions.
4. Automate tasks
Real estate agents can use automation tools to manage their clients’ transactions online. These software solutions can schedule meetings, record communications and keep track of property information.
For example, when a new lead fills out a contact form on a realtor’s website, the tool can automatically send them an introductory email with the agent’s logo and team or business information. This ensures that the client/agent connection begins sooner rather than later.
Other tasks like scheduling calls and tracking real estate marketing efforts can also be automated to save time. Back-and-forth emails to schedule calls can cause friction that may cost a client, so automation eliminates this risk. These tools can also help reduce administrative work so that agents have more time to focus on the higher-priority activities that drive company growth.
5. Track performance
Creating and implementing a strong sales strategy is only one part of the equation. To really succeed, you need to track key performance indicators and make improvements proactively. Leading software solutions make this easier than ever and give real estate professionals the tools they need to win in the marketplace.
For example, real estate leaders should use a KPI called “appointment to listing conversion rate” to evaluate how well their teams are turning appointments into official listings. They should also keep an eye on operating expense ratios to identify opportunities for cost-saving.
Additionally, a CRM solution can help you stay organized by managing client information in one place. This way, when a potential client reaches out through your website, you can add them as a prospect right inside the CRM!how to manage real estate sales
