The principle of the idea behind leads is to help the company work more efficiently whilst also maximising the number of opportunities for a company in the short, medium and long term. So how does it work?
The basics are quite simple and there are now a few tools in the sector that do these basics, but it is the advanced functions that start to bring the real change.
The Basics: Portal enquiries now get pulled directly into the Lifesycle system giving your team one centralised place to see all enquiries and assign those leads out to members of the team to deal with, however, before you do this, Lifesycle will automatically send those enquiries an email and SMS message, thanking them for their enquiry and asking them for a bit more information before you can get them booked in for a viewing. They can then simply complete all of the details that you need to know. For buyers, things like, do they have a property to sell? Do they need a mortgage? Which days and times can they view etc and for tenants’ things like do they have pets? Do they need to give notice etc.
This saves your team literally hours of time per week. The centralised lead deck will then show which enquiries have completed their details and which need a reminder email.
The Magic: Whilst that first part of the process alone is a huge leap forward for agents, Lifesycle takes this even further.
Lifesycle has over 20 different marketing tools combined inside one system and this centralising of data now comes into play.
Based on the answers that your enquiries give, Lifesycle can automatically send these people off down different automated routes in order to capitalise on any opportunities. Got a property to sell that is not yet on the market? Automatically send them the instant valuation tool to use by email, SMS or via a Facebook Ad. Got a property already on the market with another agent? Send them a survey to rate their current agent. Need a mortgage? Show them an advert about mortgage advice the next time they go online etc. All possible in Lifesycle without anyone lifting a finger.
This would leave your team free to review their ‘lead deck’ and clearly see where the best opportunities lie, allowing them to not only speak with those people and solve their problems easier but also allowing them to spend their time on the valuable tasks of making deals happen.
On top of all this, your Lifesycle systems will now highlight to your team, if any of those people go to your website in order to look at other properties or even if they are viewing your properties through social media!
The new way of working: Having now had a chance to see lots of companies using leads inside Lifesycle, the new way of working around this function has started to become clear.
1. Make checking leads in Lifesycle part of the morning meeting each day. Distribute out the ‘verified’ leads to members of the team to deal with and simply press resend to the leads that have not yet completed their information. (This can even be done remotely if everyone had to work from home again or were not based in the same location).
2. The team go away and deal with their individual leads and leave their notes in Lifesycle and mark their leads as actioned.
3. Turn off the portal notifications etc so that no one gets disrupted by buyer and tenant leads anymore throughout the day.
4. Meet the next morning and go through the same process again.
This new structure of working is proving to be a winning formula for everyone involved as the front line staff no longer have to spend all day chasing around after people trying to qualify them and Lifesycle will capture EVERY opportunity and make sure that person never slips through the net in the short, medium or long term by staying in contact with them forever.
All in all, it is proving to be a much smarter way of working.