Leads Scoring Model - Now isnt this a much hyped word in the Real-Estate Leads Industry.With Lead Point coming out with their own Lead Scoring Models for Loan Modification Leads and the already existing models of Salesforce and ACT management systems.

So do you think we would actually see some sort of benefit if we use the scoring models.Well the answer is the obvious NO.You wont see any increase in leads conversions by just implementing a lead scoring software or a demand management software.You need to understand and analyse your prospects buyer behavior and buyer touch points before you go ahead and define the attributes.

You should also remember that the scores to assign to different variables or attributes should be given in relative to the other attributes.It doesnt really matter if you start scoring from 100 or 1000 ,but what matter the relative scoring you are doing.For example lets suppose you are defining points for your loan mod leads -

• If you define the relative score of attribute Household Income as 45/100 ,you should subsequently assign a score of 60/100 for current mortgage balance for the relative importance.
• Also remember that sometime it may so happen that - you would need a of bucket of attribute and define a addition of scores of all attributes in the bucket to match it with other relative attributes in your model.
• You should also consider that some attributes may have type of negative scoring.

Also remember that no lead scoring model is perfect ,you need to keep on fine tuning it every week or every month as per the conversions you are getting