6. 3K
6 hrs
Time Window Analyzed # of companies surveyed
Download the full report on lead response times in the PM
industry - http://bit.ly/leadtimestudy
13. PROSPECT
Contact #1
Contact #2
Contact #3
Contact #4
Contact #5
Contact #6
Contact #7
CUSTOMER
43% of Salespeople have given up
68% of Salespeople have given up
80% of Salespeople have given up
Low hanging fruit
is harvested here
You’re really getting to know
the prospect and their needs
You now “own” mindshare and are the
default choice when the prospect is ready
You’re the only one to make 6 contacts
(Source: Society for Marketing Professionals)
PROGRESSION OF A SALE
43. CENTRAL DATA REPOSITORY
- Call logs and recordings
- Email exchanges
- Agent notes
- Sales stage
- Lead assignment
Most of this data cannot be stored
anywhere else...
61. Qualified but not
ready to buy
Stale /
Unqualified
Sales
Qualified
25% 25%
50% (Source: Gleanster Research)
62. Leads
Interested and
ready to talk
Prospects
+ Recycled
Qualified & Interested
Not ready to buy
People move back and forth...
and that’s perfectly natural
67. Leads
Interested and ready to talk
Prospects
Interested but not ready to buy
Customers
Won business
Suspects
People who have heard of you
68. Consideration
Trying to understand what to look
for - establish buying criteria
Interest
Intrigued with the idea of the product
of service you offer
Awareness
Came across your website, ad, etc.
Customers
Action
Determining who to buy
from
Leads
Prospects
Suspects
71. Blog Post: How to screen for good tenants
Infographic: Orlando rental price trends in 2015
Webinar: Beginner's guide to investing in real estate
Curated list: 7 things every landlord should know
Research Data: Dallas rental price trends in 2015
Entertaining Education
Awareness
72. Guide to real estate investing?
How to rent your home out
Rent ready checklist for landlords
Guides & How To
Interest
101. ● 2014 Ernst and Young Midwest Entrepreneur of the Year Winner.
● Maverick of the Year 2013
● Management Team of the Year 2013
● 2013 Executive of the Year by the American Business Association
● International Real Estate Company of the Year 2012.
● Gold Stevie for Company of the Year 2013 Renters Warehouse.
● Inc. Hire Power 2013 & 2014
● United States Army Honored Employer 2013
● Inc. 500 | 5000 list of fastest-growing privately held companies
● America’s “Best Places to Work” in 2012, 2014 and 2015 by Outside
Magazine.
102. “Market leadership means
higher revenue, higher
profitability, greater velocity &
stronger return on capital.”
- Jeff Bezos,