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Leads Management Resource Center
A sneak peak of managing your business in the future!
1
Welcome to the
NEW Leads Management
Program Overview

New Leads Management Team
across the United States

New Resource Center on
21Online.com available May
2012.

Working Towards Our Goal
Being the Global Leader In
Closed Real Estate Transaction
© 2011 Century 21 Real Estate LLC. All rights reserved.
LEADS MANAGEMENT
Our
Mission
is
Simple
At the end of the day this is about closing the
“
opportunities you have, managing the ones
you generate, maintaining a competitive
advantage, and satisfying customer’s needs.”
© 2011 Century 21 Real Estate LLC. All rights reserved.
Leads Management Resource Center
Coming soon
to 21Online
© 2011 Century 21 Real Estate LLC. All rights reserved.
lead generation
What? Marketing and advertising
strategies to generate and get
leads.
So what? The right message and
“call to action” gives customers a
reason to contact you.
Now What? Identify advertising and
marketing resources to generate
best quality leads.
© 2011 Century 21 Real Estate LLC. All rights reserved.
lead capture & assignment
What? Systems to capture customer
name, contact information, and
purpose of inquiry.
So What? Capturing information and
quick response to customer needs
gives you an advantage. This step
begins the sales pipeline.
Now What? Create a lead capture
system to capture leads from
multiple sources (phone, social
media, sign calls, & internet)
© 2011 Century 21 Real Estate LLC. All rights reserved.
lead ranking
What? A system to rank customer
qualifications based on customer
characteristics.
So What? Lead ranking systems help
agents prioritize time and
customers and assist in setting up
follow up or drip programs.
Now What? Create a ranking system
and profile customer
characteristics. Assign time lines for
customer profiles and use to set up
incubation or follow up plans.
© 2011 Century 21 Real Estate LLC. All rights reserved.
incubation
What? Follow up and drip campaigns
with multiple touch points based on
lead ranking.
So What? Many customers are never
contacted and “orphaned” after
first contact. A system adding
valuable services differentiate the
agent from the competition.
Now What? Create follow up plans with
multiple touch points and different
time lines based on ranking system
and customer’s needs.
© 2011 Century 21 Real Estate LLC. All rights reserved.
performance
What? Performance measurements
relating to customer care and
leads management.
So What? “What gets measured, gets
done!” Identifies results from
advertising and leads
management strategies.
Now What? Set baselines (Where are
we today?), goals (Where do we
want to go?), and benchmark best
practices (How are we going to get
there?).
© 2011 Century 21 Real Estate LLC. All rights reserved.
customers for life
What? Feedback systems and building a
book of business after the sale or
service.
So What? Customers are often abandoned
after the sale. Most would do business
again with the same agent, but
cannot recall the company or agent’s
name.
Now What? Implement an “after sale
program” to build customer loyalty ,
personal referrals, and repeat business.
Build a book of business and offer
additional value to the relationship.
© 2011 Century 21 Real Estate LLC. All rights reserved.
If Leads Management
is an area you would like to enhance for
your company contact your
CENTURY 21® Business Consultant and
ask for a self evaluation
Pacific
West
Pacific
West
Bob Popp
Mark
Whitmer
805-358-8062
South Central
South
Central
Dale Omer
Colin McGovern
602-524-8671
Midwest
Midwest
Laurie Popp
Anita Overstreet
810-965-6476
Southeast
Southeast
Brad Muench
Kathryn
Carr
850-855-1066
Northeast
Northeast
Patrick Sullivan
Stacey Taylor
203-722-3673
© 2011 Century 21 Real Estate LLC. All rights reserved.