As part of the 2018 Lead Intelligence Series, the Discovery-Stage Buyers & Sellers Study was compiled by Zurple’s Product team and contains an in-depth examination of those online real estate leads that are in the early stages of buying or selling their home. In part one of this five-part series we’ll be sharing how we collected data on discovery-stage, online, real estate leads and what attributes classify a buyer or seller as within the “discovery-stage.”
Our Product Development team spent hours studying over 37,000 leads and uncovered four commonalities discovery-stage leads share. In each of the remaining four parts of this five-part series, we’ll be unveiling a new study find. The Discovery Stage Buyers & Sellers Study includes leads from both paid and non-paid channels, including pay-per-click advertising, Facebook ads, and organic search engine traffic.
Discovery-Stage Lead Classification
Discovery-stage, online real estate leads are online buyers and sellers are those that are not yet serious about a move. They are browsing online and entertaining themselves with real estate content. Subsequent stages within the online buyer and seller’s life cycle include research, consideration, and closing stages. At one-point leads within the discovery-stage registered on an agent’s site but stopped responding to marketing campaigns 30 days after registration. Registering means the lead left their name, email address, and/or phone number on a lead capture form. Leads leave their contact information within lead capture forms in exchange for real estate related content such as property listings and school reports.
Pro Tip – For tips on how to push discovery-stage leads into the research stage, subscribe to our Real Estate Success Blog. In part four of this five-part series we’ll be sharing marketing tips on speeding leads through the buying or selling life cycle stage.
Does your CRM filter discovery-stage leads from more mature leads? Zurple’s intelligent CRM contains built-in lead generation software, meaning it accounts for leads’ online search behavior when bucketing leads for you. Zurple will tell you which buyers and sellers to focus on, versus those that need more automated nurturing. To see how Zurple intelligently segments your database, request a demo in the link below –