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Web Leads are Great, But How Do You Get Them to Become Clients?
In our recent article about capturing web leads, we talked about the lengthening of the time that prospects are using for research. The Internet allows them to start much earlier, take longer, and remain anonymous a great deal of the time. They love it, but it presents challenges for the real estate website. In that lead capture article, you read about how to covert a suspect to a prospect, getting that email address.Getting the prospects’ contact information is like getting a base hit. You’re on first, but it isn’t a score (commission) until you make it to home plate safely.  Much like that baseball analogy, getting from first base to home can take a while, many times 6 to 12 months in real estate.  You may be trying to steal the next base.  Or you may get to the next base due to a walk or a base hit by a teammate.  It’s a process, and never a certain score.The key is to NEVER minimize the importance of these leads.  Just because they aren’t planning on a transaction for some months into the future, they WILL result in a commission for someone. And, once your website is generating leads, your pipeline ... more

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