Lead Conversion Specialist

Job title: Database Conversion Manager/Lead Conversion Specialist

Type of employment: Full-time (Remote)

Budget: $8/hr - $12/hr

Shift Schedule: 8:00 AM to 5:00 PM PST

The Database Conversion Manager/Lead Conversion Specialist is responsible for supporting revenue growth by maintaining database accuracy, monitoring lead engagement, and ensuring timely follow-up across all lead pipelines.

This role focuses on identifying engagement signals, supporting nurture workflows, and keeping CRM data clean and actionable so Sales and ISA teams can focus on conversion. The Lead Conversion Specialist plays a critical role in reducing lead leakage, improving operational efficiency, and supporting data-driven decision-making.

About the Employer:

The company operates under a franchise model in Newport Beach. The business is heavily invested in marketing and has a lean internal structure, supported by virtual assistants across various functions. The organization is currently undergoing operational realignment and seeks to improve efficiency, accountability, and revenue performance. The internal team includes both office-based and remote professionals.

Company core values:

• Make it happen
• Be resourceful and responsible
• Succeed with others
• Create an impact
• Be better than yesterday

Objectives of this role:

• Drive revenue growth by maximizing opportunities within the lead database and ensuring high engagement and conversion rates.
• Implement efficient systems and processes to improve lead management, response times, and sales team performance.
• Provide data-driven insights to leadership on lead source profitability, marketing spend, and overall performance.
• Manage CRM processes and provide sales support to drive revenue-impacting initiatives, ensuring efficient operations and long-term business success.

Responsibilities:

Database & CRM Management

• Maintain accurate, complete, and standardized CRM records
• Enforce lead status definitions, pipeline movement, and tagging standards
• Identify and resolve duplicate, stale, or misrouted leads
• Ensure required data fields, timelines, and activity logs are consistently completed
• Manage saved searches and views to support operational workflows and compliance

Lead Engagement & Conversion Support

• Monitor lead activity, aging, and engagement across buyer, seller, and nurture pipelines
• Identify engagement indicators such as email opens, clicks, and re-engagement activity
• Flag engaged leads for prioritized outreach by Sales or ISA teams
• Ensure leads are not left idle without a documented next step
• Support efficient and targeted outreach efforts

Nurture & Pipeline Support

• Assist with the execution and maintenance of lead nurture workflows
• Ensure nurture processes align with lead status, assignment, and transaction stage
• Support documentation and consistency of nurture rules, including handling of closed
• transactions and agent-assigned clients
• Help maintain accuracy and efficiency of long-term nurture processes

Sales & Operations Support

• Monitor follow-up activity and response-time expectations
• Identify stalled leads and missed follow-ups for escalation
• Provide visibility into ownership and next actions for leads
• Support Operations and leadership with database-related insights

Reporting & Process Support

• Track basic engagement and conversion indicators
• Provide clear, factual updates on pipeline health and database status
• Support CRM and workflow improvements related to lead conversion
• Assist in maintaining MLS compliance through proper account usage

Required skills and qualifications (Must-Have):

• Experience in real estate operations, CRM support, transaction coordination, or lead
• management
• Proficiency working within a CRM system
• Strong attention to detail and data accuracy
• Ability to follow documented processes and standards
• Strong organizational and time-management skills

Preferred skills and qualifications (Nice-to-Have):

• Experience supporting ISAs or sales teams
• Familiarity with email nurture campaigns and lead engagement tracking
• Understanding of MLS workflows and compliance requirements
• Experience in a fast-paced, metrics-driven environment

What Success Looks Like:

• Weekly reports with lead sources and activity tracking.
• Ability to provide actionable suggestions based on data.
• Stepping in when necessary to complete or assign nurture opportunities.