Fello 30DC: 3 Ways to Turn Data Signals Into Real Strategies with Fello

On day 14 of the Fello 30 Day Challenge, we focused on turning data into strategy without getting lost in the weeds.

The day’s Tactical Session with Patrick Higgins (Principal Agent, Nashville Home Guru Team) and Charlie Giang (Founder, Bricks & Bytes) gave both agents a chance to share their individual approaches to make sense out of the signals they found in Fello.

Here are 3 helpful takeaways that you can use to build better results for your team with Fello today.

Takeaway #1: Great Databases Take Time to Build and Clean

Patrick put it all in perspective when discussing the expectations teams should have when using Fello to repair and maintain their customer databases:

“It takes work to get a really, really clean database. It takes time. It's not something you just pop in the oven and pull out in 10 minutes; it takes months and probably years to really develop an excellent database.”

Charlie provided a different perspective, as someone relatively new to the world of real estate. He uses Fello to help him build his database as intentionally and carefully as possible, laying groundwork for his future team to work from.

Whether you’re restoring an older-but-neglected database or building one from scratch from cold calls, it will serve as the foundation of all your future data signals.

Takeaway #2: Use Your Own Knowledge to Find New Segments

With your database cleaned up and ready to roll, the next step is using Fello to filter potential leads based on segments that are worth tracking. And the more personalized knowledge you can use to form those segments, the more opportunities you might find.

Patrick also works as an SEO writer creating content marketing related to his real estate market, which gives him a lot of local insight into specific data trends and market habits. He built custom dashboards in Fello segmented by location and price point — East Nashville homeowners see local market updates, higher-value properties trigger luxury messaging — so each contact gets content that actually matches their situation.

Once he has confirmation that they’re interested enough to read about topics that are relevant to people looking to buy or sell, he can move forward with outreach based entirely on the insight he gained through Fello.

Combining your unique knowledge of your local market with creative use of Fello filters can open new paths forward for your team.

Takeaway #3: Know When You Have Enough Data to Act

The final takeaway both experts shared was about knowing when your signals are as good as they’re going to be, and making the choice to act on them and reach out to a prospect. Patrick spoke to identifying the rhythm of his signals:

“Sometimes when I see somebody who makes a first submission, depending upon who that person is and the kind of home they're in and what their situation is…sometimes I will pick up the phone and I'll call first, or I'll text first, or I'll email. If they’re in one of my marketing areas and I know they're receiving some of my communication, that's when I'm more likely to pick up the phone and connect with that person voice-to-voice. All these signals add up over time, and now I'm having a real conversation with that person." But Patrick was clear: none of that happens if you don't pick up the phone.

Charlie agreed that the best signals are about getting you to that position of talking with a prospect directly, but he uses data to inform his approach and give him useful conversation points for when he makes contact:

“By using the data that you’ve segmented in your database, you can do a sort of quick social audit of a prospect. You find their LinkedIn profile, you know what web pages they like, if they have a YouTube channel, and you look for something you can relate to. It helps you build a rapport with them going forward.”

Follow the Signals to Success with Fello

Have Patrick and Charlie’s thoughts put you into a data-driven state of mind? You can catch the remaining sessions and grab their matching playbooks to build a better opportunity system for you and your team.