Ebb and Flow of Real Estate: Break The Low Points

 Lead tracking is one of the most important and underrated skills in real estate. When an agent starts to write up contracts, the other end of their business, the lead encouragement and primping lags behind. Converting leads into contracted deals cannot be left to the technological auto-generation processes. The human ‘touch’ takes more time but results in a higher conversion returns.

“Technology can be very useful in tracking all of your traffic but the point is you have to use it.  Property management software and lead tracking companies help optimize data into a much easier format to make decisions with but there still needs to be a human driving the bus in order for any destination to be reached.  Sometimes we can get very complacent with technology.  What did you do before you had these options?  Endless paperwork? Spreadsheets ten feet high?”

So how does an agent strike the balance?

Lead generation here in our office allocates the job from the agents to the support staff. Agents pursue and sign the contracts. They get to focus on the active side of real estate while our marketing manager, relationship manager, lead generator, and transaction manager keep the passive side of the industry rejuvenated. Technology is not the key, people are. Brittney (marketing), Megan (relations), Holly (leads), and Crystal (transactions) are the only reason our leads are too much for our agents to keep caught up with.

Some would say real estate is an ebb and flow industry. I would say real estate is more constant than that if you put systems in place to break the cycle.

Learn More About Our Office Structure HERE

If you have a system that works well too, COMMENT BELOW!

Comment balloon 5 commentsJenifer Lower • August 17 2012 09:27AM


I couldn't agree with you more. We're trying to expand and put a similar system in place. Great advice.

PS. I love the new picture :o)

Posted by Patty Da Silva, Davie, Southwest Ranches Cooper City, Plantation, Weston, REALTOR, Top Listing Broker (BROKER of Green Realty Properties® - 954-667-7253) over 6 years ago

Jenifer, great post and seems you have found the perfect balance.  Now that our lead generation system is working my partner and I find it difficult to keep up - even with the help of a virtual assistant.  I need your Megan to help out.  Have a great weekend.    

Posted by Ellie Penaranda, Naples Florida Real Estate - Waterfront & Beach Co (239.776.5077 Downing-Frye Realty ) over 6 years ago

garaughty, abstract art, graphic design, WordPress consultant

Posted by marti garaughty, a highly caffeinated creative type... (garaughty.com) over 6 years ago

Nice post Jenifer - and so important to remember. Somebody has to drive that bus. Nice shout out to your team too.

Posted by Debb Janes EcoBroker and Bernie Stea JD, REALTORS® in Clark County, WA (ViewHomes of Clark County - Nature As Neighbors) over 6 years ago

Everything has to work in concert. Without leads there are fewer appointments, and transactions. Without solid transactions with happy clients, there are fewer referrals. Each process flows through to the next. Sounds like you have a good flow.

Posted by Wayne Johnson, San Antonio REALTOR, San Antonio Homes For Sale (Coldwell Banker D'Ann Harper REALTORS®) over 6 years ago