As a realtor, you want to gain as many customers as possible. Like any other product, selling real estate involves some specific stages to convert potential customers into real and happy customers. Here, we discuss a few best practices on how to create an effective real estate sales funnel that can enable your real estate business to grow in leaps and bounds.
Sales Funnel- A Brief
The function of a sales funnel is to drive traffic to your website and convert leads into loyal customers. It is a system that guides your potential customers to the landing page of your website.
A well-designed realtor sales funnel will attract your potential customers and provide them with adequate information to motivate them to move toward the final call to action (CTA), wherein they become loyal customers.
Stages of a Sales Funnel
There are many ways of looking at sales funnels. The commonest approach is to divide the real estate sales funnel (also called lead funnel) into four stages as follows:
We consider this as the prospective stage. People must first know you exist to know what you have to offer. So, this part of the sales funnel depends on your marketing and search engine optimization (SEO) skills, where various marketing campaigns (digital and traditional) make people aware of your product.
This stage of sales funnel management involves filtering leads, meeting prospective customers, and addressing them directly.
Here is where you make an offer to the prospect. There is some negotiation at this stage of the sales funnel, and it typically ends with a proposal.
The final stage of a sales funnel for real estate companies is where lead conversion takes place. You make a sale. The potential customer makes a purchase and becomes an existing, loyal customer.
Some sales funnel models include a fifth stage, loyalty. In sales parlance, the process doesn’t end with closing a deal. It is important to continue reaching out to customers post-sales, securing their assured loyalty. It is the remarketing stage of the real estate sales funnel.
Means of Creating an Effective Sales Funnel
Real estate sales are the major activity in a real estate business. Since we have defined the primary tool of the real estate sales funnel as the sales funnel, let’s consider how to create a sales funnel for your real estate company.
Embed Forms in Various Places
On their journey through your website, you need to create opportunities for visitors to turn into actual leads by filling out forms or clicking strategically placed buttons. Creating separate pages for each of your properties is a good idea.
Ensure you provide enough information with photographs about the properties, and don’t forget to offer newsletter subscriptions. A newsletter subscription is a great way for a potential customer to learn more about your company and products without having to make an immediate commitment.
The Power Ads and Social Media Marketing (SMM)
With social media marketing platforms at your fingertips, leveraging this powerful means of communication is imperative. Platforms like Instagram, Facebook, and LinkedIn are great platforms where you can place ads about your company and products. It can generate leads, drive traffic to your website, and subsequently direct into the lead funnel.
You can create ads to suit your budget. The more you spend on social media ads, the more exposure your real estate company will get, and you stand a better chance of gaining customers.
Social media ads can promote your brand, engage your audience, improve your lead conversion rates, and attract top-of-the-funnel leads. They also offer a great means for remarketing.
Run a Nurturing Campaign
Once you have collected sufficient data on customers’ contact details, now the funnel management work truly begins. You need to create relevant content for your potential customers in emails and newsletters.
You can track and segment particular web pages relevant to potential customers’ preferences. However, you must avoid spamming while doing all this, as social media channels can block and even penalize you.
Remarketing is a very powerful tool in social media marketing and part of the sales funnel for real estate. It is an instrumental means of tracking down customers who did not convert the first time around. Maybe they did not see what they liked the first time but later liked something and ended up purchasing it.
Optimization and Conversion Rate Measurement
An extremely important aspect of creating a realtor sales funnel is being able to optimize the information and content that you put on your website and monitor and measure the performance.
Today, there are numerous free and paid online analytical tools that you can use to pull up reports and graphs that relate to your sales and marketing campaigns. By processing your data using the right analytical tools, you can measure and monitor the performance of your sales funnel and make projections for improved sales in the future.
The Power of CRM
Although we did not include call automation and customer relationship management (CRM) software while discussing real estate sales funnels, these are part and parcel of the sales and marketing process.
CRM for real estate is a powerful tool that you can use to automate and streamline the way you deal with your customers when they call for information. By collaborating with a real estate CRM provider like Sell.Do, you can simulate a seamless customer experience, increasing customer satisfaction while reducing turnaround time and centralizing information, among other benefits.
Making a sales funnel to develop your real estate business might seem like an unsurmountable task initially. But if you break it down into parts as we have done here, you will see that it is not as difficult as it seems.
If you develop the right type of content that potential buyers can relate to and do adequate research into what customers want, you can help them make a suitable purchase decision.
Once you have a well-defined sales funnel in place combined with CRM for real estate, you can channel all the information you collect and use the right strategy to capitalize on new opportunities. It will not only help you gain more new customers, but you can even get a positive response from old ones.