At its core, real estate lead nurturing is all about building and maintaining customer relationships. Knowing what clients need and why they need it can help real estate agencies cultivate stronger relationships with their customers and drive traffic to listings and high-value web pages. This results in both sales and repeat sales.

Furthermore, using smart digital systems like customer relationship management (CRM) software can amplify the productivity levels of your lead nurturing strategies and help you keep tabs on all types of customer-related progress.

So, what are the follow-up fundamentals of real estate, and how can agencies utilize CRM software for enhanced leads and customer management? Read on to discover five ways to nurture leads using a CRM, as well as long-term tips to maximize your retention and repeat customer rates.

 5 Ways To Nurture Real Estate Leads

1. Follow up on existing clients

Rule number one of follow-ups when mastering lead nurturing techniques? Following up on them. There are plenty of ways to stay in touch with both existing and previous clients that have proven to be effective, such as:

• Extend thank you messages – A little bit of gratitude can go a long way, and it shows clients that you’re interested in more than just a one-stop interaction. You’re here for the long haul.
• Offer exciting (and relevant) new services – If you start up a new service that you think would be relevant to certain previous clients, let them know what new things are on offer from your agency and see whether they’re interested in rekindling some business with you.
• Implement a referral program – If a client has had a positive experience with your business, chances are they’d be happy to refer you to a family member or friend. Start up a referral program to help nurture those leads as they develop.

These are just some of the techniques that real estate agencies can implement for following up on previous clients to motivate repeat business and nurture relationships with their target audience.

2. Utilize CRM software and automation tools

CRM software is one of the best tools any business hoping to nurture important leads can use. They can help you keep track of each customer’s activities, identify gaps in your management system, monitor the performance of lead nurturing strategies, and more.

There are plenty of robust CRM platforms available online (both free and paid), many of which are specifically geared towards real estate agencies and agencies that deal with a wide customer base.

3. Implement targeted drip campaigns

A targeted drip campaign is a campaign in which agencies send a limited number of emails to their audience automatically, at a specifically set time, based on actions they take or changes in their customer status. This helps agencies identify the quickest, most effective ways to get in touch with individual clients via methods that suit them personally rather than batch marketing with poor results.

4. Create and share value-packed content

Creating and distributing high quality, value-packed content is fundamental to any successful business in the current digital landscape. But it’s especially important for real estate agencies who want to solidify leads through repeat business and strong relationships with clients.

The more value you add to your content, the more likely clients are to see you as reliable and credible. This will incentivize them to want to work with you in the future should they want to reinvest in property.

High value content also drives leads to return to your online resources for more. For instance, if you offer a lot of educational content about house hunting or real estate investment trends, chances are, both previous and existing clients will bounce back to your website and platforms when they need support – or even just good old inspiration for their next real estate purchase.

5. Experiment with a variety of different techniques

When it comes to generating real estate leads and nurturing them, you need to diversify your approach. What works for one type of audience won’t work for another, and finding your particular formula for keeping clients around may take some time to develop.

Try out a few different lead nurturing techniques and monitor the progress of each one to see what works best for your agency’s brand goals. Once you start seeing results, you’ll know you’re on the right track.

Tips For Nurturing Leads Long-Term

Maintaining relationships with your clients post-business is one of the most powerful ways to nurture leads in the long term.

But hard techniques aside, what kind of approach can realtors take when it comes to implementing these strategies? Let’s go through some tips for lead-nurturing that will keep your strategies tight and your eyes on the prize:

• Work on your professional relationship-building skills – The most fundamental aspect of lead nurturing in any industry is managing strong relationships. You need sharp social skills and an instinct for what people need in order to provide them with the right incentives for sticking around and potentially returning to you when they need a realtor again in the future.
  
  
• Ask for feedback from previous clients – Client feedback is one of your most precious resources, so don’t be shy about utilizing it. Ask previous clients how they found your agency, what you can do to improve your customer services, and what they found challenging.
  
  
• Pay attention to details – When dealing with past clients or managing their data, pay attention to the details of what they asked for and how they responded to your marketing efforts. Use what you find to inform better, more succinct lead-nurturing strategies moving forward.
  
  
• Engage with people on social media – Don’t forget the power of social media engagement. By responding to comments, leaving some of your own, and reaching out to leads when the moment is right, you can not only nurture your relationships with customers but also meet online engagement targets more easily, driving further success for your real estate agency.

Summing Up

When it comes to industries like real estate, Customer engagement and relationship nurturing are crucial. Using CRM software and having solid strategies for mastering the art of lead nurturing is the only way to ensure that your agency remains at the forefront of the competition.

By implementing these follow-up fundamentals and paying attention to what your client base needs, you can keep customers coming back time and again.