If you take a moment to calculate the total of direct and indirect costs associated with generating a single online real estate lead, you may be surprised at the extent of the resources you're devoting lead generation. Now calculate the percentage of those online leads that actually become sales. If you're not converting close to 10% of generated online real estate leads into profit-making closings, you need to rethink your approach to processing online leads.

Follow these tips to maximize your lead-to-sale conversion rate:

•1.      Immediate response. Respond immediately to online real estate leads. Smart phone technology allows real estate agents to respond to email, Facebook and Twitter queries immediately. Make an effort to respond to queries within 5 minutes. Responsiveness fosters positive client-realtor relationships. If the contact provides a phone number, telephone them. The sooner you begin a personal relationship with potential home buyers and home sellers, the more likely they are to choose you as their agent.

•2.      Be specific. Don't waste the client's time with bland generalities. When prospective home buyers and sellers contact a realtor, they're looking for specific information and they want it now! Respond to online contacts with detailed information about the property they're interested in or the subject they're asking about. Providing links to helpful articles and checklists on your website is a fast way to answer questions and cement your reputation as a knowledgeable expert.

•3.      Don't drop the ball. Be persistent. A single contact will not convert leads into real estate sales. Expert realtors say it takes 7 to 10 contacts to turn an online respondent into a client. For maximum effectiveness, use a combination of different online, phone and mail contacts to keep your name in front of potential clients. For example: tweet a website article link, text a listing link, start a Facebook conversation, email information, mail an open house invitation.

•4.      Get personal. Make use of social media to build personal relationships with clients. Twitter, LinkedIn and Facebook contacts humanize you, encouraging a friendlier relationship.

•5.      Think creatively. Think of ways to make yourself stand out from competing real estate agents. Email a video message or provide tips via Podcast.

 

 
Post is included in group: Dedicated Bloggers
Post is included in group: Lead Capture
Post is included in group: Technology
Post is included in group: Turning Technology into Sales
Post is included in group: Using Social Media For Business

6 Comments on 5 Tips for Turning Online Real Estate Leads into Sales

JUN
16
2010
535,983 Points 71 Featured Posts Outside Blog Attended Rain Camp Called Shot Master

Love the advice!
12:22pm • #1
389,786 Points 33 Featured Posts Outside Blog Called Shot Master

This is very helpful and easy to follow.  Thanks for the tips.  I'd say half the leads from my website are false...made up names, wrong numbers, and malfunctioning emails - is that usual?  However, the real leads are very strong.  I've always wondered what other people's experience level was with phony addresses.
11:03pm • #2
383,660 Points 8 Featured Posts Localism Sponsor Attended Rain Camp Called Shot Master

"Expert realtors say it takes 7 to 10 contacts to turn an online respondent into a client." Interesting.
11:48pm • #3
JUN
17
2010
2 Featured Posts Outside Blog Attended Rain Camp

@ Doug, Thank you.

@ Cara, I work with a lot of agents all over the US and I can assure you, "you are not alone". Every agent gets fake names numbers and addresses. I would contribute that to the fact that consumers want to get information without speaking to a sales person and getting pressured into something they are not ready to do. The key to avoiding these fake names, emails and numbers is to provide friendly, quality information. Make your website a trusted source for real estate news and information.

Also, use things like email verification prior to allowing the user to access your quality information.

I preach "Never provide information without the ability to follow up" that why I love Call Capture products. being able to provide recorded information 24 hours a day so the consumer has access to it when they want and need is huge. also I know that whenever anyone calls my Toll Free information line, I will get their phone number even if they have caller ID blocking, even if they have an unlisted number, alowing me to follow up with a live person not an email client.

For me and my agents that is invaluable.

@ Teral, I think those experts are correct, but for some it may take even longer but that's why the tech gurus gave us conversion tools like Drip email campaigns.
11:36am • #4
AUG
04
2011
330,867 Points Outside Blog
 

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
1:32am • #5
OCT
18
998,887 Points 4 Featured Posts

Wow the same story with any lead Follow up and quickly. Thanks for the age old advice and good luck to you
4:20am • #6


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Jerry Mcclellan

Westlake Village, CA

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Goprosystems

Address: Westlake Village, CA, 91361

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