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55 Comments on How do ActiveRainers Turn Leads Into Solds?
Everything I've read and heard says there are 2 ways to handle web site registration. Don't give them any information until they register. This will give you a lot of leads, but few good ones.
The other way is to give them lots of information before you make them register. This will give you few leads, but they will be better more serious ones.
Internet buyers start long before they may ever buy a home, so you need to be patient. Let them search the IDX without hassling them too much.
We send 1 welcome email, then 24 hours later a 2nd email, and if they do NOT reply, we don't push them.
I use Home Buyer's Marketing (through my lender.) It's called Home Buyer's Scouting Report on the consumer side.
I touch them once a week via email (as does my lender) with market tidbits and helpful real estate information. I analyze 6 different areas in the program every three days. Since most of my leads are referred out I demand reporting back for the following: leads making appointments, leads writing contracts and leads in escrow. I then graph the trends (in percentage) in case I have a "weak link in the chain" with someone reporting back to me on what is happening with a lead.
When you use that program right and know the areas to spot a "hot" buyer, it just does the work for you!
Here is my homemade trend graph:
You can't capture them all as some are not serious yet, just poking around to see whats out there. Like most, I respond with an email and a call if they leave their number. If they are looking in a cerrtain area, I set them up for emails of the latest listings that match. They receive these until they ask me to stop or we start looking for homes. Good comments for you.
I do my best to not use canned responses and try to handle everyone with high touch customer service. I do want them to register but I do get my share of "Bugs Bunny" registrations.
I have tried emailing people who have registered to use my home IDX solution however have never had any success doing that. I have found that the best internet contacts are those that have sent me a detailed email after visiting my website and have already pretty much decided to do business with me as my website has a tremendous amount of information and they already seem to know me. Ron had a great post and it is true that cold internet contacts are purely a numbers game.
I think Fernando has some good points. Contact them via phone, be gracious and let then know you are there if they need you. Ask if they mind if you set them up on email notifications.
Fernando has the great analogy of a department store. I'm that exact buyer. Walk up to me:
"Can I help you?" "No, just looking, thank you". But, boy oh boy if there's an awesome outfit at a great price, but not in my size - you don't think I'll grab that person who offered to help me in the first place - and ask her to help me?
I've had a few buyers who will "lurk" on my website. I do send an email saying hi, and if they have any questions about listings, let me know. If they saved a search and are automatically getting notifications from my website, I leave it at that - but make note of what they are looking for. If something outstanding comes up in their search parameters, I'll send an individual email with link to the listing, in case they missed it.
My last escrow was with a buyer who was a lurker for about a year. Never heard from him until he went to look at a listing and got lost - then he called me for help. We ended up getting another home - but I "helped" him - so he felt it was only right to call me when they were ready to buy.
Another one who will be moving here soon said they've been looking on my website so long, they'd feel guilty if they didn't use me to buy their home.
But, then there's the others who just use the resources - and buy from whoever is there at the right time.
This is one of those AR informative posts that everyone benefits by. Great job! And featured in the Rookie Group
This is a question that I suspect too many of us are asking and really don't have an answer to. Those who did offer suggestions, they are great, but I don't believe that there is a cookie-cutter approach to this. I think I'll park awhile to see what else comes of this discussion.
I agree with Lorenna above. I've yet to see/or get anythin direct from AR.....I'm still waiting thought and remaining optimistic....80% of my business comes from my website.
Patricia Aulson/Portsmouth nh
I offer access to the MLS, which seems to be what a majority want and then touch them on a schedule depending upon their timeframe.
My first feature and some spam! I really need to play the lottery ; )
Sorry in my delay in replying to everyone's comments, I'm a little overwhelmed by the response. I hope you'll forgive me for not thanking you all individually. I'm typing this and trying to catch my two year old at the same time. Not an easy task!
Thank you all so much for your replies. I have found them all extremely useful and I know others have as well!
Also, contact them and offer yourself out there ....."whenever you have a question just contact me, I'd love to be of service."
Patricia Aulson
I reply ASAP with the listings that they requested and include a resume, set them up on a drip and then touch them monthly with real estate reports.
As some say, it's all in the timing of their cycle. Some are just thinking about making a move, others are ready. It's hard to know which bucket they're in.
The biggest thing that agents do not do when they contact these leads is explain that they can help the lead by any house , not just one of their listings or a listing seen on their website. People go online to search and look at houses because it is their dream to own their own home. I disagree with the person who said they are not serious , I think they are very serious but they just might not know how to make their dream a reality. I think a frank statement of "I am a real estate agent and have specialized knowledge of homes in this area and can help you find what you are looking for , whether you have seen it listed here or not " will generate a good response. At the very least it generates good will since you are offering your expertise and help. Do not assume that the customers understand the role of a real estate agent and what they do.
I loved Ron's post - it truly is a numbers game. So far, none of my internet leads have become active clients and I was starting to get disappointed. But after reading Ron's post and seeing that it can be 1-2 YEARS before they actively do something, I know what to plan for. In other words, I was thinking of removing the leads who haven't visited my website in the last 30 days and taking them off the daily listing email. But now I'm going to keep them on, knowing how long it can take for some of them to take action.
Thanks for this great thread!!
-Tim
If your leads are on autopilot -meaning they get newsletters regularly or listing updates regularly - then there's no real work involved in keeping someone on your list until they ask to be taken off.
I like to work with horse properties and so like to advertise on a large horse website and have gotten quite a few clients in the past - who have looked at my ad THEN gone to my website and contacted me.
One of my testimonials is from a client that I didn't meet for almost 2 years. They didn't want to "bother" me when they were just casually shopping neighborhoods - so they'd send an email once in awhile, ask a question once in awhile - and then boom - their house sells and they're ready buyers of the ASAP variety.
Anna Boyd - Re/Max Gold
El Dorado, Placer, Sacramento
Ph: 916-813-3534
Lic. # 01043604
anna@annaboyd.com
Hi, Great post. I reply as soon as possible to internet leads, but have not had much luck with them.. I guess it just takes time. I think the drip e-mails seem to work well.
www.charlottelakewyliehomes.com
I think drip email or auto email should obviously do all the work for you. It should be just so easy and after just a keep in touch call or monthly call