INTRODUCTION TO THE ULTIMATE GUIDE TO Capturing and ... · system gives marketing teams and sales agents visibility into a home buyer’s level of interest. Knowing which model home

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Rethinking How to Show Model Homes and Spec Homes

New home construction provides tremendous value to home buyers — the ease of viewing, the plethora of upgrades, and the optimal location of neighborhoods creates an attractive and efficient home buying process. But these homes don’t always sell themselves. Builders need to find new ways to manage showing, capture contact information, and nurture leads into becoming homeowners.

We’d all agree, having an agent or salesperson greet and engage with every touring family is ideal, it’s just

not always feasible. No matter how far along home buyers are in their search, having the ability to capture

and nurture these leads in invaluable. Our guide has your solution.

An effective remote access control system streamlines how home builders manage showings, and it’s the

most reliable method for capturing the contact information of a potential homebuyer.

INTRODUCTION TO

Capturing and Nurturing LeadsFOR NEW CONSTRUCTION HOME BUILDERS

THE ULTIMATE GUIDE TO


Remote Access Control Systems Deliver a Comprehensive Solution

The purpose of a model home is to showcase home layouts and

materials for potential buyers, inspire those shoppers enough that

they imagine themselves living in the home and neighborhood, and

get them to engage with a salesperson to start the journey of buying

their own.

In many new communities, model homes are open to the public

for two to eight hours a day, seven days a week. In smaller or more

mature communities, it turns into more of an open house model, limiting access to when an agent is avail-

able or during blocks of hours over the weekends.

Everyone who walks through the front door is a lead. Connecting an access control system to your CRM means you can accurately capture 100% of leads.


Capture 100% of Leads

When a model home center is managing several homes that are available

to be viewed, they also need to be able to manage access to the proper-

ties remotely. With a door and entry-way access control system like

RemoteLock’s EdgeState platform integrated into their CRM, the

sales team can automatically distribute access codes for showings.

There’s no time wasted coordinating with the real estate agent or sales

representatives in the field. Even if no one from your team is available, the

potential home buyers can take a tour and you’ve captured their contact information. If

someone is available, they can pop in and chat with the shoppers; but the buyers’ access

to the home is not dependent on the agent’s arrival.

Better than Requiring a Phone Call

In the digital age, home buyers have changed the way they gather infor-

mation, browse homes, and decide on purchases. Potential home buyers

have the internet at their fingertips (literally!) and choose to find neigh-

borhoods, floor plans, and prices online.

In the advanced technological world we live in, requiring someone to

make a phone call and schedule a showing with a live person feels like a big

barrier to getting the lead. By also offering the option for a shopper to complete a

form on the builder’s website — providing their contact information — and then receive

email and/or text confirmation with their access code and showing window, the home

builder is lowering the barrier to engage.


An access control system will not only ensure accuracy of information, but it can also streamline how

contact information is collected. Potential buyers can schedule showings online at their convenience. An

access control system that’s integrated with your CRM can be set up to automatically send an access code

programmed for the requested time period. The buyer has no issue providing their contact information in

order to book their visit. At that moment in the buyer’s journey, it’s completely understandable and logical

that you’d be asking for their information. And now your sales agents have what they need to connect and

nurture the lead.

Collect More Accurate Information from Home Buyers

Most model homes are left open to the public for browsing, and having

sales agents stationed at homes depends on the size and sales strategy

of the home builder. With or without a sales agent present, contact

information is often collected using unreliable methods. A paper sign-in

sheets can be illegible, get lost, or accidentally or intentionally skipped

by visitors. Agents can miss potential home buyers that slip in and out

during busy showing times.


Making the Most of Prospect Info

Having home buyers fill out a form online to schedule their visits to model homes means the contact

information can be captured in your CRM. Access control software integrations make it possible to auto-

matically generate and deliver access codes to your prospects.

With door access information at their fingertips, marketing teams can target prospects through email

campaigns, and tailor messaging based on details from their visit, like what home layouts they viewed, or

how many viewing appointments they made.

