REALTOR Magazine online just posted an article about lead management called ”Capture and Convert” with advice on how to manage your online leads. One thing they point out is that a solid lead management response strategy is key to the least amount of agent time wasted. As they said, consumers often want the attention but don’t plan to act right away. With the market these days, I think everyone is going to take these leads a little more seriously. In that case a system for lead management is necessary.

Advice from REALTOR Magazine:

1. Who gets the leads? Determining who gets the leads can be cumbersome, but realize that is must be someone who can get a quick response back to the consumer. This may narrow your list.
2. Incubation Strategies: Your initial contact does not need to be personal. An automated email with initiation of a monthly newsletter and how to sign up for automatic alerts can be enough. Just make sure you have someone screening for questions that might require a more in dept contact.
3. What’s the Payoff? If you’re managing your online leads you need to be able to show results. Active Website’s software can provide you with statistics that show how many of your leads are being converted into closed transactions. This can be very valuable when determining if your response times, strategies and investment are being successful.

LifeCycle is our lead management system offered as a part of the Enterprise platform. One of the benefits of the Enterprise platform is that we can help your brokerage set up an e-Team to help manage, distribute and maintain online leads. Our website design and online strategies will help you to generate the maximum number of leads off your website but with all of this inflow, you will need to dedicate staff members to manage them. These staff are you e-Team.

Jenny Evans did a blog last November about building an eBusiness department and why it’s necessary. I believe her suggestions are on par with the REALTOR Magazine advice. Think about what Jenny says – every brokerage needs to recognize the need for an eBusiness department and them implement a strategy. For more details, read Jenny’s blog post here.

Want the original article? Read “Capture and Convert“