5 Reasons Real Estate Agents Qualify Leads Online

Realtor point on the home for sale - how to help sale with Teakah
Are you a real estate agent or professional that regularly receives leads online from a website, social media network, agency, or marketplace? If so, you may find yourself struggling to organize your leads, qualify them, and determine if they are ready to buy. Fortunately, research shows that you aren't alone. In this post, we're going to look at the top five reasons real estate agents use surveys to qualify and nurture online leads.

I. 73% of marketing leads never convert into sales. (MarketingSherpa)

There are countless reasons why many leads that reach your inbox never result in a sale. This is why leads must be qualified as quickly as possible - to insure that you are focusing your sales efforts on the right group of contacts.

II. 50% of leads are qualified but not yet ready to buy. (Gleanster Research)

Real estate agents receive leads from buyers at various stages of the buyer's journey. One lead could be at the early stages of deciding whether to buy a home, while another lead could be looking at their dream home listing online. To align with your lead's place in the buyer's journey, you must adjust your sales efforts accordingly by providing the right information to move them to the next step in real estate.

III. 25% of real estate agents don't organize contacts and leads. (Realtor Mag)

If you are one of the 75% that feels their contacts and leads are well organized, then kudos to you! If not, then you're not alone. It's difficult to organize your database when you don't know much about a lead beyond their name, phone number or email, and possibly a brief description of their inquiry. While there are tools you can use to analyze an overview of your contact's demographics using public information from social media profiles, the only way to get to know your contacts and leads is to ask. Getting to know your leads is part of the lead nurturing process that ultimately leads to...

IV. 35-50% of sales go to the vendor that responds first. (Inside Sales)

Rapidly-advancing technology trains consumers to expect almost everything in real-time, especially replies from businesses they connect with online. Homebuyers and sellers have access to real estate marketplaces that allow them to contact dozens of real estate agents in minutes. If you're the first one to respond to their inquiry AND offer to get to know them better, you're going to increase the likelihood of doing business with them.

V. Incentives increase response rate for lead qualification surveys. (American Statistical Association)

One way to get to know each one of your new contacts and leads is through a lead qualification survey. This survey will allow you to gather more information to determine where your lead is in the buyer's journey, what their budget is, and what they want. To go above the average response rate of 10% - 24.5% for surveys, real estate agents can use incentives.

Incentives, according to the American Statistical Association, increased the response rate for surveys. For real estate agents, incentives like online gift cards means more completed lead qualification surveys. As you receive survey responses, you can utilize the information therein to score your leads and organize them accordingly in your CRM or customer database. A list of well-organized, qualified leads will allow you to target the right messages to the right buyers at the right time.

In Conclusion

Real estate agents can use incentivized surveys in an effort to better organize, qualify, and connect with leads in each process of their buyer's journey. Once you begin to qualify your leads, you will not only get to know a new potential customer, but you will also get to know which marketing and advertising tactics are helping you generate the best leads for your business. Sign up for a free Teakah account and start customizing your first lead qualification survey today!

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