How can estate and letting agents nurture leads who aren't ready to sell or let a property instantly?
It's a question many business leaders will be asking themselves in the quest to generate more opportunities and instructions in challenging market conditions.
Now, in a new video interview with property professional Chris Buckler for Zoopla Advantage, Nat Daniels, chief executive of Angels Media, the publisher of Estate Agent Today, provides his expert insight.
Nurturing leads is an important part of keeping your sales funnel moving and creating sales opportunities for your team.
Daniels explains that agents will understandably go for the 'low-hanging fruit' - those who are ready to do business now - but it's targeting those consumers who are not ready to commit where the profit lies.
He says that agents should use social media and marketing to drive traffic to their websites, convert this traffic with a lead magnet such as an instant online valuation tool and then nurture the prospects who need more time.
By checking in with these consumers on a regular basis, most likely through an email nurture programme, you can introduce your services, provide them with useful moving advice and make sure your brand remains fresh in your mind.
The ultimate aim of this process is to make sure that you have the head start over your competition when these prospects are ready to sell or let.
Daniels says that response times are key and that linking a nurture programme with your CRM and PropTech to create a well-oiled machine can generate impressive results.
He stresses that the role of the agent is still vitally important in converting the leads, but by using all the tools at their disposal, agents can optimise their sales volumes.
You can watch the video interview in full below and see further videos with a range of big property names from the same series here.