The Assignment

A well-established homebuilder in North and South Carolina, was experiencing a significant increase in web leads and inbound calls due to their effective marketing efforts. While this uptick was promising, it posed a challenge: their sales team was dedicating substantial time to initial outreach, which limited their availability for closing deals. The company sought a solution to efficiently manage this lead flow, ensuring that potential clients were promptly contacted, properly qualified, and seamlessly scheduled for appointments with their sales team.

Research

Recognizing the need for a more streamlined approach, they explored various options to enhance their lead management process. They aimed to find a partner who could offer a tailored solution addressing their specific challenges. Their ideal solution would:

• Intelligently Assign Leads: Direct potential clients to the appropriate design office based on their intended building location.
• Fairly Distribute Appointments: Ensure that appointments were evenly allocated among sales team members across various office locations.
• Maintain Persistent Follow-Up: Implement an automated system to keep potential clients engaged over an extended period, increasing conversion probability.

Solution

Partnering with Agent ISA, the home builder implemented a customized strategy to address these challenges. The key components of this strategy included:

1. Design Office Allocation: The system assessed each lead's desired building location and leveraged AI to direct them to the most suitable design office. This ensured that clients received personalized attention from the start, enhancing their overall experience.
2. Efficient Appointment Scheduling: A streamlined booking process was established, employing a round-robin distribution method. This approach guaranteed that appointments were evenly distributed among sales team members in their respective offices, promoting fairness and preventing potential appointment overload.
3. Robust Follow-Up Protocol: The system was designed to persistently follow up with leads for up to six months or until an appointment was secured. This included a thoughtfully crafted sequence of 13 text messages, inviting leads to discuss their homebuilding aspirations and keeping the lines of communication open.

Result

Implementing this tailored solution led to tangible outcomes:

• Enhanced Lead Engagement: 54% of the leads were successfully connected with, reflecting a significant improvement in initial contact rates.
• Increased Appointment Scheduling: 12.2% of the leads progressed to scheduled appointments, demonstrating the effectiveness of the persistent follow-up strategy.

This revitalized process not only streamlined operations but also surpassed the efficiency of their previous service provider. By entrusting the preliminary stages of lead management to this innovative system, the builder's sales team was able to dedicate more time to their core strength—closing deals and turning prospective homeowners' dreams into reality.