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… ..and impacts on Marketing, Revenue Management and System Integration:  The Apartment Data Ecosystem Lead Management
A Good Place to Begin: Lead Management
The Lead Management:  What’s the Problem? ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Lead Bombardment Many Lead Sources Apartment Staff Property Management Software Systems
Lead Bombardment Apartment Staff Property Management Software Systems And Many More Sources…..
Automated Lead Capture is Central to Information Ecosystem Apartment Staff Property Management Software Systems Manual Data Entry Kills Lead Management  Accuracy
Automated Lead Capture is Central to Information Ecosystem Apartment Staff Property Management Software Systems Manual Data Entry Kills Lead Management  Accuracy
The Lead Management:  What’s the Problem? Many lead sources are increasingly difficult to manage
Leads are Born 24 / 7 ,[object Object],[object Object],[object Object],[object Object],Base line indicating equal lead delivery per hour would be 4.167%
The Lead Management:  What’s the Problem? ,[object Object],[object Object],[object Object],[object Object]
The Lead Management:  What’s the Problem? Many lead sources are increasingly difficult to manage Leads come in at “inconvenient” times, presenting operational challenges
When Should Staffing be Highest? This represents a percentage allocation of site hours required by day for follow-up on leads and touring prospects  : ,[object Object],[object Object],Base line indicating equal staffing hours per day would be 14.29%
The Lead Management: Automated Data Collection is Important Approximately 280 properties over 3 month period
The Lead Management:  What’s the Problem? Many lead sources are increasingly difficult to manage Leads come in at “inconvenient” times, presenting operational challenges Traditional data entry of leads creates huge information holes, poor analysis, accountability and reporting
How Well are We Responding to Internet Leads? Lead2Lease Shops: 4 th  Quarter 2007 Source:
Lead2Lease Shops:  4 th  Quarter 2007 How Well are We Responding to Internet Leads? Source:
The Lead Management:  What’s the Problem? Many lead sources are increasingly difficult to manage Leads come in at “inconvenient” times, presenting operational challenges Traditional data entry of leads creates huge information holes, poor analysis, accountability and reporting The lack of automated data collection and staff accountability allows poor follow up and erodes sales opportunities
How Important is Lead Management? Based on a detailed lead follow up analysis by Riverstone Residential Group and Lead2Lease, Riverstone discovered the following: One or fewer sales follow ups with a resident prospect generated a lead to lease conversion rate of  4.2%  (average of all lead types). Two sales follow ups with a resident prospect increased the lead conversion rate to  10.2% Lead2Lease analysis of all lead follow ups reveals that after 3 sales follow ups with a resident prospect, the lead to lease conversion rate does not significantly improve.
The Lead Management:  What’s the Problem? Many lead sources are increasingly difficult to manage Leads come in at “inconvenient” times, presenting operational challenges Traditional data entry of leads creates huge information holes, poor analysis, accountability and reporting The lack of automated data collection and staff accountability allows poor follow up and erodes sales opportunities Lead follow up tracking, reporting and accountability greatly increases lead to lease conversion rates
Lead Management & the Apartment Data Eco System
The Lead Management Context Lead management is part of an information eco system On-site Occupancy  & Revenue Targets Competitive Market Surveys Subject Property Revenue Management / Pricing Lead to Lease Conversion Marketing Goals Constraints Optimization Performance Proof Presence Lead Generation / Lead Management
The Lead Management, Marketing and Revenue Management Q&A…..

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Lead Management by Jon Tull

  • 1. … ..and impacts on Marketing, Revenue Management and System Integration: The Apartment Data Ecosystem Lead Management
  • 2. A Good Place to Begin: Lead Management
  • 3.
  • 4. Lead Bombardment Many Lead Sources Apartment Staff Property Management Software Systems
  • 5. Lead Bombardment Apartment Staff Property Management Software Systems And Many More Sources…..
  • 6. Automated Lead Capture is Central to Information Ecosystem Apartment Staff Property Management Software Systems Manual Data Entry Kills Lead Management Accuracy
  • 7. Automated Lead Capture is Central to Information Ecosystem Apartment Staff Property Management Software Systems Manual Data Entry Kills Lead Management Accuracy
  • 8. The Lead Management: What’s the Problem? Many lead sources are increasingly difficult to manage
  • 9.
  • 10.
  • 11. The Lead Management: What’s the Problem? Many lead sources are increasingly difficult to manage Leads come in at “inconvenient” times, presenting operational challenges
  • 12.
  • 13. The Lead Management: Automated Data Collection is Important Approximately 280 properties over 3 month period
  • 14. The Lead Management: What’s the Problem? Many lead sources are increasingly difficult to manage Leads come in at “inconvenient” times, presenting operational challenges Traditional data entry of leads creates huge information holes, poor analysis, accountability and reporting
  • 15. How Well are We Responding to Internet Leads? Lead2Lease Shops: 4 th Quarter 2007 Source:
  • 16. Lead2Lease Shops: 4 th Quarter 2007 How Well are We Responding to Internet Leads? Source:
  • 17. The Lead Management: What’s the Problem? Many lead sources are increasingly difficult to manage Leads come in at “inconvenient” times, presenting operational challenges Traditional data entry of leads creates huge information holes, poor analysis, accountability and reporting The lack of automated data collection and staff accountability allows poor follow up and erodes sales opportunities
  • 18. How Important is Lead Management? Based on a detailed lead follow up analysis by Riverstone Residential Group and Lead2Lease, Riverstone discovered the following: One or fewer sales follow ups with a resident prospect generated a lead to lease conversion rate of 4.2% (average of all lead types). Two sales follow ups with a resident prospect increased the lead conversion rate to 10.2% Lead2Lease analysis of all lead follow ups reveals that after 3 sales follow ups with a resident prospect, the lead to lease conversion rate does not significantly improve.
  • 19. The Lead Management: What’s the Problem? Many lead sources are increasingly difficult to manage Leads come in at “inconvenient” times, presenting operational challenges Traditional data entry of leads creates huge information holes, poor analysis, accountability and reporting The lack of automated data collection and staff accountability allows poor follow up and erodes sales opportunities Lead follow up tracking, reporting and accountability greatly increases lead to lease conversion rates
  • 20. Lead Management & the Apartment Data Eco System
  • 21. The Lead Management Context Lead management is part of an information eco system On-site Occupancy & Revenue Targets Competitive Market Surveys Subject Property Revenue Management / Pricing Lead to Lease Conversion Marketing Goals Constraints Optimization Performance Proof Presence Lead Generation / Lead Management
  • 22. The Lead Management, Marketing and Revenue Management Q&A…..