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Standing on the Empire State Building Throwing Off 100.00 Bills

Empire State Building A couple of interesting things happened recently that I wanted to share with you. I have blogged many times on my lead generation site, Search Ann Arbor Houses.

It is a pay per click campaign that I run for my TEAM, and we generate a ton of leads. Yea, some are bad, some are Mickey Mouse, blah, blah, blah, but most….yes I said most are honest buyers looking to purchase a home in the Ann Arbor Area, now or in the future.

One of THE most important things we do is Pick up the phone and call the people that register on our site. Yes, I said register. That means name, phone number and email. I know some of you give access to the listings away free and that is your choice. We don't, if they don't want to register, they can go somewhere else. After all, all the data is available on R dot com, zillow, Trulia and everywhere else.

We want to be their Realtors.

A few weeks ago, my daughter a Buyer Agent on my team picked up the phone and called one of the leads. Make the call

“Hi, this is Christa, I wanted to thank you for using our site and was wondering if there was anyway I could help you?”

Lead, “Thank you so much for calling me, I have been getting lots of emails from Realtors but you are the FIRST one to call me”.

Gee folks, you get a lead… make the call.

They went out, found a condo, wrote an offer, accepted, and the contractors inspection passed with flying colors today. What if she had NOT called, but emailed?

We would be one of many Realtors in Ann Arbor that have search sites who email potential buyers instead of calling.

I have said it many times, leads from web sites are like floor calls before the internet. It is up to you a real human, who knows the market and needs buyers to connect with the person and personalize their experience. They have needs, desires, goals and dreams, listen to them, let them know you can help solve their problem.

They are closing is on March 31^st.

Are you calling?

Are you connecting?

Not calling is like money flying out of your hands. Not following up your leads in like standing on the Empire State building and letting the wind blow thousand dollar bills into the air.

More to follow, on following up and converting leads.

Posted by Missy Caulk-Ann Arbor- Realtor(R)- Ann Arbor Real Estate on 03/15/2008 05:42 PM

Comments (30)

following up leads, buyers

30 Comments on Standing on the Empire State Building Throwing Off 100.00 Bills

MAR

2008

SSSssssshhhhhhh.

Missy, I'll stand at the bottom and collect all those bills that the other agents are dropping off.

I may need a very big net.

Missy, No matter what you are selling, people want real people to talk to, to build at least a bit of trust. I agree that the Internet is today's "floor" call. Sure you can email a thousands of people all at once or email a reply because you are too " " to make the call. If you want to make a living, control and grow your business, make that call. Great Post. AJ

Missy... I agree with Lenn's comment... just as in blogging. In all honesty, why would I want to tell everyone...lol I am semi greedy and I want to make lots of money. When I get contact e-mails, I always reply back with an e-mail and then follow up with an e-mail. But good point... I don't get it, but if you snooze you lose... right?

Missy, You are absolutely right. Personal phone call is a key to success. Your daughter sounds quite professional and I'm sure she is delightful, like you!

I agree I try to call all the leads and they are usually very appreciative of the contact.

You are dead-on Missy. When I've called people, they said "Wow, you're quick, and you're the first person to call us back!"

You are so very right Missy a little personal attention makes all the difference.

Lenn, OPPS....

Brian, yes we do, go catch um.

AJ. why thank you.

Jeff, I share all I know because truth be told most will not do it. LOL

Jan, she is the best. Such a high conversion rate.

Terry, yes they are appreciate. We get VERY few rude people.

Debra, good for you, keep it up.

Chris, yes it does, and a phone call gets them on target. You decide, they decide if it is a good fit.

Missy,

You have struck a chord here...more than 85% of all home searches 'start' on the internet...but when making 'big ticket' purchases like a home, buyers want to deal with a 'live person'...this is the beginning of the 'real estate is local' phenomenon!!! It's hard to hold a person's hand on the internet or through e-mail!!! Thanks, Fran

Great point Missy regarding - leads from web sites are like floor calls before the internet -

You are exactly right - I'd take a direct referral anyday over an internet lead. On the other hand I like to make sure that I spread my leads around.

