As a real estate professional, you probably know that the road to making sales in the industry is a long and tedious one. Some get lucky wherein the road is smooth, but most often than not, it seems like a maze that involves a lot of acquiring leads, conversation, negotiations, and making offers. That's okay! There's no reason to fret because there are a lot of ways to ensure that you will get to your destination!

Frequently, we overlooked the one most important thing where all profits started, a new lead. We get it! Sometimes, it is frustrating to have a new lead only to get a reply saying they have changed their minds or they were really not interested in your property, or the worse, a zero acknowledgment after you just responded to their inquiries. These scenarios often resulted in misjudgment that we tend to forget that these leads have already made a TOUCHPOINT. A touchpoint is any time a potential customer or customer comes in contact with your product. See, there's interest, and you already have their attention and details, you only need to know how to navigate the road we told you earlier to arrive at your destination. That's why a lead is an important facet of this whole journey and no lead is a waste!

Step 1: Know your Leads

Knowing your leads is your first step on this road to making a profit. Leads are technically people, and people differ on so many levels. What you will find out at this stage will dictate your next steps. Think of this way, you will not offer a meat dish to someone who happened to be vegetarian, right? That's why it is very critical to know your leads first, so you will know what you will offer to them. Go for the very basic of understanding what they want or need, and what they are capable of buying. Is it a townhouse? A condominium? What is their budget? What areas are they considering?

Step 2: Segment your Leads

Now that you already know your leads, the next step is to segment them. This way, it is going to be more efficient for you when we go to our next step. Segmenting leads can be as simple as creating buckets based on the information you collected, for example, a bucket for leads who are looking for a house and lot in Metro Manila with a budget that ranges from 1.5M to 2.5M. So, every time you know a property that matches these requirements, you already know who you will have to contact to make an offer.

Step 3: Engage with your Leads

Engaging with your leads is crucial because it will help you to stay relevant to their journey of looking for the perfect home. Are they a first-time buyer? Send them some tips on what the first-time buyer should know. Are they looking for a condominium in Mandaluyong? Send them options you have that meet this requirement. Are they curious about different payment options? Provide articles that tackle this topic. Ultimately, cater to their needs and be as helpful as possible.

Step 4: Update your tracking

Labeling and updating your leads' journey will help you track where they are in the sales funnel. This way, you will know how to manage your time, who to prioritize, who to let go of, and what content and offer you will send them. After updating their status, you can go back to either steps 2 or 3, whichever is more applicable.