Here’s part four of our lead generation series: your sales pipeline.
This is part four of our lead generation series: your sales pipeline. At this point, your clients begin to say they’re ready to buy, sell, invest, or refer you. Once they say they’re ready to take an action, that’s the beginning of your sales pipeline.
This pipeline is made up of all clients who are in the appointment phase and all the other phases until closing. This is where we track clients from their first appointment to their active phase, where they’re looking for a home or have their house listed, to contract negotiation, and finally to closing. (See a graph explaining this at 1:05 in the video above.)
“Once they say they’re ready to take an action, that’s the beginning of your sales pipeline.”
You still need to communicate effectively with clients in your sales pipeline. It’s crucial to have a CRM or consumer management database that helps you communicate through smart plans, drip campaigns, social media marketing, emails, phone calls, and texts. This will help you take your clients from that first appointment all the way to the closing table. This is the phase where you prove what kind of real estate agent you truly are.
As soon as your clients close, they’re moved back to the top of the funnel we discussed in part one—still a contact to be communicated with, but in a different manner than in the pipeline phase.
If you would like a one-on-one consultation about building, growing, and/or cultivating your database, click here to schedule an appointment. If you just have a few questions about this or any other topic, call or email me. I would love to help you with your business.