Realtors and mortgage loan officers are incredibly busy professionals. Nobody needs to tell you that. Each is responsible for servicing the needs of several active clients, while juggling a couple of dozen open leads – each in a different stage of indecision.
When we set out to support these professionals, we imagined supporting a handful of different solutions that we see our clients using. Follow-up boss, Kv Core, Lion Desk, etc… Our clients were already using these platforms. However, not long into our relationships with our realtor and mortgage loan officer clients, we heard the same complaints, almost verbatim. “I can not spend all day on the phone calling these leads”. It was clear that each was struggling with a need to nurture leads to a point of closing in order to limit the wasted time calling non-serious buyers.
As we investigated further we discovered that that lead flow for mortgages and real estate are rife with unserious buyers. It’s not uncommon to see 40% or more leads to never convert or even respond to further outreach, even after filling out a lead form. Even serious leads may take 7 to 12 touches, over as many days, before they convert (even after lead capture).
This problem needed a serious solution. We investigated virtual assistants (VAs), at a significant cost, around $1500/ month. The cost would be palatable, but is difficult to swallow up front. As we turned our attention to software, we soon discovered that Keap (formerly Infusionsoft), had some unique features that could alleviate these problems. Additionally, they had other features that addressed other gaps in the sales funnel that impressed us.
LeadsRush (and MKTNG) secured our certification just a couple of months ago. We expect the benefits from the platform to grow as our clients use the platform, and Keap continues to innovate. If you have an interest in learning more about Keap for your company, please do not hesitate to reach out. We are big fans of “share and share alike”. We would be more than happy to share.
Keap are the OGs of Automation
Keap (Infusionsoft) has been offering online marketing software since their founding in 2001. Unlike other companies that stagnate, they have continually reinvented themselves, offering new and innovative approaches to lead tracking and triggering automations. Their CRM and email marketing suite offers a great deal of the features we want in a suite.
CRM + Lead Nurture
As we outlined, lead nurture is an increasingly important aspect of sales and marketing. In the good old days, the metric of brand recognition was seven interactions. That was seven times seeing a commercial, a billboard, a sign in the store, etc. In today’s day and age, it is estimated that we are exposed to roughly 5,000 advertising impressions a day. Not after a month am I going to remember even 20 percent of those companies. The sales cycle is not what it used to be. The buyer’s journey has become more protracted and less linear. The buyer is fickle. Studies have shown that 62% of lost sales are simply due to indifference. The buyer just didn’t care. Keap has given us ultimate control over the pre-sales experience of our prospects. We like this.
Branding and Experience
For our clients, branding is important. We pride ourselves on on developing consistent graphics and messaging for our clients. Many of the other software driven solutions offered very little in terms of landing pages, email communications and other lead gen tools that offered custom designs. Plain text emails do not offer enough opportunity to stand out. Our clients want to look professional. Keap offers an easy to use, feature-rich, email editor as well as a landing page platform.
Social Proof
This is repeated often in sales meetings of our realtor and mortgage broker clients. Get more online reviews! Keap has allowed us to take control of this as well. LeadsRush has developed automations that solicit reviews from clients after the close of every transaction.
Mobile Engagement + Let the Customer Choose
Our clients each expressed that an increasing number of leads are facilitated via text messaging. This can be a confusing dynamic, as most brokers do not have a unified messaging suite that integrates their text with email and CRM communications. Keap does. Not only that, but they are in beta on a broadcasting platform that will allow more automated text broadcasts to active leads. Our team has already deployed this feature through the use of Twilio integration, although we look forward to this being included.
Integrations
While Keap does feature a wide variety of integrations, what was more important to us was what came baked in. Many of our clients are cost conscious. The Keap product that we typically offer retails at roughly $149/ month, but can be had for much less through our certified partnership. It does not break the bank, but it is not insignificant. One of our clients was really tied to LionDesk, which has a great feature set, and retails for around $49. However, Lion Desk required us to also license Mailchimp, Zapiers, WooForms and Calendly in order to replicate features included in Keap. These platforms combined are more expensive than then Keap, nor do they provide the benefits of the integrated platform. Anyone who has sought business software will tell you, there is no all-in-one solution. You use what you need and find other solutions to meet your needs. Keap integrates most of our desired features and integrates well where we need to use other tools.
A Robust User Base and Community of Collaborators
We don’t know it all, nor do we aspire to that level of Keap expertise. We have other fish to fry! Keap has a robust online community of Certified Professionals that are open and sharing. We are expanding our experience in leveraging the platform, and have seen great results as we solicit advice from other professionals.
LeadsRush (and MKTNG) secured our certification just a couple of months ago. We expect the benefits from the platform to grow as our clients use the platform, and Keap continues to innovate. If you have an interest in learning more about Keap for your company, please do not hesitate to reach out. We are big fans of “share and share alike”. We would be more than happy to share.