Industry: Real Estate

Focus: Sales Calls | Prospecting | Lead Generation

Project Duration: 2022 - Quarterly Project

Background:

In the highly competitive real estate market of Brisbane, two notable agencies sought to enhance their outreach amidst the post-COVID buying frenzy. The State Manager, recognising the need for specialised lead generation and support, engaged SJA Consultants for a targeted approach to prospecting within specific local areas. This allowed the State Manager to concentrate on the face to face component of the role

Opportunity, Challenge and Resolution:

Post-COVID market conditions led to heightened activity in the real estate sector, with potential clients receiving numerous cold calls daily. The challenge was to stand out in a saturated market and effectively engage potential clients without adding to the noise.

At the time, potential vendors were faced with the high volume of cold calls received by Real Estate Agents. We overcame this by enhancing the personalisation of each call and ensuring a non-intrusive, value-added conversation.

We worked to maintain interest and engagement through consistent, insightful communication, adapting tactics as needed to reflect market changes and client feedback.

Engagement:

SJA Consultants were contracted 20 hours a month, quarterly in 2022 to manage cold calling and prospecting. The focus was on nurturing leads through personalised, conversational approaches, contrasting the typical cold reach tactics prevalent in the industry.

Strategy & Execution:

• Targeted Local Footprint: Focused on specific geographic locations managed by the real estate agents, ensuring all outreach was highly relevant and personalised.

• Conversational Approach: Shifted from traditional cold calling to a more relational and engaging approach. This involved understanding the potential client's current situation, asking open-ended questions about their buying or selling intentions, and providing timely market updates.

• Scripts: Leveraged tailored scripts that incorporated real estate lingo and local knowledge to foster trust and relatability.

• Persistent Follow-up: Employed strategic follow-up calls to nurture leads, ensuring each contact was meaningful and built towards setting appointments.

Results to Date:

High Engagement: throughout the 20 hours a month, we successfully set 18 qualified face to face appointments and facilitated one significant property sale in a high-demand market.

Ongoing Interest: Despite the conclusion of the formal project, the effective lead generation strategy continued to attract inquiries. 

Summary:

This project exemplifies how tailored communication strategies, combined with deep market understanding and personal engagement, can overcome the challenges of a saturated market. The success achieved not only highlights the effectiveness of the approach but also sets a foundation for continued growth and interest in SJA Consultants' services within the real estate sector.

Testimonial:

“Sarah was referred to me as I needed a 'lead generator' to support my real estate sales during the extraordinary growth period (frenzy!) of buying activity over the past 12-18 months.

From the first phone conversation and subsequent Zoom meetings (due to lockdown), Sarah was extremely professional and punctual with all her communications. It was an easy decision to engage her services, based on her pitch/ plan to deliver results and calculated ROI. Sarah's reporting methods are excellent and her processes are efficient and effective, resulting in face to face meetings with new customers (vendors).

In this short period of time, we have built a mutually agreeable working relationship that will continue throughout the year. Thanks so much Sarah.”