Since hitting a trough in the months following the marked recession and mortgage meltdown, the number of eager home buyers has dipped. While shifts in the property market are inevitable, housebuilders can quickly learn to adapt and even flourish.
Take a look at these tips that are designed to help you navigate both good and bad market conditions so that you can continue to build a robust and resilient housebuilding business.
Stay ahead of the curve
Success in property is often a matter of being in the right place at the right time with a keen instinct for emerging trends. This means you need to be future-focused in your analysis of the economy at large as well as your local market.
While it may be difficult to keep up with the latest trends when you’re busy making sales and ensuring the business is in the right place. However, you should be forward-thinking in order to get ahead in your career.
Stay on top of your database
How efficient is your lead follow-up plan? Do you have a lead nurturing campaign in place? Are your sales team following up at the right time? It takes time to build up a database of leads (unless you’re using tools such as the Budget Calculator and Home Valuation tools), so there’s no time to slack off. The last thing you want is to find your team building and pushing a database out of desperation instead of genuine desire.
Take the time to work with each lead with the intention of strengthening the relationship over time. While you won’t get rich from giving great service to one client, you will build a durable network of referrals that withstands market ups and down.
Prioritise warm leads
Your lead generation tools or CRM should tell you who is actively engaging most with your website and communications. These are the folks who are most likely to visit your marketing suites to buy a home. Ensure your team are prioritising the warm leads by reaching out to them first and then working their way down the list by engagement.
This age-old technique may not be a revelation, but it serves as a gentle reminder to help you optimise prospecting time and truly get a sense of where you stand with your leads.
Use the right tools to find warm leads
Is your housebuilding company making the most of all the tools out there? Now is the perfect time to diversify your portfolio and connect with as wide a range of clientele as possible. If you’ve been relying on referrals or social media ads, you may need to step it up.
To start, start by adding affordability to your services with the Budget Calculator. By crunching numbers to tell buyers what they can afford, you get piping-hot leads sent straight to your team.
Additionally, find home buyers who have a home to sell by offering the Home Valuation tool for use. Homeowners get a free calculation of what their home could be worth, and you get a part-exchange lead to follow up on.
In addition, we offer print and digital campaigns that can ramp up your lead generation – and greet homebuyers earlier on in their journey.
In conclusion…
A market shift is the perfect time to be more intentional than ever with your spending, tools and communications to plan for the long term. While you can’t control the economy or future, you can keep yourself and clients prepared for big shifts and maintain consistent business success.
To leverage all the right tools for lead generation – whatever the market is doing – schedule a free demo today.
