What's the Ideal Lead Capture Technique?

By
Real Estate Technology with IDX, LLC.

Many people theorize about the ideal lead capture settings, but few seem to know what works best for the majority of Agents using a particular IDX or lead capture tool. So we brought out our thinking caps, and Excel spreadsheets, to bring you some numbers.

Where to start? IDX Broker is the IDX search tool we know (and built), so we'll kick off this discussion with the options available via anonymous datasets for these lead capture settings:

  • Request/Force registration on search Forms.
  • Request/Force registration on search results pages.
  • Request/Force registration on listing details pages.
  • Request/Force registration on listing details pages after x listing views.
  • Request/Force registration on photo gallery pages.
While these settings provide a lot of control over the functionality of your front-end IDX pages, they don't provide you with the information you need to know where to start..Should I start with force on Search forms? Or request on Results pages? You can poll fellow Agents, but how large of a sample size is that?

Let's look instead at aggregate results. If we review the average number of leads produced by anonymous accounts that force or request registration on details pages after n listing views, we see some interesting results:

Force or Request registration

Contrary to the popular theory that forcing registration after 4 listing details pages is ideal, it appears that 2 or 8 may be the most attractive option for those who wish to FORCE registration. Allowing only 1 listing view may be the ideal for Agents who choose to REQUEST registration. You could even use both - request on the first listing, then force registration on the 2nd or 8th listing view.

This broad correlation between lead capture settings and the average number of leads (over the last 30 days) doesn't end there. Other numbers surprised us (& may surprise you). As you can see from the chart below, this corellation suggests that most Agents should consider requesting user signup on photo gallery pages:

Close or open on photo gallery pages

The chart above doesn't take into account the various combination of settings that may result in the optimal lead count, nor does it consider the "quality" of the contact information being provided. Regardless, for many, this will provide a good foundation for testing those theories.
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Re-Blogged 3 times:

Re-Blogged By Re-Blogged At
  1. Tony and Suzanne Marriott, Associate Brokers 11/01/2010 12:27 PM
  2. Torgie Madison 04/06/2011 05:11 AM
  3. Torgie Madison 04/06/2011 05:26 AM
  4. Praful Thakkar 12/15/2016 01:11 PM
Topic:
Real Estate Sales and Marketing
Groups:
Rainmaking - Internet Marketing Strategies
Internet Lead Generation-How Best To Capture Your Audience
Technology
Real Estate Technology
ActiveRain IDX
Tags:
idx
integrated idx
custom idx
idx tools
idxmls solutions

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Rainer
66,692
IDX Broker
IDX, LLC. - Eugene, OR
IDX, LLC.

Thanks for the all the great comments!

Corinne, good to hear that you're going to experiment with that photo gallery registration. Let us know if you have any questions about that feature.

Welcome Scott!

Tamara, yes, please do call the toll free number at 800-421-9668 and somebody on our Support team should be available to walk you through any questions.

Bradley, We have a demo of the control panel available. If you call our 800 number we can connect you with that.

Lori, We do have some video walk-throughs of IDX Broker. A general walk-through and some "deep-dive" videos. We often have clients who simply calls us once they've logged in, and we follow along as they navigate, explaining the various IDX options as they navigate (and we navigate the same tabs). If you call 800-421-9668, we will assign somebody to walk through this tab with you.

Gabe, Yes, you can definitely request and then force. For instance, you can request registration on the results page, then again on the details page after 1 listing view. Then force registration on the details page after the 8th view. This is possible because in details page registration preferences, the force/request options function independantly.

Thanks again for all the great feedback! Also, note that for those of you who are current IDX Broker clients, we offer a monthly training newsletter that contains tips, a video link or two, and advice on how to get the most from the system. If you have an Agent account, you may sign up here. Office accounts may sign up here. We usually send these out mid-month.

Nov 02, 2010 04:53 AM #21
Rainmaker
490,543
Lorraine or Loretta Kratz
Crescent Moon Realty, Inc. & Land N Sea Auctions. - San Marcos, CA
Certified Negotiation Consultants

I have had mixed results, as several of the other AR comments reflect. Your data has me thinking.

Nov 02, 2010 05:21 AM #22
Rainer
35,673
Frederic Guitton
HomeBridge Financial Services - Orlando, FL

good information to drill into. How many web shoppers was this based on? I think forced invitation is a mistake as it will drive some traffic away. You show 40 lead register after seeing one listing but how many viewers is that from? Thank you for sharing more about the data. I would be interested to connect too...

Nov 22, 2010 04:26 PM #23
Rainer
66,692
IDX Broker
IDX, LLC. - Eugene, OR
IDX, LLC.

Frederic, these stats are based on hundreds of thousands of visitors to IDX Broker websites, if not more. Forced registration works well in some areas, not so much in others. Success with forced registration may depend on the number of local alternatives available to the visitor. If they feel that they can get the same quality MLS/IDX data for free, they are going to be more likely to search out those "free search" sites - unless of course they are 30 pages into your website...

Corinne, Great to hear that the gallery request change is working for you! It can't hurt to test results (request) registration in Dec, maybe a few days or a week at a time. Just be careful not to time it too close to holidays. A drop in registrations during that time may be due to holidays and not any changes you've made to your registration preferences.

