In an environment where sales are slowing due to rising interest rates, home builders need to get serious about lead generation and customer relationship management (CRM), advises home building consultant Brad Haubert. And that includes owning your leads, whether they're generated by your internal sales team or external real estate agents selling from your model homes.
You've earned those leads, so don't waste them. Now is the time to get motivated to collect and manage your leads in one location.
This Home Builder worried about exactly how to broach the subject of bringing the Leads into one central location.
Their internal Sales Team wasn’t as much of a concern to them. After all, they were paid employees and would need to follow practices put in place by their employer.
However, the external Realtors were commission-only, and they had to sell homes to make any money. And most of those Realtors were not exclusive with this Home Builder – also selling re-sale homes (and – as hard as it is to hear – sometimes the homes of their competitors).
Since they were Independent Contractors, didn’t they own their own Leads?
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