As a real estate professional, you know that the journey to making sales can be long and challenging. While some may experience a smooth and straightforward path, more often, it involves navigating a complex process of acquiring leads, holding conversations, negotiating, and making offers. But don't worry! There are plenty of strategies to ensure you reach your destination successfully.

Often, we overlook the most crucial element where all profits begin: a new lead. It can be frustrating when a new lead changes their mind, shows no interest, or worse, doesn’t respond at all. However, these leads have already made a touchpoint. A touchpoint is any interaction a potential customer has with your product. This means there is interest, and you have their attention and details. You just need to know how to navigate this journey to reach your goal. Remember, no lead is ever a waste!

Step 1: Know Your Leads

Understanding your leads is the first step towards making a profit. Leads are people, and people have different needs and preferences. Identifying these at the outset will guide your next steps. For instance, you wouldn’t offer a meat dish to a vegetarian. Similarly, knowing what your leads want or need, and what they can afford, is critical. Are they looking for a townhouse or a condominium? What is their budget? Which areas are they considering?

Step 2: Segment Your Leads

Once you know your leads, the next step is to segment them. This makes your process more efficient. Segmenting can be as simple as categorizing leads based on the information you’ve gathered. For example, create a segment for leads looking for a house and lot in Metro Manila with a budget between 1.5M to 2.5M. Whenever you have a property that matches these criteria, you’ll know exactly who to contact.

Step 3: Engage with Your Leads

Engagement is crucial to staying relevant to your leads during their search for the perfect home. Are they first-time buyers? Send them tips on what they should know. Are they looking for a condominium in Mandaluyong? Provide them with options that meet their requirements. Are they curious about different payment options? Share articles that address this topic. Ultimately, cater to their needs and be as helpful as possible.

Step 4: Label Your Leads

Labeling your leads helps you track their position in the buying journey or sales funnel. This way, you can manage your time effectively, prioritize your efforts, and tailor your content and offers accordingly.

By knowing, segmenting, engaging, and labeling your leads, you can turn touchpoints into successful sales. Remember, every lead has potential, and no lead is a waste!