Organizing your CRM Part 4/6: Behavioral Based Organization

We talked about the basics of organizing your CRM in the last three videos. But what about Behavior Based Follow Up?

If you didn’t have the chance yet, make sure to check out part 1/6 about organizing new leads, part 2/6 about A, B, C and D buckets and part 3/6 about Long Term Nurture.

This is part 4 of our six-part series about organizing your CRM. If you haven't yet, go back and watch the first three parts - they will give you important information to organize your CRM from the ground up!

What is Behavior Based Follow Up? In technical terms, Behavior Based Follow Up will help you to follow up with the right leads at the right time, based on certain actions this lead is taking on your website. In short, you will be there for your client at exactly the right time.

At the Novak Team at eXp we are using two different actions:

Action 1: The AI alert. 

How do you know if your lead is interested in making a move in the near future? Companies like Ylopo and BoomTown offer services that automatically alert you when your lead is taking certain actions indicating a heightened interest to move forward. Think viewing the same property multiple times or go quiet and then come back to the website.

These automatic priority notifications from your CRM can help you determining if your lead will result in a possible transaction and enable you to follow up at the right time. The follow up plan for maximum success could be a couple of calls combines with a  text messages.

Action 2: Create a bucket for the lead's behavior not connected to the AI. 

Your lead might have told you about a certain time frame during your first contact. But plans change… With our second action, we are looking for a mismatch of what the lead has told you and the actions he is actually taking. These actions could include the last time they were on your website to the last time they viewed a certain property. 

Running them on a reverse filter to the last time you reached out to them can bring up a mismatch between communication and behavior. If your lead is on your homepage multiple times a day and viewing certain properties there might be a way for you to help him to get out to actually view these properties or clarify the process - even if this potential client told you he would be six or more months out of making a move!

Stay tuned for part 5 and 6 of our six-part series! Feel free to go back and check out part 1/6 about organizing new leads, part 2/6 about A, B, C and D buckets and part 3/6 about Long Term Nurture.

If you have any questions about this, the Novak Team or eXp: Shoot me a message! I am happy to help!