EdgeState software gives lock owners the power to send communications based on when a door is locked

or unlocked, giving home builders the ability to send a nice text or email when the showing is over to

keep their house at the top of their prospect’s mind. Agents can use the entry alerts to know when it might

be a good time to stop by and chat with the shoppers.

Home Builders Can Nurture Leads Until the Time Is Right

The information collected

from the access management

system gives marketing teams

and sales agents visibility into a

home buyer’s level of interest.

Knowing which model home

was shown and when the buyer

visited the home can help email

interactions feel personalized,

not overbearing.

Nurturing leads over a period of time gives home buyers time to digest what they saw and think about

what they liked and didn’t like. Asking for feedback over email or through an online survey could

get more honest feedback than nodding to a sales agent on the way out. Marketing teams and sales

agents can offer more useful information based on how a home buyer reacts.


You can use email to communicate:

• When new homes will be finished,

• Possible move-in dates, and

• What floor plans will be available in the future.

All of these interactions will help you to gauge interest, upsell, and keep your homes at the top

of buyers’ minds.

Build a Relationship — on the Home Buyer’s Terms

Personal connections are still crucial to making sales, especially when it comes to big purchases like a

home. Having the contact information of potential home buyers gives home builders’ sales agents the

ability to step in and connect with buyers, sharing expertise and guidance. Waiting to make contact with a

home buyer may seem risky, but these days patience pays off.


Using Remote Access to Create a Better Sales Environment

Generate More Home Buying Leads Online

Selling new homes is a numbers game. Not only do market demand and area growth factor into where

new neighborhoods are built, but selling homes is largely a result of how many potential home buyers

come through the doors.

Lowering the barrier to entry these days means giving people the ability to complete tasks online.

Eliminating the need for potential home buyers to schedule a showing during certain times and to make

the request over the phone means more people are likely to convert. In exchange for a few pieces of

contact information, they can schedule and receive an access code without having to speak to an agent.


Home Buyers Might Perceive Pressure with the Builder’s Agent Present

Home buyers have online access to a lot of information — from pricing, interior photos, reviews about the

builder, and more. Virtual browsing is often the first step in a home buyer’s journey, and in-person

showings illustrate significantly more desire and intent. But keep in mind that home buyers might

still be collecting information when they tour your model homes and they don’t want an agent pressuring

them for a sale before they are ready. They might even be turned off by feeling “sold to.” Giving access

to tour model homes on their own time and at their own pace can create a more relaxed experience

for home buyers. You’ve still collected contact information so that you can follow up to move the sales

process along.

Expand Hours So Buyers Can Tour When It’s Convenient for Them

One problem with trying to show a house is the time that’s most convenient for the buyers isn’t necessarily

convenient for the seller. Many home buyers want to tour homes in the evenings and on holidays when

they’re off work. Unfortunately, sales agents would also appreciate being off work in the evening and on

holidays.


Create a Relaxed Viewing Experience for Home Buyers

Expanding hours can help relieve the chaos of peak showing hours. With traditional showing hours, most

home buyers have limited times of the day to view a home. Expanding the hours spreads out the viewings

and creates a better viewing experience for potential home buyers. It gives buyers more time and privacy

to browse model homes.

Your salesforce can also benefit from extended hours. Home builders can staff show homes for the busier

times of the day and have sales agents pop in during a showing of a qualified buyer — maybe someone

that’s back for a second look. Letting visitors use an access control system to gain entry during low-volume

hours frees up your sales agents to focus on other marketing efforts or nurture more qualified leads.

Read the Minds of Home Buyers and Boost Marketing Efforts without an Agent on the Ground

Builders already understand the importance of showing an appealing model home to potential buyers. Model homes are typically filled with most ideal finishes to get prospects excited about what would be possible in their own home. But how do builders know which home features are most attrac-tive to their leads?

Equipped with the appropriate data, builders can better understand

what home features their contacts find appealing. Salespeople can

follow up with their leads and dig deeper into their motivations.

They can ask why a prospect looked at the homes they did and what

compelled them to visit a second or third time.


