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Post Tagged with Conversion

What is More Important – Lead Generation or Conversion?

By Stephann Cotton Posted in - Real Estate on January 28th, 2013

“Lead generation” is all the channels used to create potential buyers. It used to be that print media generated early interest, then the lead came into the sales office and the buyers were then sold on the community and product. Oh, how things have changed! Today’s lead generation channels still include many traditional resources like brokers, signage, direct mail, events, television, public relations and many others.  But today the biggest change is online- where your website acts as your virtual sales office. Ever wonder when real estate sites receive the highest traffic? 10 PM. That’s right!  Laptops go to the bedroom and buyers begin their search. They explore, watch videos, visit Facebook pages and compare communities to decide which are worth touring. It makes… Read more »

The “Rating” Game

By media Posted in - Real Estate on November 27th, 2012

A good sales process requires one end result…conversion. What is the most intangible asset that you have as a business owner, developer, builder, or realtor? It is your “book of business” or your lead database. You’ve had great success in generating leads, but have you been successful in developing goals, defining your rating system and implementing action plans to qualify and convert those leads? Lead management is more than a process; it is the groundwork for assessment of conversion probability and determination of sales-readiness. It allows your sales team to focus the majority of their attention on the sales-ready leads, and not distract sales productivity with unqualified leads. It is a known fact that sales teams increase their efficiency and productivity… Read more »