"Qualified" Leads At Your Fingertips

By
Real Estate Agent with Keller Williams Fort Myers & The Islands

I get so many calls from this company or that service wanting to help me leverage technology that will absolutely change the way I run my business. The majority of these calls are unskilled telemarketers "banging the phones" and are so obviously reading a bad script off a screen in a boiler room somewhere that I cut the conversation to an abrupt end.

The market we are currently in is such that money can be tougher to come up with for our business and now more than ever I strongly advise all Realtors to do their homework before signing up for any type of lead service. Just today I overheard a telephone conversation a fellow agent was having with one such telemarketer over the $600 she had charged to her credit card for "qualified" leads. As is turns out the leads were more or less a page from an outdated phonebook. The information was advertised as "qualified" but when the agent called the "lead" the phone number was disconnected. This was not a one time occurrence. The Realtor said the other leads she attempted to contact were on the do not call list and were not happy to hear from her.

I am the first one to tell you technology has changed the face of real estate. When my dad started selling real estate, Jimmy Carter was President, listing sheets were hand delivered, contracts were typed on a typewriter and combination lock boxes were considered cutting edge.

Superkeys, virtual tours, websites, and entire television networks devoted to real estate have allowed us to let our clients tour a home without ever leaving theirs. Websites have helped us find clients thousands of miles away and Superkeys help us keep our listings more secure.

But with all this technology, I wonder if some agents are beginning to see real estate as a face to computer screen business based on pay per click ads rather than a business that is face to face? Not to say for one minute that deals aren't  being done with the click of a mouse. I am just asking, are we relying on the computer and forgetting the "sales" in real estate sales?

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Rainmaker
325,871
Esko Kiuru
Bethesda, MD

Kim,

I've heard about those lead generators in the mortgage business, too. Rip-offs. Your end of the business is more face-to-face, but we do quite a bit of business electronically. It has shifted in that direction.

May 18, 2007 01:40 PM #1
Rainer
17,489
Kimberly Lang
Keller Williams Fort Myers & The Islands - Fort Myers, FL

I know a Mortgage Banker with Homebanc.  The business he has, he got from building relationships with Realtors.  A systematic approach to building trust with Realtors and guaranteeing customer satisfaction or your money back has helped him built a good base.

I used to own an Allstate Agency in the Midwest and more than 35% of my sales we off Internet leads. This is the only experience I have had with Internet leads that amounted to anything, and even with those leads, I had to go through an awful lot of bad ones to find good companies. Once I found them, I held on tight!

May 18, 2007 01:52 PM #2
Rainer
29,279
Don Horn, ABR, CRS, GRI, CNE
Keller Williams Realty - Goodyear, AZ

I just can't see the value they bring to the table. I was a housevalues expert until I got some experience. They kept me busy, keeping busy, but not productive.

 

May 18, 2007 02:48 PM #3
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Rainer
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Kimberly Lang

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