Internet Leads - Mixing the Perfect Drink           

by Tim Mancuso - Director Global Sales, MyREALTY.com

There is much ado these days about Internet Leads - purchase vs. self-generate vs. PPC, and which are 'good' leads (the Glengarry leads.. ) and which are 'bad' leads..

There is a simple recipe for Internet Lead success - and like a good drink, (I'm thinking lemonade here people) you add more of what you 'like' to get the result you want. Every agent / broker handles this mix differently, just be SURE you don't leave out any of the ingredients:

Ingredients:

1) Great and relevant content: ***(Traffic and Lead Source)***
In Real Estate this means Property Listings, Lots of details and info, and other consumer info (maps, local / neighborhood, loan calc., etc.)

2) Proper 'linking' and 'showing up' on the right sites: ***(Driving the Leads/Traffic from other sources back to you + adding relevance/frequency in search results)***
This can include PPC / Search / SEM. Remember, search is essentially *you* showing up on a *site* too - so being sure that you are 'found' is what this is all about (it's why agents post their property listings to 3rd party property marketing sites like MyREALTY.com - http://www.myrealty.com/ - Craigslist.org, GoogleBase, and others)

3) Capture and Incubation Tools ***(Catch and Keep the Traffic/Leads - or they'll simply 'surf' away)***
A successful site has lead capture and follow-up tools combined with great and relevant (read: real estate) content. This guarantees that you are meeting the criteria of #1 above, and then KEEPS the client with you (capture, incubate, close, follow up) - adding them to your book of business.

Most agents today have a solution from their MLS or their Brokerage that contains enough of these 'tools' to get the job done (#3 above) - if not, there are a myriad of companies and websites out there, inexpensive and functional ones, too. Find an IDX solution that has what you need, is solid in your local MLS market, and is simple to setup and manage.

Remember, any 2 of the above will not work - it takes all 3.

You can purchase Leads as a shortcut to #1 and perhaps handle #2 with it as well - BUT - and this is important - you *must* have #3 in place if you expect to convert ANY of the Leads you purchase into business / transactions.

We've seen some very successful agents / brokers who buy their way through #1 & #2 above - and it works only because they have rock-solid systems to 'land' those leads into - to Capture, Incubate, Convert, and Close ( + follow-up!).

The key issue is that we all like to take the 'shortcut' - and in doing so toss a listing up online or simply link to a property search - and then we grumble about how we 'never get any internet leads/business'.

It's out there, and it's getting simpler every week to achieve success - so go ahead - mix up your own version of the 'Perfect Internet Lead Strategy' - find out what fits your taste and needs, and enjoy a sip of success today.

Cheers!


Tim and the MyREALTY.com Team.