I've been working internet leads for over 7 Years.  I can remember starting with HomeGain when sitting in front of computer was about all it took to talk to a live body. Who can forget Advance Access?  Their templates are still the same!  Whatever works for you, I guess. 

A few months back there was a particular agent that came out and said that the "back to basics" message was dead.  The "List to Last" mantra was tired.  The Millionaire Real Estate Agent Model, Leads, Listings and Leverage... old hat.   I wonder what that agent is doing now?  Probably doing well ... as a speaker or trainer but I doubt they are selling much real estate.

Let me get back to the topic.  Doing internet leads for 7 years gives me a certain degree of comfort on the subject.  See you get to talk to eager clients and help them find a home.  This is really an awesome concept.  Most of the internet buyers I have helped (well over 100) I've had great experiences walking them through the process.

Unfortunately, there's this little thing called conversion ration.  See, I had to call and TALK TO about 25 folks for that to pan out into a closing.  My numbers may be bad, I'm really a better rambler than I am a salesperson.  In any case, out of 100 leads, I might talk to 25 with one closing.  Those are loose numbers.   What about the closings, on average the internet buyer is 8 months out.  

I love these, because my nature is to nurture, but in the industry, these type of leads, while pure gold is called C or D leads (8 to 12 months, will by sometime leads).

I know, I hooked you with the goofy title, but here's the punchline.  Internet leads are GRAVY!  You can generate a ton of interenet leads for free you just need one thing!  LISTINGS!   Funny how that works.  What are buyers looking for on the internet.... one guess ... LISTINGS.  Do you think they care about how many followers you have on Twitter? So are you better off working C and D leads or are you better working the leads that call or email off of specific listings?  My stats say the latter.

Oh, and the Biscuit is the Listing!  If you price it right, you get one sale.  In this market I can generate 5 qualified buyers. If I want internet leads, I just need to market the listings... Funny how that works.

I now have over 30 short sale listings and more buyers than I can handle vs the previous 7 years with 1 to 5 listings and having to call 100 people a day.

I've been doing this so long, in my opinion the wrong way.  I can't believe all this time I've been working the gravy when THERE WAS A BISCUIT UNDER THERE THE WHOLE TIME!