Leveraging your database of leads

Posted by
Mike Lyon
Date
 January 16, 2007
Comments
2 comments

A new report at USAToday talks about the positive growth in the Tulsa housing market. This is exciting news for us (we build in Tulsa TulsaMarketMetro) and something that we can use in our marketing materials. It compares our market to other states and gives examples of buyers who sold their house and moved here.

Because we have managed our leads effectively, I will now be able to segment my list specifically for out-of-state buyers and send them an email with this article today – the same day the article came out.

If we didn’t have a program like this set up – what would I do? Print off the article and show it to our walk-in traffic. Not many out-of-state buyers walking into the models. Now I can leverage this information to invoke a response from the relocation buyers who have shown interest over the past 2 years.

This is a great example of how you can manage incoming leads effectively, segment your buyers and create the unique message for each market.

  • Hey Mike, Good Info. I have seen so many builders with numerous email leads sitting on a computer. They are not doing anything with them. Just coming in and doing a few mass email blasts to those lists will typically create a surge of traffic to the website. In many cases, there leads have never been touched or they were discarded by the agent after the first few days of follow up because the builder did not have a system to effectively follow up with those leads. The builder is out paying lots of money to generate new traffic and probably has a gold mine that could generate several incremental sales.

  • Hey Mike, Good Info. I have seen so many builders with numerous email leads sitting on a computer. They are not doing anything with them. Just coming in and doing a few mass email blasts to those lists will typically create a surge of traffic to the website. In many cases, there leads have never been touched or they were discarded by the agent after the first few days of follow up because the builder did not have a system to effectively follow up with those leads. The builder is out paying lots of money to generate new traffic and probably has a gold mine that could generate several incremental sales.