Track the Interest of Home Buyers without Being Present

A remote access system gives home builders and sales agents the ability to gauge interest without being

present. Access codes can be tracked in a single dashboard that shows if a model home was actually

toured. Buyers that never use their access code would need different follow up than someone who did.

Home builders do their best to present their homes with the most alluring features to get people to

buy. Model homes may have strong traffic, but many builders are falling short of the true goal: gener-

ating leads. Capturing key data on potential buyers while they’re searching for their next home enables

builders to supply valuable leads to their marketing teams.

https://shop.remotelock.com/collections/all-locks


Give Access to Crews without Giving Up Security

Home builders are better off scheduling cleaning and repair crews after hours, but this presents its own

issue of inconveniencing staff to be present to let them in. The traditional method of handing off a key

or set of keys leaves the builder vulnerable to untraceable theft or misuse of the space. Additionally,

home builders can’t be sure that cleaners and maintenance crews they’ve contracted haven’t made dupli-

cate keys of their own.

Grant Temporary Access Only When They Need It

An access control system for model and spec homes solves these problems by giving builders control over

who goes in and out, and when — access managed from anywhere. An effective access control dashboard

lets property managers know whenever a door is locked or unlocked, giving homebuilders, realtors, and

salespeople the power to grant and revoke access, protecting the property from theft and vandalism.

Manage Maintenance and Cleaning Crews for Model Homes and Spec Homes

Scheduling Contract Workers

Home builders want to create the ideal experience for their prospects. Often, the only party present with

visitors is a sales agent representing the home builder; or potentially a buyer could tour a home without a

sales agent. Having cleaning crews or contractors present during showing hours has the potential to ruin

the model home experience.


Comparing Home Access Technologies for Model and Spec Homes

There are a variety of options for home builders looking to grant access to potential home buyers and their

sales agents. Solutions vary in their ability to scale and collect data on viewings, so home builders that

manage multiple model and spec homes are likely to put their trust in a reliable smart lock paired with an

intuitive, remote access management app.

Tradition Lockboxes Aren’t Sophisticated Enough for Today’s Needs

The standard lockbox with a preset number combination is a time-tested solution that gives home builders

the ability to let any visitor access a key to their property. A short numerical code is all the visitor needs to

retrieve the key from the lockbox, so sales agents can easily remember the access code and maintenance

or cleaning companies can quickly communicate to their crew that’s dispatched to the home builder’s

location.


The issue with this solution lies in the limitations of its ability to provide security and visibility. Once a

visitor gets access to the home, they are immediately accountable for the key. Losing the key means losing

access for a home buyer or sales agent, but also deprives home builders of their sense of security. These

locks also usually have a preset code, or one that has to be set directly on the lock. Nefarious home buyers

or maintenance people can easily get away with using a code to revisit a model or spec home without

permission. You don’t know who’s accessing the home or when. For home builders that want to allow

easy access to potential home buyers — and to know who is viewing the home — there are certainly better

options than the standard lockbox.

Electronic Locks with Keypad Entry are Semi-Automated Access Solutions

A modern alternative to using a lockbox

is to employ a deadbolt or lever

lock with an electronic keypad. The

increased security of this type of lock

comes from the ability to set longer

codes (typically 4 to 10 digits) and more

of them (usually less than 20). These

electronic locks usually run on standard

AA batteries.

Home builders will be satisfied with the

increased security of this type of lock,

but maximizing the benefits of elec-

tronic locks relies on the home builder

to actively monitor the locks. Managing

codes and knowing when to change

batteries requires a physical check of

the lock. Administering access across

multiple model homes, spec homes, or

neighborhoods can be a pain for home

builders to manage as well.


Smart Locks with Wifi/Bluetooth Access Do Double Duty

The smart lock brings the typical electronic lock to the next level for

home builders. Smart lock features serve double duty by making it

easier to manage access or showings and by capturing the contact

information of potential home buyers.

