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leads: Who's Entitled to the "Lead" Online-- the 80 or the 20? - 03/26/07 09:48 PM
I ponder things.  I'm a ponderer.  I mull this way and consider that way and-- when I'm in the mood-- I ponder from many angles.  And recently I started pondering about this whole online lead question.  After considerable pondering, I became convinced of two things:  1) online leads are clearly diamonds in the rough and 2) a lot of people have a strange sense of entitlement when it comes to who should get to extract these diamonds.  
For years I've watched [and occasionally participated in] the debate about online leads and the many lead generation companies that provide them to REALTORS®.  Clearly there are folks who have used lead generators and have benefitted from them-- just as there are … (40 comments)

leads: Different Vantages Yield Vastly Different Views -- An Online Marketing Issue - 03/21/07 12:18 PM
A post on RealTalk last night about a change in HomeGain's Agent Evaluator product caught my eye.  As a former Director of Sales for HomeGain, I know a little bit about the company's products and how they work most efficiently.  The RealTalker was essentially calling out how things in the 'lead aggregator world' have changed so drastically that HomeGain is forced to eliminate their 'free' subscription to AE and now charge $29.95 a month for participation with the product.  The implication seemed to be that the push for revenue in a down market extended deep-- and that vantage is probably true, but not … (3 comments)

leads: Using Postcards to Drive Website Traffic and Leads - 03/02/07 06:53 PM
If a website is a billboard in the middle of nowhere-- no one is going to see yours until you move the 'highway' near where your billboard stands.  The best billboards offer the viewer something-- fast-- as they quickly pass by.  Usually you get one good shot to spark their interest-- and POOF! they're gone forever.  But what if you could get these internet travelers to pass your website 'billboard' more than once?  Wouldn't your odds of sparking interest go up-- and with it your odds of engaging them as a lead?
When you market via the web-- whatever vehicle you select (adwords and other SEM, SEO, banners and so forth) you're hoping to find people … (6 comments)

leads: Website Registrations -- Yes or No? - 12/13/06 02:22 PM
I just weighed in elsewhere on this issue but wanted to make an opinion known directly here.  After seeing thousands of websites for Realtors® while at HomeGain, I have a definite point of view on this one. 
If you have something on your site that your visitors truly perceive as being valuable, asking them to register minimally shouldn't be a bad thing.  Ask for a name, an e-mail, and make a phone number optional.  If they give you one, CALL IT and say what you'd normally say to an inquiring prospect!  If they don't give you a viable number, or if you … (10 comments)

 
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