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While you would
like to do business with everyone who contacts
you, you know that is not going to happen.
However, people that have indicated, asked
questions, engaged or started the process of using
your services are clearly interested.
So why
have your prospect become inactive?
For a number of reasons...they have additional
work projects, health concerns, siblings, or just
plain old multi-tasking. Whatever the reason
you can re-engage the process and still close the
deal. To do this you must be able to identify your
"in-actives" and rejuvenate the process.
Start
with... identifying and tracking your
in-actives. To get your inactive buyers and
seller back active, you must first know who they
are and what they want. Yes, you know they
want to buy or sell, but why? What's driving
the decision? Who's driving the decision?
and what are the emotions involved?
If you are using Realty Broker Office™
then you should already have this information at
your fingertips. If not, it's quite easy to
get this information entered or imported into your
Realty Broker Office™.
What you want to do is keep track of all
communications that gives insight into the buyer
or seller needs.
Keep track of things that the buyer or seller say
to you... like "I'm going to be a grand mom", "all
of the children has left the house", "my spouse
got a promotion", or "we always wanted a vacation
home". When you are ready to re-activate
them, use this information to focus your messages
and conversations.
Use RBO
Marketing...
RBO Marketing can help you with the re-activation
process. It lets you focus and identify
prospects that have become inactive; listings that
were cancelled, expired or withdrawn; and buyers
you were not able to assist. You can identify
your buyers and sellers from any time period -last
month, two months ago, six months ago or much
longer.
Here's what you get:
- Prospects, Leads, Past Clients
- Segment Data
- Export Data for Marketing
- Communication History
RBO Marketing
is included with your Realty Broker
Office™ real estate software. There is no
additional cost for this feature.
RBO Marketing isn't the only extraordinary feature
included.
You get complete
solutions to manage and grow your business.
see
also
Prospect Tracker
see also
Running a Profitable
Office
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