Lead Flow for Real Estate Investors

Team members are an invaluable asset in real estate. With each member playing a specific role, the goal of closing more deals becomes easily attainable. More so, with the effective use of lead flow.

The lead flow process is about converting newly created leads to appointments. And the goal of these appointments is to get the property on a contract. It is attained with the expert skills of a lead manager and an acquisition manager.

Here’s a straightforward walk-through of the lead flow process starting with the lead coming in through the final step of scheduling an appointment.

Breaking Down the Lead Flow Process

The steps in the lead flow process are clear and precise. And can be completed using REsimpli. Listed below are the steps involved.

Incoming lead
Call Porter
Completion of REsimpli’s Webform
Call with Lead Manager
Appointment with Acquisition Manager

Continue reading for a brief description of each role and how to optimize the real estate lead flow process.

1. Incoming Lead

The lead flow process starts with marketing! And thanks to your (your team’s) marketing efforts there are incoming leads.

Regardless of the marketing route, Cold Calling, Pay-Per-Click, Direct Mail, and SMS, every lead goes through Call Porter.

SMS leads that desire to be removed from the listing will have the option to do so by leaving a voicemail message. These leads are the only ones that do not go through Call Porter.

2. Call Porter

REsimpli uses Call Porter, an answering service built exclusively for real estate investors.

Call Porter will answer the call from your incoming leads and ask the seller a series of “motivation” questions.

The motivation questions asked by Call Porter include:

Why are you looking to sell the house?
How soon are you looking to sell (30 days vs a year)?
Is the house vacant or occupied?
How much is the mortgage on the house?
What repairs does the house need?
Do you have a price that you are looking to sell the house for?

All information collected gets input into REsimpli’s web form. The form is submitted and creates a lead. Any additional information provided by the seller is entered on the form as notes.

3. Webform

While listed as an additional step, the web form process is actually completed by Call Porter. The information on the web form includes:

Name
Phone number
Email address
Lead source
When the lead was created
Property address
Motivation questions

4. Lead Flow Manager

The lead manager step entails reviewing the lead and calling the lead to schedule an appointment.

It is important to mention that all calls with Call Porter are recorded. This recording is reviewed by the lead manager to gain perspective on the seller. Because understanding the tone can help determine if an urgency to sell is present.

The main goal of the lead manager is to schedule an appointment between the seller and the acquisition manager.

5. Appointment with Acquisition Manager

The lead flow process culminates with the appointment scheduled by the lead manager for the acquisition manager and the seller.

The goal for the acquisition manager is to successfully make an offer to get the property on a contract.

What makes this whole process successful is the thorough gathering and reporting of information with the use of REsimpli, the webform, the answering service, and the lead manager!

Interested in learning how REsimpli can help you do all this and more? Request a demo and get a free 14-day trial!

Real Estate Business Lead Flow from Start to Finish

Learn how to use Sharad Mehta’s tried-and-true lead flow for maximizing your conversions and re-generating leads in your real estate business. In this video, he explains his method using his real estate software, REsimpli.

At the outset, he lists his marketing venues. In this case, PPC and SEO have their own inbound bucket, and Direct Mail, SMS, and Cold Calling have their own outbound bucket.

From there, these leads are categorized as “contacted” or “uncontacted”. Outbound marketing efforts can fall into either of the two, whereas PPC/SEO always fall under the “uncontacted” category, as they are incoming and online only.

These show up in similar categories in the REsimpli platform itself, making it easier to conceptualize the different stages of the lead generation process. The leads are then qualified, either by yourself, a team member, or your lead manager. These leads are either unqualified or qualified depending on criteria you can filter and set internally and on REsimpli.

If the lead is officially Qualified, REsimpli allows you to quickly and easily schedule an appointment using the online scheduler function. This is marked on your flow as Appointment Set.

If the lead is officially Unqualified, there’s two options: mark it as Unqualified then consider it a Dead Lead, or mark it as an Agent Referral. This can be tagged directly in REsimpli as a Warm Lead, thereby sending it to the agent and creating a task for your team to follow up. If the lead is marked as a Dead Lead, it is removed from the flow entirely.

When a lead is marked as Appointment Set, there are two possible options: the appointment is fulfilled or the appointment is not fulfilled. If the appointment is not fulfilled, REsimpli makes it simple and quick to set the lead up with a Drip Campaign specifically tailored for No Shows.

You can set up various automatic drip campaigns, including “missed call,” “no show,” and others. From there, you can further categorize the lead so far as scheduling tasks for your team to follow up, etc.

If the appointment is fulfilled, and the prospect is still deemed acceptable, you can then mark the lead in the Under Contract category which will allow you to fill out several criteria, including closing price, negotiation terms, and date.

If the deal is still under negotiation, you can easily mark the lead as Offer Made which will then allow you to fill out similar criteria, such as amount of offer, date of offer, and set automatic tasks like follow up and reminders.

If it’s a wholesale deal, the lead would be sent to your cash buyer and moved to Assigned to Buyer. Provided the criteria are set and met, the deal follows through as Sold. If the contract is sent to renegotiation, the sale flow restarts again either as Offer Made, Under Contract, or Dead Lead.

The best part about this deal flow is it’s manageable with or without a real estate software. Sharad, as an active real estate investor, formatted REsimpli’s sorting features after his own workflow with others’ real estate business in mind. Watch more in the video below:

Interested in seeing how else REsimpli can work for you? Request a demo and get a 14-day free trial.

Tag: lead flow