Why do commercial real estate sales funnels rarely work?
Let’s start off by defining a sales funnel.
The stages of a sales funnel.
#1 The cold prospects are contacted by either phone, text messages, emails, ads and/or social media.
#2 Once they have an action, such as subscribe or decide to talk to you, they become warm leads.
#3 Warm leads are engaged by calls, text messages, email newsletters, ads, and/or social media.
#4 Once they go through the contract process, they turn “hot”.
#5 Their properties become listings or find properties to buy or lease.
#6 Finally, they buy, sell, or lease.
Leaving the sales funnel from “cold” to “sold”.
Why do some sales funnels work while others are duds?
In commercial real estate, duds are often caused by two things.
#1 No consistency.
If I had a quarter for every person that’s said, “But I tried, ten years ago, and got zero qualified leads.” I’d have a lot of quarters.
Especially at the cold level, it’s a numbers game.
You’ll send out 1,000 cold texts to your target audience before you get MAYBE one response.
It takes a long time to build awareness.
At the warm level, being consistent can be monthly.
You’re only looking at setting up 12-touches per year of whatever medium is of interest to you – calls, text messages, email newsletters, ads, or social media.
At the hot level, it’s in the bag.
This depends on you selling or leasing a property in the marketplace.
You’ll take photos and change your strategy slightly based on individual needs of office, industrial, retail, or other.
No tips needed here, you got this!
“But, Brandy, I do all those things, and NOTHING works.”
That leads me to the other reason your sales funnel isn’t working in the real estate market.
#2 Lack of personality.
Did you use ChatGPT for all your cold emails without bothering to make it sound human?
Don’t get me wrong, I LOVE AI, but it mostly writes generic garbage. It’s a long way from sounding human.
Or did you hire someone to write your content? Did they know anything about real estate marketing?
And they said it’s awesome, so you believe it must be awesome, because you don’t know anything about marketing strategy?
If it’s not converting, it’s not awesome.
The problem I have with hiring outsiders to do your writing, especially in sales situations, is they have no idea how to portray YOU.
We are in sales.
People choose us because they want to do business with US.
When we hire outsiders to write our emails, phone scripts, etc. our voice is lost in translation.
That’s why it’s important to write your own phone scripts, text messages, emails, ads and social media posts.
When people see you, they’ll connect.
Bringing you more leads and more sales.
That’s why I’ve developed my business this way.
I’m happy to build you a website optimized for lead generation.
However, your sales funnel depends on your personality shining through.
They simply don’t work as well if you hire someone else to write them for you.
To build your sales funnels, I give you the Sales Funnel Masterclasses. They provide short, easy, video instructions and pre-written templates to easily customize your message.
Anyone can build a website.
Anyone can put buttons on a website and call it “lead generating”.
I’m the only one that provides a the Sales Funnel Masterclass, giving you step by step instructions on how to build and automate each piece of your sales funnel. If you don’t have a sales funnel, you won’t get long lasting results, period.
If you’re nodding along and agreeing that it’s time, let’s get started! Schedule a call or zoom.
I help commercial real estate agents and brokers make more money.
I build lead generating websites and provide everything you need to build and automate your sales funnel.
I’m out to take the “broke” out of commercial real estate brokerage.
I want to start with you.
You coming? Schedule a call or zoom.
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