Converting Leads

Converting Internet Referrals Into Clients

Compared to newspaper ads, Homes Magazines and yard signs, which make the phones ring right away, the Internet appeals to buyers or sellers who may be months from buying or selling. Most Realtors do not understand this, so many agents dismiss Internet leads as not-so-valuable leads!
Wow - What a waste!!

An unbelievable 78% of California buyers say they found their real estate agent online! Internet buyers and sellers start gathering information much, much earlier than traditional buyers and sellers. The average Internet buyer takes six months or more to buy; sellers take less time, but get online much earlier than most to research neighborhood homes prices.

How do you convert them into clients? The same old rule applies - follow up, follow up, follow up. But following up is much easier than it used to be with terrific software applications, which do most of the work for you - programs like Top Producer. Some successful Realtors use automated newsletters to keep in touch. Database or contact management programs really keep agents on track. At Referral2Agent we use Contact Plus Personal, a database which is extremely easy to use, easy to customize for the real estate business and only costs $99.95. A link to their site is located at the bottom of the page.

The MOST effective way of contacting Internet referral leads is NOT email. Just because your Internet leads give their email address, it's not always the best way to contact. We've found that calling the referral on the phone is the most effective way of establishing a relationship with them. Here are some steps:

	If they have given you a work number, calling them at work WORKS BEST! You may have a very serious contact if they have given you a work call-back number.
	Second best is a call to their home and don't just leave a message. Follow through until you reach them at home.
	Even though their initial request may have come in through email, this should be your third step. But e-mail can be POWERFUL! If there is no work number, email and let them know you'll be calling at home, sending photos of homes, etc.
	Just don't let email be your one and only method of contact. Email can be easy to ignore or forget about, so try calling first. You may be surprised at your results.

Treat email-only referral leads like voice mail. Respond as quickly as possible! Many Internet users just give you a taste, just to see if you respond. Most Realtors won't bother with leads with only partial information, like a missing phone number. If you are the only agent out of five or so to answer their email, YOU are the one who will establish the relationship with them.

It's extremely low cost to hang onto Internet leads! Consider the cost of traditional advertising to generate business with the cost of Internet leads. No cost comparison, really. Traditional advertising has eaten into all of our budgets. And Internet advertising costs very little in comparison.

REALTORSŽ - More leads = more $$$$. Get leads now!