1Introduction: About the Author
39The Three Possible Outcomes of a Lead
2Digital Transformation of the Real Estate Market
40Four Common Mistakes in Lead Scoring Design
3The Corporate Culture
41Lead Nurturing through Drip Email Campaigns
4Prosumers: the New Customers
42Segmentation in the Lead Nurturing Process
5New Rules and New Business Models
43The Marketing Funnel
6Big Data and Business Intelligence
44Introduction
7Innovative Culture in Your Business
45Attracting Homebuyers
8The Homebuyer’s Journey
46Case Studies
9The Buyer’s Journey
47Living in the Age of the Customer
10The Consideration Stage
48CRM: The Intelligent Business Tool
11The Online Research Stage
49A CRM is Not Only for Large Companies
12The Proactive Search Stage
50The benefits that CRM brings to your team
13The Purchasing Stage
51The Real Estate Agent’s Mindset
14The Post-Sale Stage
52The secret lies in knowing the rules of the game
15The Customer’s Buying Experience
53Leads are the gasoline of your business
16Your Business’s Digital Identity
54The lead that never converts
17The Real Estate Website
55Define clear and achievable goals
18The Promotional Dossier
56Never set goals based on results
19Building Specifications
57Your days shape your life
203D Infographics and Renderings
58Being rejected is the best thing that can happen to you
21High-quality Photographs
59Invest time daily making new contacts
222D and 3D Plans
60Less is more; It’s time to clean up
23Interior Video Tour
61The Stages of the Sales Process: The Stages of Your Business’s Sales Process
24Exterior Video Using a Drone
62Multiply Your Sales x4
25360º Interactive Tour
63More Conversations Generate More Opportunities
26The Inbound Marketing Strategy
64Focus on the Contacts with the Largest Budgets
27Introducing the Strategy
65How to Improve Your Lead Conversion Rate
28The Buyer Persona
66Talk to the Right People
29Keyword Analysis
67Don’t Wait for an Invitation
30Lead Nurturing, Lead Scoring, and Drip Emails
68Focus on Customers Who Fit Your Buyer Persona
31But what exactly is Lead Scoring?
69Know your ideal customer better than you know yourself
32Lead Scoring in the Start-Up Phase
70Accelerating Your Conversion Rate
33Lead Scoring in the Growth Phase
71Understand your customer’s decision-making process
34Lead Scoring in the Mature Phase
72Take advantage of “I’ll Think About It”
35Create Your Own Lead Scoring Process
73Knowing when to quit
36The Maturation Point in Lead Scoring
74Monitoring the Situation
37Machine Learning for Behavioral Analysis
75The CLIV System
38Classic Errors in the Lead Scoring process
76Conclusion