Nov 30, 2010 05:38 AM #25
Rainer
17,653
Byron Robinson
Realty Dream Makers - Houston, TX

I use IDXBroker and I force registration after viewing some many results pages. It seems to work fine and i get x number of registrations per month. It also helps if your site is ranking well or not.

Dec 03, 2010 06:12 PM #26
Rainmaker
4,798,170
Gabe Sanders
Real Estate of Florida specializing in Martin County Residential Homes, Condos and Land Sales - Stuart, FL
Stuart Florida Real Estate
Connie, what new terminology are you using in the registration request?
Dec 12, 2010 01:07 AM #28
Rainer
80,823
Brandon DeVere
Force Realty - Las Vegas, NV

This is very helpful. I know that I have a constant battle over which works best. Thanks for the info!

Dec 29, 2010 09:19 AM #29
Rainmaker
290,704
Dave Jones
Dave Jones Realty, llc. - Prospect, CT
Broker/Owner - e-PRO Dave Jones Realty llc Prospec

Is there somewhere to watch videos on setup and use of IDX Broker?  i have been on for a few months and can not figure it out at all.

Jan 17, 2011 11:55 AM #30
Rainer
66,692
IDX Broker
IDX, LLC. - Eugene, OR
IDX, LLC.

Hi Dave, you will find some tutorials here. We will be adding more content to that page in the coming months. Also, from your IDX Dashboard you may signup for the IDX Broker monthly training newsletter. Or just let us know here if you want to opt-in and we will do that for you. 

Jan 17, 2011 12:26 PM #31
Rainmaker
1,173,578
Jane Peters
Home Jane Realty - Los Angeles, CA
Los Angeles real estate concierge services

I am with Lori.  Not sure I understand the best way to implement the registration.

Feb 01, 2011 04:32 PM #32
Rainmaker
679,489
William James Walton Sr.
WEICHERT, REALTORS® - Briotti Group - Waterbury, CT
Greater Waterbury Real Estate

These are interesting stats. If I understand you correctly, once I finish creating my photo gallery pages for each of my communities, I should have a request registration on that page...

Feb 23, 2011 12:07 PM #34
Rainer
15,390
Damian Henry
Galtlinedesign - Yorba Linda, CA

Call to actions work great just know when to ask for the information. Any feature or piece of information that you provide can be a cal to action. Get creative and test various versions. In the end you will find out if you keep the call to actions to a minimum you will have better results. Keep it simple !

Mar 08, 2011 05:52 AM #35
Rainer
109,177
Donna Malone
Waterfront, Luxury, Family, Affordable, Cottage, Deals - Bridgewater, NS
Homes and Property for Sale Nova Scotia

What are IDX services?

Mar 23, 2011 06:25 AM #36
Rainmaker
4,798,170
Gabe Sanders
Real Estate of Florida specializing in Martin County Residential Homes, Condos and Land Sales - Stuart, FL
Stuart Florida Real Estate

IDX = Internet Data Exhange, where an agent can have an MLS feed of differing complexities on their web site, allowing consumers a chance to search for active properties. 

Mar 23, 2011 06:37 AM #37
Rainer
66,692
IDX Broker
IDX, LLC. - Eugene, OR
IDX, LLC.

Donna - Gabe's description is both concise and accurate. Here's an FAQ about IDX if you have more questions about IDX technology. 

Mar 24, 2011 09:45 AM #38
Rainer
162,019
Greg Riley
Prudential AllStar Realtors - Rio Rancho, NM
e-PRO,RECS, Rio Rancho Real Estate

I have mine set for 8 detail reviews before registration

Jun 26, 2011 01:22 PM #39
Rainmaker
1,149,233
Christopher Lotte
Red 1 Realty - Lithopolis, OH
Central Ohio Realtor, 614-390-9243

This is some great information!.. I just set up an Omaha Real Estate website for a client and I have been tweaking different combinations of force registration, request registration and no registration... in the past I have done force registration on the search (but that is before using IDXBroker and having an IDX with such great options)... The combination I am using now is request every 3 times on the details page and then on the 10th it changes over to a force registration... so far we have received 2 leads this morning since making those changes... so hopefully that is the magic combination in our market..

One question I had, does the request/force registration effect the search engines indexing the pages?..

Aug 14, 2011 04:24 AM #40
Rainer
66,692
IDX Broker
IDX, LLC. - Eugene, OR
IDX, LLC.

Christopher - Glad you are having success with that force/request registration combo! The best lead registration settings will certainly depend on your customers and your market area. Taking the time to experiment with the settings to figure out what works best for you is definitely a good idea! We do not have any evidence to suggest that our request/force registration options prevent search engines from accessing and indexing IDX Broker pages. We have many clients that are getting indexed while making use of the lead registration options.

Aug 22, 2011 04:01 AM #41
Rainer
69,042
Gloria Matthews
Principal Property Brokers - Vancouver, WA
MAKING CLARK COUNTY HOME

Great Info!  thanks!  

Jan 28, 2012 04:15 AM #42
Rainmaker
1,734,655
Sam Miller
RE/MAX Stars Realty - Howard, OH
Knox County Ohio Real Estate Specialist

IDX Broker

I just came across your IDX Broker blog and am reading up on some of your services.  I first learned of your company through Rob Levy and he has very kind things to say about your service and products.

Nov 19, 2014 12:12 PM #44
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