The Black Hole of Real Estate Service

Are you providing a good service to all your leads? Think again!

Let's start with the revelations... If you are a traditional real estate agency, there is a high probability that you are neglecting a relevant percentage of your customers. Sounds harsh but I'm pretty sure that's the case. Why? Let's check the classic sales funnel:

We have three main phases: Lead generation, lead nurturing and sales. Real estate agencies invest a lot of money in the first one. Once they get a lead, it goes straight to the sales agent and usually, the agency barely knows anything about what's going on with that lead, unless there is a sale. So the lead nurturing phase is like a black hole where many leads fall with uncertain results. Funny after all that money spend, right?

Lead nurturing is probably the most complex work since we have buyers coming in different stages of the funnel: Awareness, interest, consideration... And often only a low % of them are actually ready to buy now. That high % of earlier stage leads need to be treated with patience and care, providing what they precisely need at their stage, which is not about blasting them with…