Selling new homes is quite a task. From determining inventory releases to brainstorming lead generation, there are countless activities, appointments, reminders and notes involved. Without a smart system to help you manage the processes and information, it’s easy to become overwhelmed.
If you are a sales manager or on-site agent experiencing any of the following, it may be time to switch to a CRM system specifically built for new home sales.
1) No new leads: Your leads have dried up. Or at least, you think they have. If new or qualified lead flow has slowed, that doesn’t mean your options have. If you’ve been capturing leads via online sources and entering every single person who has visited your sales center, you should have a robust database to mine. Just because a person wasn’t ready, willing, or able to buy a home when you first spoke with them, it doesn’t mean they’re not now. Reach back out to your “C” leads from a year ago. See what they’re up to, and if their situations have changed.
2) Multiple agents in a sales center: Even with one new home sales specialist, it’s critical to have a central place where they can track leads and manage information. With multiple agents in an office, this becomes even more critical. Members of a team need to share information about prospects, so that each is well informed and prepared to handle unexpected return visits or phone calls. Back-and-forth emails are no longer required. As long as the prospect’s communication history is entered daily, it will always be accessible to the team members who need it.
3) Emails take too much time: These days, an effective CRM system has built-in email marketing capability. It’s a seamless process to enter or receive a new lead, send an auto-reply or thank you email, then add that lead to an email campaign or sales process. Great-looking emails are easy to create with a template editor, and campaigns are a breeze to execute. An effective email marketing campaign is critical to lead nurturing and follow-up. Do you have one?
4) Can’t keep up with inventory changes: As we know in the homebuilding industry, pricing must reflect market conditions, and conditions can change rapidly. With an inventory management system built into your CRM, sales managers are able to mass update pricing by percentages or dollar amount, and alter the release according to how well inventory sells. These changes are made in real-time, so on-site agents are able to download up-to-the-minute spreadsheet or stacking plans. Never quote an incorrect price again!