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11 Leads Management Resource Center A sneak peak of managing your business in the future!
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© 2011 Century 21 Real Estate LLC. All rights reserved. Welcome to the NEW Leads Management Program Overview New Leads Management Team across the United States New Resource Center on 21Online.com available May 2012. Working Towards Our Goal Being the Global Leader In Closed Real Estate Transaction
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© 2011 Century 21 Real Estate LLC. All rights reserved. Our Mission is Simple “ At the end of the day this is about closing the opportunities you have, managing the ones you generate, maintaining a competitive advantage, and satisfying customer’s needs.” LEADS MANAGEMENT
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© 2011 Century 21 Real Estate LLC. All rights reserved. Leads Management Resource Center Coming soon to 21Online
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© 2011 Century 21 Real Estate LLC. All rights reserved. lead generation What? Marketing and advertising strategies to generate and get leads. So what? The right message and “call to action” gives customers a reason to contact you. Now What? Identify advertising and marketing resources to generate best quality leads.
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© 2011 Century 21 Real Estate LLC. All rights reserved. lead capture & assignment What? Systems to capture customer name, contact information, and purpose of inquiry. So What? Capturing information and quick response to customer needs gives you an advantage. This step begins the sales pipeline. Now What? Create a lead capture system to capture leads from multiple sources (phone, social media, sign calls, & internet)
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© 2011 Century 21 Real Estate LLC. All rights reserved. lead ranking What? A system to rank customer qualifications based on customer characteristics. So What? Lead ranking systems help agents prioritize time and customers and assist in setting up follow up or drip programs. Now What? Create a ranking system and profile customer characteristics. Assign time lines for customer profiles and use to set up incubation or follow up plans.
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© 2011 Century 21 Real Estate LLC. All rights reserved. incubation What? Follow up and drip campaigns with multiple touch points based on lead ranking. So What? Many customers are never contacted and “orphaned” after first contact. A system adding valuable services differentiate the agent from the competition. Now What? Create follow up plans with multiple touch points and different time lines based on ranking system and customer’s needs.
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© 2011 Century 21 Real Estate LLC. All rights reserved. performance What? Performance measurements relating to customer care and leads management. So What? “What gets measured, gets done!” Identifies results from advertising and leads management strategies. Now What? Set baselines (Where are we today?), goals (Where do we want to go?), and benchmark best practices (How are we going to get there?).
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© 2011 Century 21 Real Estate LLC. All rights reserved. customers for life What? Feedback systems and building a book of business after the sale or service. So What? Customers are often abandoned after the sale. Most would do business again with the same agent, but cannot recall the company or agent’s name. Now Wha t? Implement an “after sale program” to build customer loyalty, personal referrals, and repeat business. Build a book of business and offer additional value to the relationship.
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© 2011 Century 21 Real Estate LLC. All rights reserved. Southeast Brad Muench 850-855-1066 Midwest Laurie Popp 810-965-6476 Northeast Patrick Sullivan 203-722-3673 Pacific West Bob Popp 805-358-8062 South Central Dale Omer 602-524-8671 Southeast Kathryn Carr South Central Colin McGovern Pacific West Mark Whitmer Midwest Anita Overstreet Northeast Stacey Taylor If Leads Management is an area you would like to enhance for your company contact your CENTURY 21 ® Business Consultant and ask for a self evaluation
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