Wow! It's hard to imagine that just over 10 years ago real estate leads from the Internet probably sounded like science fiction. Even just about 5 years ago data suggested that Internet shoppers was only around 30%. Now in 2007 this number is approaching 90% or may have even surpassed that.
Still many agents believe Internet leads are mostly junk leads. Top agents have spent large amounts of money to capture this new type of business only to get frustrated on the small benefits they have obtained from it.
Well it seems that these leads are indeed good leads but need to be handled different from traditional leads such as sign calls, floor time leads, and referrals. The way Internet leads seem to differ is that they are just farther out from buying or selling. Instead of maybe 4-6 weeks away they could be 6 months away and as long as you keep your name in front of them when they get closer to buying or selling you should be able to capture this lead. It has been shown that these Internet customers are normally better educated, have higher incomes and view fewer homes when they do start to get out there. Therefore, when you do capture them they buy more expensive homes, have better credit for approval, and less time is spent with them.
The main point in staying in constant contact!!
If you can get their number and call them first and follow up with emails or snail mail and a very occasional call (maybe once a month). Don't be pushy and smother them. Send short personal friendly emails. Offer them something of value (i.e. valuable facts, tips, etc). Offer services and don't be cocky with how great of an agent you are and how many millions of dollars you sold last year. Most clients will select the agent they feel most comfortable and connect with.
Since you have been in touch and the fact that about 75% of buyers and sellers select the first agent they meet with, you are a shoe-in.
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