How did we increase the conversion to qualified lead up to 30% in the real estate?
We are ULTIMATE REALTY MARKETING AGENCY, we specialize in working with real estate traffic.
Over the past year, we generated 65,000 leads and our clients closed 739 deals in Dubai, Phuket, and Bali.
And today we want to share one of our cases on how, within 2 months of working with a client on increasing conversion and improving traffic quality, we achieved great results.
Working in the real estate sector requires not only an understanding of the market but also effective work with potential clients.
One of the main problems is large numbers of low-quality leads. People submit applications, but there are a few real people interested.
A client came to us with this request: I want to receive as many as possible qualified leads.
The goal was not just to generate leads for the client but to increase the share of qualified applications ready to purchase real estate.
*Qualified leads are applications where a broker managed to make contact, and they confirmed their interest in purchasing real estate, confirmed they have the budget and have a rough idea of the purchase timing.
Upon starting work with the client, we faced a low conversion rate:
Out of 100 processed leads, only 5 turned out to be qualified.
The primary problem was that applications were processed within 1-2 days, leading to leads losing interest or altogether forgetting that they had made an application.
We introduced a strict protocol for processing applications, which entailed quick responses to incoming requests and subsequent active work with the potential client:
We developed call scripts and gave a regulation for handling applications.
This included calling within the first 1-15 minutes after receiving an application.
Calling the applicant every 3 hours in the first 3 days and calling the application once a day in the first week.
We also implemented lead qualification scripts through WhatsApp.
Thanks to improving the lead processing process, we managed to increase the conversion rate to 15% within two weeks.
Out of 100 applications, 15 people were interested in purchasing real estate.
But we didn’t stop there and began to analyze traffic sources in detail, identifying the most effective advertisements and geographic markets.
The next step was to increase the conversion to 30%.
We received feedback on qualified leads from the client and analyzed which advertisements they came from.
We analyzed which countries these applications came from.
And we started to remove countries and advertisements with low conversion from lead to qualified.
We also began to increase budgets for countries and advertisements from which we received positive feedback.
After adjusting the advertising strategy and focusing on better-converting sources, we achieved excellent performance indicators:
254 leads at an average cost of $12 per lead
67 qualified leads with a conversion rate of 26.3%
The cost of a qualified lead was $45
Working with traffic, it’s important to remember not to rush to conclusions about its quality. The key to success lies in a deep analysis of the sales funnel and identifying the stages at which problems occur. It is precisely there that efforts should be concentrated on improving indicators.
Application processing plays a crucial role in this process, especially when dealing with cold traffic.
Unlike word-of-mouth, an active approach and quick response are necessary here. Therefore, it’s important to ensure prompt and quality processing of each inquiry to maximize the chances of turning a potential client into an actual buyer.
Equally important is establishing feedback between the sales department and marketers. Information about which applications turn into qualified leads allows marketers to analyze and optimize advertising campaigns, focusing on the most effective traffic sources.
We must understand that great results do not come instantly. It's important for sales and marketing departments to work as a single team, directing efforts toward achieving a common goal. Using comprehensive analytics and regular feedback exchange allows for real-time strategy adjustments, improving conversion and the efficiency of marketing campaigns.
Thus, the key factors for success lie in continuous analysis, quick application processing, and close interaction between departments. By following these principles, significant improvements in results can be achieved and your real estate agency can be effectively scaled.
If you want us to generate traffic for your real estate agency, write to us: https://wa.me/79301563098
In a free consultation, our commercial analyst will tell you what results we can achieve for your agency.