“Qualification by Friction” is costing you. Here’s why… Making it hard for buyers to contact you so that only the most “serious” will persist is self-sabotage. In a market like Marbella, you’re not just competing with local agents, you’re competing with a global standard of customer experience. In the Marbella real estate, where foreign buyers make up a significant share of transactions, every missed email, […]
Try this the next time someone approaches you from a property portal you haven’t heard of… Simple hack for checking out a property portals traffic is to paste the web address of the portal on https://www.similarweb.com/ and have a look, anything under 250/500k visits a month is a red flag in most cases. On the similarweb.com website you can also see what countries their visitors […]
Here are some tips for estate agents to follow up on sales leads better: Act quickly: Respond to leads as quickly as possible, ideally within a few minutes. Speed is critical in converting leads into clients. Personalize your approach: Tailor your follow-up messages to the specific needs and interests of each lead. Use their name, reference their property preferences, and provide value-added information. Use multiple […]
Here are some statistics based on research that highlight the importance of following up sales leads quickly: According to a study by InsideSales.com, the odds of qualifying a lead drop by over 400% if a salesperson takes more than five minutes to respond. A Harvard Business Review study found that companies that responded to leads within an hour were seven times more likely to qualify […]
From many years managing Google Ads campaigns for agents here on the Costa del Sol, I’ve learned one thing: it’s a numbers game. OK, come to think of it I’ve learned another thing: lead gen is not for everyone. But this article is about the first lesson. Agents who get that it’s a numbers game are generally successful with it; agents who don’t, tend to […]
A couple of years ago, I was hired by a large, successful Spanish developer to generate leads and help convert them to sales. This is a true story. Their Marbella sales team had been handed 1000 leads over the course of a year and generated 0 sales from them. Zero. Marketing blamed sales, sales blamed marketing. Management wanted to know how to fix it. Those […]
(and what you can do about it) Agents: Want to convert more leads into sales without spending a fortune? There’s a short explanation and a long rambling one of how you can do just that. The short version: implement some basic level of automation for responding to enquiries when your office is closed. The long rambling version: On average, around half of your leads arrive […]
Real estate lead generation: why marketing & sales can’t just get along You’re spending good money on generating real estate buyer leads via paid ads on Google and/or Facebook. The leads are flying in, your sales team is busy, the future is bright. Roll forward 6 months. The sales are not rolling in as you forecasted. “These leads are no good,” complains the sales team. […]