Nurturing Your Leads

First contact and nurturing are of the utmost importance when it comes to managing your leads online. In this Article we will be outlining what we find to be the best method for both initial contact and long-term nurturing.

One common misstep we see with many of our clients is pushing for a transaction immediately. When making first contact with a lead, it is important to understand the leads perspective. Often leads are in the early stages of the process. You should consider this when first contacting them. Try and establish yourself as a knowledgeable expert, who is there to provide valuable information and assist them in making the decision to move forward. By providing value you will establish yourself as the go-to resource for all their property needs. This way when they are ready to make a transaction you will be the first person they contact.

When a new lead comes in, the first thing you should do is review their information on the Rainmaker platform. The Rainmaker platform is accessible online from your mobile device or desktop. There is a wealth of information in the leads section that is not available through the lead notification email or SMS. 

Once you have reviewed the leads information it's time to give them a call. We find agents have the best success when contacting the lead within 5 minutes of them coming in. This way the entire process is still fresh in their mind. It's important to make sure you don't ask the lead for information they've already provided, the lead wants to feel that their time is valued and wasn't waisted completing the funnel. Instead go over the information they provided, this will establish you as an expert and is a great place to start a dialogue.

Prepare some relevant questions based on the information provided on the platform, and some additional questions about information we don't collect. For home buyers, things like:

• Asking them for details on specific features they're looking for
• Additional areas they may be considering
• Local amenities they are interested in (School, Subway, etc.)
• If they would like a recently built or renovated home
• The usage of space (kids room, office, guest room, etc.)
• Parking needs
• Backyard size and landscaping features (trees, gardens)

Similarly with sellers, asking things like:

• Details on new renovations
• The purpose of the valuation
• What type of parking the property provides (indoor, outdoor)
• The lot size, and landscaping features
• are great ways to start a dialogue. 

Our SMS chat is an excellent way to reach out and converse with your leads. Your virtual assistant Sarah will use SMS to nurture leads on your behalf, but we recommend taking over the chat when you are able. We do our very best to ensure Sarah is nurturing your leads effectively, but you are the expert and it's your services that will ultimately convert the lead into a transaction. You can take over the SMS conversation from the chat section (see below).

Long term nurturing is also imperative. By providing the lead with continual support and value, they will develop a lasting relationship with you. It is important to ask yourself when contacting a lead “How am I providing value to this lead?”. Our default nurturing messages were all crafted with this in mind. We would recommend reviewing our nurturing, so you fully understand what your lead has been receiving and how best to respond.

Put yourself in the leads shoes and make sure you’re engaging everyone in a positive way - despite the stage they’re in. This is the best way to ensure you have a full pipeline for now and throughout the future.