A greater number of codes can be be given at a time; beyond that,

lock access codes can be managed from anywhere you have internet

access — via desktop computer or app on a phone. These locks

usually require the lock to be connected to the internet via Wifi.

Bluetooth locks require a phone for access, but the principal features

are the same.

Home builders and sales agents can collect online requests to view the home, then send individual codes

via text or email once they have the buyers’ contact information. The ability to individually administer and

monitor codes provides more insight into who is using their codes and which doors are unlocked.

Reliable Access Control for Model or Spec Homes

An exhaustive approach to

managing access to model and

spec homes is one that is able

to grant temporary access with

complete control. The best

access control systems are able

to automate the process of

collecting contact information

and remotely granting unique

codes to potential buyers. This combination, plus a unifed dashboard that tracks what doors are being

accessed and when, enables home builders use this information to personalize interactions and nurture

leads into buyers.


Don’t Let Dead Batteries Lock You (or Buyers) Out of Your Model and Spec Homes

Have an Access Control System that Checks the Batteries for You

Checking each smart lock may not be the most efficient method to ensure the batteries don’t die

for large-scale home builders. A smart lock systems managed by a cloud-based access control

system can be set up to send alerts when the batteries are low. Sales agents just have to be dili-

gent about replacing batteries when they receive the alerts.

We’ve already established that keyless entry and smart lock systems

offer security and convenience you don’t get with traditional lock

and key systems. The benefits are amplified when used for home

builders that need to manage entry to model and spec homes.

Although smart lock systems are reliable there comes a time, as with

any electronic device, that the power source begins to die.

Regularly Check Your Smart Lock Batteries

For single spec or model homes, it can be easy enough to perform

regular battery checks on your smart locks. However most home

builders offer a variety of floor plans, so sales agents need to

manage multiple model homes. If sales agents or potential home

buyers start to notice delayed responses in recognizing access

codes, it could that your smart lock batteries are nearing the end of

their life. Regular battery checks can catch weak batteries before

they completely give out.


Choose Smarter Smart Locks

Some smart locks save battery power by going into standby mode

when not in use.

Rather than constantly being connected to WiFi and checking for new codes or commands, locks will be in standby mode until a “heartbeat” wakes them up to check for updates or a user presses a key. This method ensures extended battery life for smart locks at model and spec homes, since there’s likely little to no traffic at certain times of the day.

Have a Backup Method for Unlocking Your Smart Lock

While smart locks are primarily controlled by a cloud-based access control system, most smart locks have

a deadbolt that can be manually overridden with a key. While it’s not ideal to have to manage keys for

models homes and spec houses, having a key ensures that a sales agent or potential home buyer can

always gain access for a showing in case the batteries have died.


RemoteLock is the leader in Wi-Fi enabled smart locks and access controls systems.

Ready to Upgrade Your Lead Capture Strategy?

Home builders have a lot to gain from capturing the interests of their home visitors. Traditional lead

capture done with written sign-in sheets is ineffective at giving owners and agents key contact information

for model home visitors. Employing a remote door lock access control solution enables home builders to

target key prospects using information from their show house visit. It also makes it possible to have secure

and productive showings when agents are not available.

RemoteLock’s EdgeState solution provides home builders with a cloud-based solution for lead capture.

Our access management system is a scalable solution that easily integrates with an array of smart locks

and CRMs.

Contact a RemoteLock representative to see how EdgeState can help your

business remotely control and manage access.

RemoteLock North American HQ 2170 South Delaware St. Denver, CO 80223 U.S.A. +1 877 254 5625

RemoteLock European HQ European Distribution SmartLock Europe Ltd. United Kingdom +44 1273 930 304

RemoteLock Japan HQ Kozo Keikaku Engineering Incorporated 4-5-3 Chuo, Nakano-Ku, Tokyo 164-0011, Japan +81 3 5342 1026

https://www.remotelock.com/home-builders

https://shop.remotelock.com/collections/all-locks

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INTRODUCTION TO THE ULTIMATE GUIDE TO Capturing and ... · system gives marketing teams and sales agents visibility into a home buyer’s level of interest. Knowing which model home