List and Sell more Properties using ReNet’s Marketing Features

Have you ever been tempted to skip the nurturing part of a sales cycle and jump straight into an attempt to close? Chances are, trying to convert a sale without any nurturing efforts can lead to poor results. In fact, according to Marketing Sherpa, you could increase your sales conversion by 79% just by focusing on lead nurturing.

This comes as no surprise, particularly, when the nature of the sale is a big financial decision such as buying or selling property. The great news is, lead nurturing doesn’t need to be a daunting and time-consuming task. Everything you need to increase opportunities to list and sell properties lie within your ReNet CRM.

That’s right. Don’t wait to use your CRM just to process the sale or to use it as a fancy place to store your contacts. CRMs host a multitude of features and information that work together to reveal hidden opportunities and shorten the sales cycle. Using this information you can take strategic marketing action to list and sell more properties.

We’re showing you how to identify more opportunities and increase conversions by using 3 of ReNet’s marketing features.

1. E-Brochures

Email marketing still remains a personal approach and leverages one of your business’s most important assets - your email database. ReNet’s e-brochures are a fast and effective way to give extra value to a targeted audience while tracking engagement.

If you have a new listing you can instantly generate a list of potential buyers based on their buying criteria. ReNet then automatically generates an e-brochure that features the new listing, sending an email to this specific list of contacts. Eventually, you’ll start to build up a solid amount of useful contact engagement such as how often a contact opens your e-brochure, clicks on listings and views your properties. This information is tracked and stored within your CRM.

From here, you can retarget engaged contacts with more specific information now that you have a better understanding of where they are in the market. For example, if your contact is clicking multiple times on a single property or has clicked on properties in the same area, you can retarget them and send them a direct invitation to an upcoming open home in that suburb. Better yet, you can give them a call and touch base.

Target different contact groups with the 3 e-brochure strategies below:

1. Recently Sold E-Brochure: Send this to all of your potential vendors 
2. New Property Listing E-Brochure: Send this to all your contacts that have the same buyer criteria as the new property 
3. Upcoming Open Home: Send this to everyone who has attended your open homes in the past 60 days or contacts in that area

You can also use this information to create warm call lists such as:

• Contacts who have clicked on your emails in the last 60 days 
• Contacts who have clicked on your listings but have not booked an inspection in the past 90 days
• Contacts who have the same buyer requirements 
• Contacts who have viewed your recently sold properties

The choices are endless. The first step is to identify what your end goal is:

• Do you want to increase open home attendees?
• Are you trying to increase appraisals for the month?
• Do you want to show a vendor your potential buyers matching their property?

The next step is to use smart filters to identify contacts who match your goals and set a reminder into your tasks to action this call list.

2. Bulk SMS Campaigns

ReNet’s SMS feature enables you to send bulk SMS messages directly from your CRM or your Touchpoints Manager app. SMS marketing is a great way to stay front of mind with potential vendors and buyers using short, direct to the point messages.

It’s cost-effective, easy to implement and you can do it on the go. If you’re not already reaching out to contacts after an Open House, give our SMS template a go. Save time by checking in Open Home attendees on your ReNet App to instantly generate a list to SMS.

We’ve provided 3 examples to show a ‘good, better, best’ SMS approach after an open house.

Good: Thank you for coming to look at (property address). I will follow up with a phone call this week if I don’t hear from you sooner.

Better: Hi [firstname] thank you for coming to look at (direct property link). I will follow up with a phone call this week.

Best: Hi [firstname] thank you for coming to look at (direct property link). I will follow up with a phone call this week. If you’re thinking of selling your own property, visit my (link to helpful blog article/fact sheet).

The final SMS would look something like this:

Hi Andrew, thank you for coming to have a look at 18 Cunningham St today. If you’re thinking of selling your own property, visit my Tips & Tricks page.

The ‘best’ SMS example is personal and includes direct links to your website within your SMS. This small tweak adds value while letting you track and retarget their interactions.

Get creative with your SMS campaigns and look at your current calendar to see where SMS reminders make sense. If you have a private inspection booked in, send them a confirmation SMS, a reminder SMS and a thank you SMS straight after to keep the lines of communication consistent.

3. Print Marketing

Before you go thinking that print is completely dead and digital marketing is the only way, let us reassure you that Print Marketing and Digital Marketing are not mutually exclusive. In fact, you can use both strategies in conjunction to your advantage. While real estate marketing has moved into the digital arena, print marketing is still required.

If your office is situated in a high foot traffic area, window cards can help attract walk-ins. From here, you have the opportunity to meet potential clients face to face, offer to add them to your e-newsletter mailing list and hand them your latest listing sheet.

ReNet offers a full suite of ready-made, printable marketing collateral to add into your overall strategy including:

• PDF brochures
• Window cards
• DL flyers
• Vendor reports
• Listing sheets

All of the above can be created and customised within ReNet, then printed in house!

Key takeaways: Don’t go from 0-100 when it comes to converting the sale. Invest time in lead nurturing to increase your conversion rates. Using the above marketing features, send a value-packed e-brochure to your contacts then follow up with a phone call or an SMS campaign to continue building the relationship. ReNet’s CRM has all the tools you need to successfully nurture and convert, so you can list and sell more properties.

Want to learn more? Click here to speak to our team today.