How to Grow Leads, from The EXP Director of Growth

Real Estate agents and teams often ask how to grow leads. But growth is a funny thing. Not funny ha-ha but rather its interesting to look at in hindsight. When we are in the moment, small shifts don’t feel significant or meaningful. Now we have the advantage of time. We can look back an identify key decisions that either make or break individuals and companies.

Years back, I was fortunate to hang out with a group of future key decision makers. The group came together formally the first time in 2008 in SanFrancisco at the first REBARCAMP. We frequently hung out a REBarCamps nationally and RETSO events with many folks that would go on to do great things in Real Estate. The head of RESO Sam Deboard, Ginger Wilcox, the CEO of BHG, Jay Thompson (formerly Zillow), Todd Carpenter at NAR and the list goes on. I was fortunate to know Founder and former CEO of EXP, Glen Sanford at those bar camp events back in the day.

Glen’s growth has dwarfed the rest of ours combined as he’s firmly in the Billionaire class. In the last 10 years, EXP has grown like it was shot out of a cannon. It is the fastest growing brokerage in the world. At last check, they had nearly 90,000 agents. His team is smart and savy and continues to make good growth oriented decisions.

It’s those key decisions that seem somewhat minimal or mondane at the time that really make the largest growth opportunities.

How To Grow Leads

The Director of Growth for eXp California is *Troy Palmquist. He recently wrote about growth on inman and laid all the cards on the table. His goal was to help agents find more leads and start more conversations, and it was enlightening and fantastic to have a growth director show you his hand.
EXP utilizes / has deals with two CRM’s. KV core (owned by Revaluate client Inside Real Estate) and Lofty (formerly Chime and current Revaluate Client) has the lions share of users. Revaluate has been integrated with Lofty for 3 years, and that integration is undergoing a refresh thats due out this quarter… more on that later.

Troy revealed in yesterday’s post on Inman News how to grow leads, and how he leverages value from his database. He invests in organizing his data to generate leads, conversations and sales. When the director of Growth of EXP California shares a tip it may be worth noting. It’s behind the inman paywall, but the whole article is here. I’ve included a snipit of what he said about databases below:

Key components of a database health check

When you undertake a checkup of your CRM, you’ll want to make sure that you hit all the highlights. These include:

Data accuracy: Update property details for homeowners in your database. Add personal details, including updated contact information, social media handles and life events.

Database security: Make sure that you’re regularly updating passwords and access credentials so that you keep the information in your database safe.

Performance optimization: Remove duplicate entries, and make sure that you’ve updated to the most recent version of your CRM so that you’re able to take full advantage of its capabilities.

Tools and technologies for database health assessment

Make sure that you’re conducting periodic audits of your whole database, not only to update it as needed but to segment it for more effective outreach. To help make this process more effective, there are tech tools available for everything from building to growing, repairing and making predictions based on the information you already have. One such tool is Revaluate, which combines database analysis with a machine-learning algorithm to help predict when someone from your database is thinking about making a move. In addition, the service helps you manage your existing data — and can even help you create a database from scratch if you’re just starting out.

Next Steps to Better Lead Gen

Troy did a nice job breaking down what is messy data. He showed how to deal with messy data and when to do so. Suggesting that some tasks don’t need to be done regularly should still be on an annual schedule. Otherwise they wont ever get done. I liked that he pointed out that duplication and bad or inaccurate data is wasting time and money. This is preventing real leads and conversations from surfacing.

At Revaluate wen can help you figure out how to grow leads. We can help you organize, deduplicate, detox and fill in the blanks in your database. Thus, you can generate more meaningful conversations and stop wasting time and money. Get a free database grade and audit or Schedule a time to talk to one of our data nerds.

*Disclaimer: Troy is a Revaluate Client, and received zero compensation for his article.