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You are here: Home / Sales & Marketing / Qualified Leads for CRE (Finally!)

Qualified Leads for CRE (Finally!)

November 25, 2014 By Chris Clark

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digsyFor over a decade, online lead generation for real estate has revolved around the listing aggregation site model. Prospects search and you get a flood of prospects requesting more information. But the problem with those prospects is that they’re not qualified. They could be just “looking.” Or they’re interested but by the time you find out, the lead is cold.

You’d think technology could be better used to enhance the lead generation process instead of leaving it to the agent to spend (waste) their time calling everyone and anyone who sends a request from a website. That’s why I’m really excited about Digsy.

Digsy uses both technology and real people to qualify prospects before they’re handed off to an agent. CEO Andrew Bermudez has been tweaking the model for months to determine where the demand is and how the process should work to ensure both prospects and agents experience a smooth transaction and get a good deal.

Think of Digsy as a concierge service. A tenant or buyer wants space but they don’t know an agent and/or don’t have the time to find it on their own. At GetDigsy.com, they answer a series of questions. Depending on their answers, they may be notified that Digsy isn’t their best choice at this time. Perhaps they’re already using an agent, the first question Digsy’s “mechanical turk” asks, for example.

Once a prospect gets through the first step, what happens next could be a follow-up call or an alert sent to agents specializing in their market requirements. And that alert – it’s a text message – not some automated email that gets stuck in your spam filter or buried in your inbox. First responder gets the assignment. From this point, the agent works directly with the client and provides status updates via Digsy’s transaction system.

Speaking of agents, they’re pre-qualified, too. Digsy vets every applicant. Plus, they must meet certain performance standards once they accept an assignment. Internal rating systems, partially based on user reviews, separate the solid performers from the not so hot to assure that users are getting the best service.

Agents also need to agree to pay a referral fee to Digsy. Now, there are two types of agents in the CRE world. Those who would rather lose a commission than share it and those who believe in a quick turnover and that a percentage of something is better than a percentage of nothing. Don’t want to share? Don’t think Digsy’s qualifying process saves you any time? Then don’t bother to apply.

Digsy has been operating in selected markets in California for a few months now. The results are very promising. No surprise since this pre-qualified lead model has been used to great success in other industries for years. It’s about time someone adapted it for commercial real estate.

 

H/T to Allen Buchanan

Related Posts:

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  • The Demographics of CRE Agents
  • Automating the Agent
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Comments

  1. Allen C. Buchanan says

    November 25, 2014 at 9:26 am

    Chris,

    You nailed it! It’s great that someone FINALLY is using technology to generate leads for brokers. Plus, the revenue model mirrors the way brokers get paid…no deal, no pay. The site shares our risk and benefits when we benefit. GENIUS! Where do I sign up…oh yeah, I already did!

    Best,

    Allen

    • Chris Clark says

      November 25, 2014 at 1:06 pm

      Lucky you…waiting for area I’m in though since it’s secondary/tertiary markets, might be a while…

      • allen c. buchanan says

        November 25, 2014 at 1:50 pm

        CC:

        Maybe not as long as you think. I’ve connected Andrew with Linda Day Harrison…a marriage (business wise) made in heaven as Linda has the lists of vetted brokers around the US.

        • Allen C. Buchanan says

          November 25, 2014 at 5:27 pm

          BTW:

          I’ve learned SOOO much from you…including…H/T…which even my millennial associate was clueless as to the meaning. So H/T to you as well CC.

          Best,

          A

          • Andrew Bermudez says

            November 25, 2014 at 5:30 pm

            What’s H/T?

          • Allen C. Buchanan says

            November 25, 2014 at 5:32 pm

            You must look it up as us boomers did, my boy…

          • Chris says

            November 25, 2014 at 7:48 pm

            I thought Millenials knew all that stuff (but yes, when I saw it on Twitter, I had to look it up…and just as the nuns told me, you don’t forget something you have to look up!)

          • Allen c. Buchanan says

            November 25, 2014 at 8:28 pm

            Ahhh, the catechisms of social media 🙂

  2. Linda Day Harrison says

    November 25, 2014 at 10:44 am

    Chris,

    Sounds good and I look forward to speaking to Andrew so we can invite him to join the tBL Marketplace and partner with Digsy in some fashion to help everyone!

    Wonderful news and thanks for sharing.

    Also wishing you a Happy Thanksgiving as I may not chat with you before Thursday!

    Gobble, gobble,
    Linda

    • Chris Clark says

      November 25, 2014 at 1:07 pm

      That would be a good matchup! And Happy Thanksgiving to you, too!

  3. Andrew Bermudez says

    November 25, 2014 at 5:02 pm

    Chris, what a great write-up. Thank you so much for sharing our story with your audience. Very thankful. We’ve got some great brokers on-board who make finding space for our tenants a great experience. Go #CRE! 🙂

  4. Duke Long says

    November 25, 2014 at 11:34 pm

    http://www.dukelong.com/commercial-real-estate-brokerage-will-collapse-this-is-exactly-how-it-will-happen/

  5. Andrew Bermudez says

    November 25, 2014 at 11:53 pm

    Duke, here’s my response.

    Love you bro.

    http://www.dukelong.com/commercial-real-estate-brokerage-will-collapse-this-is-exactly-how-it-will-happen/

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