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I have a strange lead management habit. What about you? 

iPhone Contact Manager Screen Shots

If you are a solo real estate agent (a company of one), without an admin or a lead assistant like me, it can be hard to manage all of your inbound leads, especially if your primary marketing phone number is your cell phone; and especially when you are in the field, time-blocking, prospecting, showing houses or on or a at listing appointment/negotiation/inspection/class/closing.

As you can imagine, productive real estate agents like you and me generate a ton of real estate leads, contacts, prospects and eventually clients on a daily basis.

This is the primary reason why many of the people who call me on my cell phone end up with strange names in my mobile device. Giving my leads “strange names” – which is a form of tagging for me – is my strange habit lead management habit.

When I listen to voicemails from missed callers or read text messages, again from missed texters, I usually add the individual’s name to my iPhone’s contact manager and the property address the caller inquired about in the company name field or what the caller is looking for in the notes section like 3bdrs, single family, investor, REO, cash buyer, etc. Some of my clients are: Seema 14 Jacques Street, Gina 514 Brooklawn, or Allen NY Investor.

When callers or texters make contact during a time when I am unable to service them, I have developed this property association habit – some would call it a strange habit – that helps me to remember and keep track of my inbound leads. Believe it or not though, through property association, even if I don’t call the caller back right away – which is a lead generation no no – I am able to manage my leads or piece together my lead opportunities at end of the day so that I can follow-up later.

More importantly, I take my strange lead management habit a step further. I am personally a numbers person. When my inbound leads make contact with me, I quickly add the person to MiFunnel and calculate a quick commission scenario. If the numbers look favorable, I either work the lead or refer it.

When you add leads to MiFunnel, your leads are time stamped by the date you enter your new lead into the app. One of the advantages to using MiFunnel as a miniCRM, is being able to reflect on information pertaining to monthly income, dollar volume sales, transaction or lead source trends.

For example, when I went into my commissions list today, I noticed that I have not added any leads since May 1st even though I’ve met some people I could hypothetically turn into clients. Personally, I am an agent that generates 1-2 “good” leads a day if not more from organic SEO, listing inquires from prospects surfing 3rd party syndicators sites like Trulia, Realtor.com and Zillow, and my social connections/sphere. Those are my 3 biggest lead sources and with MiFunnel business intelligence reports, I can monitor tracking my income per transaction, transaction trends, and dollar volume are some of my favorite MiFunnel features.

Some agents have asked me why should they use MiFunnel when they have other CRM systems in place like MLS, Top Producer, Wise Agent, Realty Juggler, and a slew of others. My response to them is to think of MiFunnel as a intermediary – a go between – CRM app. It’s a totally difference CRM experience altogether. MiFunnel won’t manage your touches, but it will help you to determine who to focus on since their business value is staring at you front and center on a daily basis.

My recommendation: give yourself permission to cheat on your current CRM and use MiFunnel like the way I am describing, which may in fact make you more productive. You lose nothing by vetting MiFunnel, except to gain the knowledge of the type of business potential you have in your sales funnel no matter where you go.

Post By Angie Perez Real Estate Coach (90 Posts)

Ms. Perez is a Broker-Salesperson for Weichert, Realtors. She is the founder of Agent Know How & a number of other real estate websites. As an active real estate broker-salesperson in NJ and dedicated sales trainer, Ms. Perez aspires to share her expertise and to mentor new or seasoned real estate agents in the areas of business development, business planning, social media marketing & lead generation.

Website: → Real Estate Agent Coaching, Web Marketing & Software Development

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