Saving time and staying on top of leads?

Question

Hey Bigger Pockets,

I understand communicating with incoming leads is tedious and time consuming. Not to mention that missed opportunities can result in lost business!

How are you typically staying on top of inbound questions and ensuring quick response time?

Eliott Elias · Answer

I try to make one contact a week on all my leads. If the motivation is of lesser degree, that timeline increases.

Cornelius Garland · Answer

Great question, Zac. I use a CRM called Investorfuse to centralize my leads. Here's my workflow: My cold callers in Central America qualify leads on my behalf, saving me time. Their task is to ensure leads are cooperative and not demanding an exorbitant price for their house. I also have my team ask sellers resistance-testing questions. For instance, if sellers resist sharing information about mortgage payoff or tenant payments, my team follows up before sending it to me.

I'm explaining this because it helps manage fewer, yet highly qualified leads. If I had 1,000 sellers with varying motivation levels in my CRM (ranging from dormant to super hot), I could waste time calling those not ready to sell. I aim to keep my CRM free from "junk" by having strict guidelines for defining leads.

Here's a trick I use: My team labels leads as "cold," "warm," or "hot." Our effort level depends on this label. If someone wants $300k for a house worth $300k renovated, we reach out. However, I enter the call knowing the seller is likely a follow-up lead. This doesn't mean they're uninterested - just that they might need time before deciding to sell. I've followed up with sellers for up to 3 years and successfully contracted properties. Consistency is key.

I have a dedicated virtual assistant for lead management, mainly follow-ups. His goal is to maintain relationships with sellers after my cold-calling team qualifies them.

I hope this clarifies things. Feel free to ask follow-up questions, as I've pondered this extensively over the years. In 2020, I finally devised a reliable process that works for me and my partners.