Real Estate Agent with Benchmark Realty TN 288457

I see and respond to posts from people who ask if these lead generation companies are worth while and worth the expense. Well for my fellow Active Rain readers in a word no! I have for over a decade been in the insurance and real estate business and can tell you that in today's Internet market you are your best lead generation tool out there. These companies serve a purpose they churn the waters and to peak people's curiosity but that is about all. When you look at the statistics you would be better off going to a neighborhood (listing leads) or an apartment complex (buyer leads) and handing out a brochure about yourself , a magnet with your business card on it and a 10% off coupon from a store down the street than purchasing 20 buyer leads at $15 to $50 a piece. Work on your web site, heaven knows mine is like a highway construction project, the work never ends and it always costs more than the price I was quoted but it does drive people to me!

Remember the time proven rule in all sales fields

Make 30 attemtps to get 3 appointments for 1 sale. It works, I had to be force fed this when I was a young man starting out in sales. I fought it, I discredited it and I even refused to do it for a long time, finally one day out of desperation to feed my family I started to make 30 contacts (lead generation) to set 3 appointments to achive 1 sale= client. Work your web site, your data base and your referrals for your 30 contacts the rest is a scientific anomoly, it just works out to 30:3:1

To close let me state that you doing the Lead Generation is the key to your long term success!

When these guys call you to buy their product what were you?

Answer: A Lead

Spend your marketing dollars on promoting yourself to capture the true buyers and sellers in your market!




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Springfield, MA


I had posted about a month ago about lead companies and the scams the pull because of such crap. Please feel free to read it and maybe it will give you information needed.

Jun 22, 2007 01:24 AM #1
Silvia Dukes PA, Broker Associate, CRS, CIPS, SRES
Tropic Shores Realty - Ich spreche Deutsch! - Spring Hill, FL
Florida Waterfront and Country Club Living

Hi Paul, I get these calls too and when I ask them how they found me, they say through the Internet. My reply then is, well, if you found me, my customers will, too!  And you are so right, it's all in the numbers!

Jun 22, 2007 01:24 AM #2
Tim Courtney
Remerica Hometown - Plymouth, MI
Great post, I totally agree with you.  All of these lead generating companies are just "middlemen," they believe they own the leads and "WE" keep paying for these leads.  If everyone(the real estate community) would just say enough is enough and stop paying for leads, these companies would go out of business and our leads would be our leads again.  I vowed a long time ago not to accept any leads other than referrals from other agents, which I will gladly pay for.  Thanks 
Jun 22, 2007 01:36 AM #3
New Jersey Real Estate James Boyer Morris, Essex & Union County NJ Realtor
RE/MAX Properties Unlimited, Real Estate - Morristown, NJ
Spread the word, spread the word, stay away from lead generators, it is a waist of money, if you want leads you have to go get them yourself.  These companies have no special way of getting these leads other than when they don't have enough, they have some of their own people fill out the contact forms for you, are any of them ever going to buy or sell a house though you??
Jun 22, 2007 01:42 AM #4
Monica Simonsen
CalTex Lending - Rowlett, TX
Great post!  I found a site that looked ok but held back on buying into leads to do more research.  My friend decided to try them and invested in leads that pretty much flopped.  I'm glad I held off.
Jun 22, 2007 01:58 AM #5
Dan Adams
Real Living Innovations - Bellmore, NY
Real Estate Expert Advisor

I have been working with Justlisted.com for quite a while... I only keep good leads with phone numbers and my assistant send everything else back.  Not sure if this is the norm, but out of 20 leads a month from that service, I convert about 25% so about 4-5 buyers sign a contract with me.  Then almost 80% buy a house.  So I close about 2 deals a month from that service... 

I have tried them all, this one seems to work well... the others stink.  Homegain, housevalues anything seller related usually is a waste of money.

The best practice is branding yourself, second is consistant lead generation. 

Paul, thanks for your post!

Jun 22, 2007 02:12 AM #6
Joshua Jarvis
Virtual Properties - Atlanta Real Estate - Duluth, GA
Moving Families Forward.
Know who you are dealing with if you are going to use the internet lead providers.  They can make you money (and miserable).  With an effective system you can capitalize on them, but be forewarned, not every lead generator is the same.
Jun 22, 2007 02:12 AM #7
Denise Nelson
I've been an independent marketing consultant who specializes in internet leads for Real Estate Agents for three years.  Internet Generation companies get a bad rap and in some cases its for good reason.  However, the internet is rapidly changing the real estate industry and therefore it has become simply a fantastic if not necessary marketing strategy every Agent should be implementing.  In fact, if you're not, you're missing almost 50% of the buyers currently out there.  The problem is how many Real Estate Agents have the time to (1) obtain the knowledge to get a site built and maintained (2) learn the most effecticve advertising methods to get the buyers to their site, (3) regularly maintain their site and (4) maintain advertising and costs associated with it.  You can't simply have an electronic business card on the internet and expect to get leads; it's a process and it requires ongoing maintainance and attention.  Did you know that 70% of businesses that get into PPC marketing fail in the first week?  Yep, one week.  Okay, another solution is that you can get someone to build your site for you, but at what cost and then what about the cost of maintenance?  It's overwhelming!!  Why not find someone else to capture those internet buyers for you?  I do it and I do it for a fraction of the costs associated with maintaining a website.  I do what I do best...prospecting; freeing up my client's time to allow them to do what they do best....close the deal.  Don't be too quick to disregard outsourcing your prospecting, just do your homework, ask questions and be selective with whom you partner.
Jun 25, 2007 04:55 AM #8
Keller Williams Select Realtors-Buy a home in Washington DC. Sell a home in Washington DC - Bowie, MD
I don't make promises.I deliver results.SOLD HOMES
Real Estate Lead Generation sucks. www.realestate.com is not good at all - STAY AWAY FROM THEM. That's all I have to say.
Jun 25, 2007 09:07 AM #9
Jackie Moye
Bob Parks Realty - Franklin, TN
These people call my sales model office and tell us things like they were looking to buy a new house today in your community. I alsways tell them if they found us on the IUnternet or in a trade publication why would I pay him? The bottom line is, agents need to stop buying these leads they are useless
Jul 02, 2007 11:26 PM #10
Scott Montgomery
Im guilty- I signed up for one cause I had a sexy phone salewomen talk softly to me (ha!) about their benefits...ALL LIES!    I canceled the next day!!!
Jul 03, 2007 01:22 AM #11
Paul Moye
Benchmark Realty - Franklin, TN
Broker, GRI, SRES
Scott I think she just called me. Thank heavens I am not a morning man!
Jul 03, 2007 01:27 AM #12
Paul Moye
Benchmark Realty - Franklin, TN
Broker, GRI, SRES

Like clockwork here come the e-mails and unsolicited phone calls... They can make me huge $$$$ if I just send them $349 plus a $149 set up fee!!!

Agents KW or not KW stop buying these leads, they are not exclusive, read the fine print exclusive to your zip code...even in a city like Nashville there are dozens of zip codes in a 5 mile radius so think about it...How many times could they sell that lead????

Jul 27, 2007 12:48 AM #13
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