January 31, 2017

[User Interview] Creating Long-Term Connections with Real Estate Clients


In our latest customer spotlight, we chatted with Lee Goldstein, a local DC real estate agent, and avid Contactually user. Lee is currently a managing partner and associate broker at RLAH Real Estate. Lee has over 18 years of experience in the real estate industry and has been ranked consistently in the top 5% of real estate agents nationally. Lee builds his real estate business around being a local, neighborhood based, and customer service oriented agent. Market expertise, the highest level of integrity, and unparalleled customer relationships have led him to become one of the most respected agents in the Washington, D.C. region.

Prior to becoming a Partner at Real Living At Home, Lee founded and managed his own successful brokerage firm, Northgate Realty. Lee is also extremely active in the real estate community. He earned the GRI (Graduate of the Realtor Institute) designation in 2004, an accolade reserved for those agents most dedicated to the real estate industry. He has also served on numerous committees at the Greater Capital Area Association of Realtors, including his appointment as Chairman of the Professional Standards Committee in 2016.

Read on for our latest Contactually user interview:

Contactually: What are you looking to achieve with Contactually?

Lee Goldstein: My goal is to create better follow up with leads and better long term communication with my referral sources.

C: Do you have any Contactually success stories?

LG: I was at the car wash a few days ago and a guy said that he liked my new Jeep Grand Cherokee. He apparently used to sell them and was giving me the inside scoop. I mentioned that this was my third Jeep in a row, as I lease them every 3 years. He said that I must be a business person, and I told him that I was a realtor. He told me that he was in the early process of beginning to look to purchase a home. We exchanged business cards and I left. This would have probably been the end of the story before Contactually.

However, in this case, the story continues. When I got home, I entered his contact information into Contactually and placed him in the New Lead Bucket. It then automatically setup the New Leads program for me and prompted me to send an introductory email offering my services. So, I wrote a nice introductory email and sent it to him. Literally 10 minutes after I sent the email, I received a call from him. He thanked me for my email and we spoke of his situation. I forwarded him lender contact info and we are now working together to find him a home.

In the short time that I have been using Contactually, I have reached out to dozens of contacts, who I would have never made contact with otherwise. Some of whom I hadn't spoken to in years.

C: How important are relationships to your business?

LG: Relationships are the lifeblood of any real estate business. We rely almost exclusively on our Sphere of Influence for referrals and repeat business.

C: How do you nurture your network and relationships?

LG: Up until I began with Contactually, I had no real system of nurturing these relationships and have lost so much business as a result. Contactually allows me to have a systematic approach to maintaining my relationships.

C: Can you tell us about a relationship you've built or nurtured using Contactually?

LG: I had clients who I sold a home to several years ago. They were a great couple, but unfortunately due to no real follow-up system in place, I lost touch. Contactually gave me focus on who I should be following up with and I have since reconnected with them and have plans to meet for dinner in the upcoming weeks.

C: What else would you like to share with us about your Contactually experience?

LG: In my 18 years in the real estate business, I have never really had a system in place that allowed me to systematically follow up, and keep track of all of my leads and referral sources. And thus, have lost a ton of business. That will never happen again with Contactually!

C: What's a quick Contactually pro-tip that you could share with our user base?

LG: The hand written note cards are so easy to use and adds a personal touch to your contacts, without the need to actually hand write a card.