I’m still seeing many residential and commercial agents and brokers more concerned about getting leads into their CRM than actually working with them. My valued clients and students are typically surprised when I tell them how I do not recommend or represent any CRMs or apps for supposedly dealing with leads. The moment when you get a name and basic info about a potential client needs to be spent doing a whole lot more than making him or her another number in the database.
Multiple people being in your database should not be considered a common bond. Chances are you have your preferred way of being contacted, whether it is by phone, text, email, or direct message. Think about it the next time you hear, “It’s best to text me” after you have left three phone messages which were not returned. Your various leads likely have their favorite ways of being contacted. Some CRMs don’t even have a field to remind you of that. Consequently, if you are sending out 150 of the same email today, it is possible that a large percentage will not even get to your message or consider it a priority. Doing so makes it “easier” for you, but if it does not accomplish your goal, it is not worth your time.
The time spent treating your leads like a number could be time spent cultivating them one by one. By the time they are “ready to sell”, they may have already made important decisions which may not include your services. Knowing how to best contact them is nearly as important as knowing what to contact them about. It should make a difference if you know they are considering buying vs. possibly selling. A scheduled email with a recipe for apple pie is not going to impact their concerns.
It’s not too late to change from “Is she in the database”? to “What is her current living situation?” before you plan your approach. My team and I can “lead” you in the right direction!