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Incentives were small but enticing – free lunch, gift card to a favorite restaurant, etc. Agents were rewarded for tasks like entering data, updating history, and completing follow-up activities. The Challenger Homes team started with only one follow-up process, a simple 3-touch schedule that sales agents could personalize. Lasso wasn’t difficult to learn, they just needed constant reminders and incentives to use the system on a daily basis. They were used to doing things their way, and changing habits is no easy feat. While the management team was on board with implementing a new CRM system, the sales agents were indifferent.
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The team’s online marketing consultant, Kyle Fisk, recommended Lasso. To convert more B and C prospects to sale, and continue their growth trajectory, they would need a centralized, user-friendly home builder CRM system that tracked all leads, kept the sales team organized, and provided analytics to management. Changing HabitsĬhallenger Homes recognized these missed opportunities. Many were perfectly qualified home buyers, but needed to wait 30+ days before making a decision. While the hottest prospects always had a high conversion rate, others were falling through the cracks. This included anything from sticky notes and note cards to mailing lists organized in Outlook. According to Sales Manager Dwayne Cunningham, ‘There was nothing standardized. Even though the sales team was busier than ever, like many builders, they continued to function as they did back in 2000. Over the last few years, Challenger Homes saw a sharp increase in interest and sale activity due to a stellar reputation and positive reviews. The company is projected to sell 400 new homes in 2017. Today, Challenger Homes is the #1 builder in Colorado Springs, CO. Through a commitment to making life better for local families, they grew quickly and diversified their product line. The company began 17 years ago as a start-up in the owner’s garage. Challenger Homes’ story is one of both steady success and rapid growth.