PS. I hope the referral I sent to you works out. Thanks for finding me in your "junk" mail!!

Tracy Santrock in Cary, NC

Missy, I agree with you. there are times I don't feel like calling but I do really pick up clients when i call right away on those leads. Actually the clients I will be working with on Monday are from a lead on my website I called right away.

Missy, question for you -- do you require just an email, just a phone number, or both to register for your site?

Missy, you are right on the mark! Your post should be required reading for ALL agents.

MAR

2008

Missy,

I prefer the email, so I have mostly stuck to email if the client emailed me, but for now on, if a phone number is provided, I will call and email. Thanks for this post.

Please tell Christa she is doing all the right things. (Although I'm sure you've already told her that!) If someone left a correct phone number I am taking that as an invitation to help them.

Funny you should post this. I got a lead through my website and gave her a call. She taken aback that one I called her and two how fast I called. I was the only agent who called. Pick up the phone guys that's all it takes.

Thanks Missy - In the beginning I always sent an e-mail almost immediately but wasn't getting many results so I thought I had better start calling - duh. My personal prefernce is to avoid calls until I am ready so I assume others feel the same. I don't always get phone numbers but, when I do, I definitely agree about calling. I appreciate the post to totally confirm that my way of thinking is not getting me the results I want.

Missy - Terrific reminders for many, you have to reach out via the phone. As much as I love all the new technology making the call and talking to the person as soon as possible is more effective, somethings you just can't convey very well through an email.

Missy, I am going to agree with you as well. I too have had many people tell me as of late that it should be no-registration to get the info, but I just don't agree.

Just closed on one that was a follow up for 5 months and then they finally bought something with us because we were the only one who called.

Fran, they sure do want to know we are knowledgable and real. Those that connect first usually get the goods.

Tracy, thanks for referring me. I did some research yesterday, but the tax links site was down, so I don't know their square footage. But, it will be back up on Monday. Let's keep our fingers crossed.

Lizette, thanks for supporting the message and good for you. Good luck finding them a house.

Marlene, I require all three, name, email, phone number.

David, thanks. Glad it helps.

Fran, your conversion rate will go up, you will see.

Kris, yes I do too and it is fun to meet them.

Jeannette, AWESOME !! It works doesn't it, all you need to do is connect.

Cathy, if they give a phone number...call and call right away. Before someone else does.

Jennifer, you got it, your voice and finding out their needs comes through better on the phone.

Steve, why give the data free, if you are really looking for clients. The data is everywhere, go someplace else. I only wanted people willing to raise their hands.

Neal, THANK YOU!! You proved my point.

Hi, Missy - Great Story and you are absoultely correct! It is so easy to be TOO attached to technology and not create the personal touch. Those that can and do make the calls, and convert, are enjoying great success. I've been away from AR for a handful of days ... quite the empty feeling not being able to get on here each and every day!

Derek, I had a hard time logging on yesterday until late afternoon, for some reason it wouldn't load. High Tech, Personal Touch is the key.

Missy--Great headline and reminder! Sometimes it is easier to hit the email button than to call but obviously calling is the way to connect to the client. If they leave a phone number, I will make a phone call!

Missy

You are the cooolest; I could never fiqure why someone would just hand something for nothing, when all you had to do is get them to geive you there name.

Lead generation at it's best.

Sincerely

Tom Braatz

Missy, call me retro, but my phone is my friend! Smart daughter you have there.

Excellent advice, Missy. This is something I need to become more proactive about as I don't always call all of the people who register on my site for listing searches.

I will do so from now on, thanks to you.

(-:

Missy- You made a few good points....one is that it doesn't matter what others are doing, you do what works for you. The second one I liked was your comment on the internet being like floortime....that is a clever way to say it. And please tell your daughter Congratulations on converting that lead to an escrow :)