The Best Tips for Maximizing Efficiency in Lead Gen
Lead Generation or Lead Gen is constantly evolving. For all of our largest and top producing clients, artificial intelligence helps increase their efficiency in generating leads.
VLM’s or Very Likely Movers – are prospects that are very likely to move in the next six months, as Revaluate Reveals. Often, we are asked, how to best approach these prospects?
We consistently ask our clients what works well – and while it has changed slightly over time, the answers are delightfully simple to implement.
And to make sure you don’t have to learn a hard lesson, we also asked what doesn’t work – more on that below.
For clarity – our clients range from individuals to national institutions – so while there’s not a one size fits all answer, these tips will point you in the right direction.
Don’t Reinvent the wheel
Excluding in person events, like open houses, client appreciation events and door knocking (due to covid concerns) Traditional methods still work. Use the methods that have worked in the past for you, your team and brand. Enhance their effectiveness by leveraging using Revaluate’s AI and streamline your spend.
Example: Direct Mail has proven over time to works well at brand recognition – and yet the per piece cost is expensive when postage is added in. Leverage Reveal by Revaluate to focus your list each month to those that are having life events that would cause them to move.
Revaluate built a dashboard thats simple to use, and shows you who’s likely to move at any point that you log in for small teams and groups. But if all of us are honest – having one more page to log into is a royal pain. It’s far more efficient to integrate Revaluate’s data into a platform you already use.
Our top clients in Advertising, Mortgage, Real Estate and Software (largest and highest growth brands) ALL integrate our data via the Revaluate API into a platform like Salesforce or with one of our existing CRM integrations like Follow Up Boss. This is a must for larger teams and brands.
Work smarter, not harder… automate! It’s a good idea to have some one else do the work, no? With automation you leverage your integration with simple if then logic. Example: Integrate Revaluate into your CRM, and when a prospect’s score goes from cold to warm, send them an email and start pushing branding ads. When their score becomes very likely to move (scores above an 80) start sending them offers with a call to action. (Request a CMA, Prequalify for a loan etc)
We are in the business of predicting movement, sometimes that means we know before the client does that their life is pointing in that direction. Being ahead of the game necessitates patience as it will not be the first call that closes the deal. Many people in both the Real Estate and Mortgage industry have been forced and trained by lead gen companies that all business should be more transactional than relationship focused (speed to lead, tracking immediate conversion metrics, the single use mindset). This is not always true. Once you transition to building a database, and monitoring that database for insights, you need to have a consistent, persistent, and multichannel follow up approach or it will result in a lot of wasted time and energy. In this day and age you have the ability to always be there, utilizing retargeting, physical mail, email, text and VM drops. Implement a plan and follow thru – especially with those who are going to be needing you in the near term.
*Alert* PSA *Alert*
AVOID This Term:
Our clients have shared this one tip that can save you tens of thousands of dollars – and many people have shared this. There is one thing you can say that will virtually ensure a poor outcome when reaching out to a Very Likely Mover.
When talking with a prospect, never, ever say “My artificial intelligence indicated your score increased above an 80 – so Im calling you”. This phrase has been tested – and the result is colder than Outkast on he Hey Ya Bridge.
It’s really quite simple.
Advertising, Mortgage Companies and Real Estate Brands: Refine and enhance your messages with segmentation of prospects. Improving the timing and language of your messages to coincide with the stage and mindset of the prospect.
Realtors: You are a personable, engaging person, with a company that can help people with the next phase of their life – in the end, engage with people with authenticity and on a personal level with these likely mover leads and watch your pipeline grow!
Software Companies: Integrating Revaluate is a powerful add on that enhances your offering and improves the quality of your results – reducing churn and improving brand loyalty.
*Do you have a successful engagement system, story, or script to share? Drop us a note at [email protected] and you could be featured on an upcoming blog post.