Lauren Loy’s Post

Real talk....If you are still not on a CRM and cannot justify the investment for one, this is for you. Question: If Sales gets 3 leads on a Monday and let’s say they leave everyone voicemails (unable to reach the prospect), what ensures they remember by Friday to call back the people they didn’t reach? Most teams assume follow-up is happening — but the data shows it takes an average of 6 touchpoints to get a response. Without automated workflows, you simply cannot guarantee consistent follow-up, and this is where leads fall through the cracks. The same thing applies post-appointment. If Sales meets with 3 people on a Saturday, how are they remembering who to check in with, who talked to a lender, and who stalled out? Manual processes might work, but they also create blind spots. As a former OSC and Onsite Sales Rep, it is a lot to keep up with manually and things slip through the cracks without a CRM. Here’s the bottom line: even one missed lead can cost you $95–$125 or more, based on current average Marketing cost-per-lead benchmarks for residential builders. That’s real money. And one sale — assuming standard margins on a $400K home — could be $35K–$40K in true net profit. Are you treating each lead like its worth the $100 you invested to get them to sign up? The investment in a CRM pays for itself — solely from avoiding the revenue you’re otherwise losing. When builders are seeing a lead-to-sale lift of 25% from using a CRM, the question shifts from “Can we afford a CRM?” to “How much revenue are we losing by not having it?” Whether it is with ECI Software Solutions Lasso CRM or not, I am here to help. 2026 is quickly approaching and I would love to help set you up for a strong start to the New Year!