Salesforce Automation for Real Estate Sales & Marketing for iBuyNew Australia

Challenges

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  Disconnected Communication Channels: iBuyNew’s sales and support teams lacked integration between their telephony system and CRM, resulting in missed call logs and poor visibility into client conversations.

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  Manual Lead Assignment: Leads generated from various property listing platforms were assigned manually, leading to delays, inefficiencies, and inconsistent follow-up.

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  Inefficient Workflow Automation: Sales processes such as lead follow-up, status updates, and task creation were being handled manually, increasing response time and operational overhead.

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  Delayed Lead Engagement: Agents often missed the optimal window to engage new leads due to the absence of real-time notifications across communication platforms like Slack.

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  Lack of Centralized View of Buyer Journey: Customer interaction history was fragmented across systems such as AirCall, CRM, and third-party financial advisors like uFinancial, making it difficult to track the full buyer journey.

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  High Lead Volume with Low Conversion: Due to the nature of the real estate market, iBuyNew received a high number of inquiries daily but lacked intelligent automation to prioritize and manage these leads effectively.

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  Limited Email & SMS Automation: Critical alerts and updates to lead owners were dependent on manual processes or inconsistent third-party tools, leading to delayed communication.

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  Manual Marketing Campaigns: iBuyNew’s marketing team lacked a scalable platform for nurturing leads and had difficulty segmenting audiences and tracking campaign performance.

Tools & Technologies

Solution

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  AirCall VoIP Integration: Integrated AirCall with Salesforce to automatically log inbound and outbound calls, link call recordings to lead records, and provide real-time visibility into sales conversations.

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  Lead Distribution Automation: Implemented Distribution Engine to intelligently assign leads to the most appropriate sales agents based on availability, workload, and geographic territory, reducing response times and increasing engagement.

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  Workflow Automation with Flows: Automated key processes such as lead follow-up tasks, status transitions, opportunity creation, and notification triggers using Salesforce Flow, reducing manual workload and ensuring consistency.

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  Slack Notifications for New Leads: Configured real-time Slack alerts to notify agents and team leads of new high-priority leads, improving first-contact speed and accountability.

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  uFinancial Integration: Established a seamless data flow between Salesforce and uFinancial to keep financial advisor updates in sync with buyer records, enabling a unified view of customer progress.

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  Email & SMS Automation: Automated key alerts and reminders to lead owners via SMS and email, ensuring no opportunities were missed and improving sales agent responsiveness.

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  Marketing Cloud for Campaign Automation: Leveraged Salesforce Marketing Cloud to run personalized email drip campaigns, audience segmentation, lead nurturing workflows, and campaign performance tracking for both warm and cold leads.

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  Custom Dashboards & Reports: Developed real-time dashboards and performance metrics to track lead sources, agent productivity, campaign performance, and buyer pipeline health.