Managing Leads

In order to keep track of their lead generation efforts, agents have needed to establish systems for compiling, maintaining and interacting with their leads. In the beginning, it may be enough to store leads in a simple spreadsheet document and set up a way to keep track of when you’re calling, writing or otherwise contacting a lead. Once an agent’s business grows, it becomes more important to remain systematic in how leads are handled.

“You have to have some kind of system,” Jones says. “Once you follow up or get that lead, you have to have a system for keeping track of them. When I was a new agent, I had just a basic Excel spreadsheet. Now I’ve upgraded to a more formal CRM system.”

In a perfect world, Mangan would be able to call her leads immediately. If a call isn’t possible at that moment, she sends out an email to let them know that she received their inquiry and asked when she should call. Like Jones, she is a firm believer in staying organized.

“I add my leads to my CRM at the end of each month,” Mangan says. “In addition to my
Realtor.com leads, I subscribe to FiveStreet, which allows me to keep track of all the lead activity and provides a automatic responder email function that comes in handy.”

Cox uses a database to track and manage her leads and uses her company’s technology offerings to keep up with her clientele.

“I do keep all of my clients and prospective clients in a database, which helps to ensure that everyone is receiving the proper outreach and assistance at each phase of the process,” Cox says. “My company provides a host of resources to help us stay connected to and best assist our clients.”