Internet Lead Conversion...simply stated is a SYSTEM.
As important as LOCATION, LOCATION, LOCATION is to real estate;
Internet Lead Conversion is to a SYSTEM.
Here is what I do....
Having a web site is foremost---more on web sites later in the blog. After a prospect makes it to my web site, they register to receive information. Stop right there...this is the way I do it. There are many strategies for capturing buyer information:
- up-front registration--someone comes to my web site they have to give me minimal information...at least a name and email
- open range--they can come and go as much as they want on a web site
- a combination of both---they can look but after 3,4,5,6 visits they have to register to get more information
Here is where a system comes in. As soon as they register the SYSTEM emails me. I use an iPhone. So sitting at my desk or mobile on the road, I at least email them back with a personal email. Not a canned auto-responder. READ THE TESTMONIAL BELOW FROM A HAPPY CLOSED BUYER...
"Dana won our trust by listening to our needs and
responding in pro-active positive multimedia responses. He was not afraid
to pick up the phone and call us to ensure we had the answers we needed and
gage the full meaning behind the questions ... instead of just responding
with canned emails."
When I respond to the lead, it is "not when I return to the office" it is immediately and if they provide a phone number, I call them WITH IN 90 seconds. At dinner, the movies, my sons soccer game. My iPhone is next to my bed and if I am not asleep I will call them. Now, some say that is too much, fine do it your way and what works for you. Zig Ziglar says don't do it exactly the way I do it, but take the idea and add to it and personalize it to match your personality.
After I get their buying criteria, I go to my MLS and search what they are looking for and email it to them immediately. My MLS allows me to put them on a drip campaign, For those who don't know what this is...the buyer criteria in put in the MLS SYSTEM and every time a new listing matching their buying criteria is added to the MLS system, the buyer is emailed the listing.
Then I Google the buyers name. I research everything I can find out about them. I socialize on LinkedIN, Facebook, You Tube, Plaxo, My Space. I search these web sites and if I find them there I ask them to connect with me. For Outlook uses, there is a free program called Xobni(Inbox spelled in reverse). When the buyer emails me, Xobni "captures" information for me right in my Outlook mail inbox.
Then I go to my web site "back office" and set them up on another drip campaign, which can be used to be more personable. I use Xcellerate. Below is a link to Mason, who can help you with this one.
Now back to web sites. Your web sites primary purpose is to capture leads that become appointments. Buyers don't care if you have a web site or if you spend thousands of dollars for it. They just want to look at all the homes for sale and do research where they want to live. Besides searching for listings and ability to save the searches and save these searches; buyers want information on communities, schools, taxes. and you web site must have these capabilities or they will go elsewhere.
Sellers just want to know the value of THEIRhome. For sellers you must have a CMA request form.
The Internet is world wide, but real estate is LOCAL. So your web site address HAS to be on everything you use for marketing----yard signs, business cards, emails, flyer's, letterhead...any and ALL advertising. Research shows that buyers and sellers captured from your web site begin their search sometimes 18 MONTHS before they intend to buy or sell. Here is a research stat: 700 visitors to your web site(where you captured their contact information) will lead to 20 buyers and 20 sellers....and from that 700 you will get one seller and one buyer appointment.
SO you have to kiss a lot of frogs to get to that ONE
If you want to know which website company that does all this for me just email me:
dana@devineshowcasehomes.com
or
mention my name DANA and Mason will give you a discount
Include this paragraph at the end of your post: "For other methods of converting internet leads, be sure to check out giftofshift.com/activerain where you can purchase a limited edition hardcover of Gary Keller's book SHIFT, which comes with a free version of the eBook Soci@l: Attract Friends, Followers and Connections to Your Business, written by Ben Kinney and Jay Papasan (in which Ben shares his 'ten days of pain' lead conversion method) as well as free audio versions of Millionaire Real Estate Agent and Millionaire Real Estate Investor all for $19.99."
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