The Importance of Capturing Leads

By
Services for Real Estate Pros with RealSupport Inc.

Well, you don’t want to hold them hostage, but you’d certainly like to capture them!  When thinking about your website, you may wonder who (if anyone at all) stops by and how effective your website really is.  Wouldn’t it be great to get a list of the visitors that stop by your site, especially those that are truly serious about buying or selling a home? 

Now, we know lead capturing is nothing new, but we wanted to revisit the topic and give you some creative ways to ensure you don’t miss out on a great opportunity.  You may have a fantastic custom website which is very appealing.  Potential clients may click around, view homes for sale, use the area resources page, get information on buying or selling in your area and get a free market report.  They may click over to your real estate blog, read about the things going on in your city and find great real estate related information.  Going back to your website they view all the homes you’ve sold and read your bio.  They’re still considering buying or selling, so they decide not to contact you since they’re just tossing the idea around.  And they’re gone.

They’ve gotten all the information they need from you and know key facts about your business and who you are, but you are left with nothing.  Is your website effective?  Is it being utilized to its fullest potential?  Nope.

So, here’s the deal.  Not everything on your website can be “free.”  If you want to capture the leads that visit your site, you need to do an exchange.  People understand that it’s a basic point of business to give something in order to get something and the same rule applies to your website.  This can make clients nervous as they feel that potential clients will “catch on” that you’re trying to get their information and simply won’t come back. 

The best way to go about it is to be up front.  Wherever you decide to put the lead capture on your site, let them know why you want their information.  Something as simple as, “Sign up to receive a free market report!  We’ll also send you a monthly update of the current market to keep you posted on what’s happening in the City Real Estate Market!”  This lets them know that you do want to send them other useful information and how often they can expect to get an email.  They’ll appreciate knowing up front what they’re getting into which will also help build trust in who you are as an agent.

You want to be sure what you’re offering them is attractive!  They want to know it’s’ worth taking the time to input their email and receive future emails from you.  Here are a few creative irresistible ideas on what you can offer - whether real estate related or not!

Free Market Report
Top 10 Things to Do in Your City
Free Home Search
Coupon for a Free Cup of Coffee (This will generate even more interaction and is a nice way to say ‘thank you’ for stopping by!)
Free Guide for First Time Home Buyers

The list goes on and on!  Capturing leads that come to your website is crucial as it can turn visitors into clients.  If you have questions about incorporating effective lead captures onto your website; let us know.  As a team of real estate virtual assistants, we’d love to help you turn more visitors into clients!  If you have a lead capture system that is effective, feel free to share your success stories!

 

Allie Coyle
Marketing and Copywriting Coordinator

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Topic:
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Location:
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Groups:
Real Estate Virtual Assistants Group
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Tags:
lead generation
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Rainmaker
239,223
Vickie Slade
Colorado Landmark, Realtors - Boulder, CO
Service You Can Trust ~ Someone You Can Depend On

I agree, lead capture is vitally important.  So is lead follow-up.  So many people drop the ball when it comes to prompt follow up.

Nov 10, 2010 04:03 AM #1
Rainer
44,550
Kelly (Byrnes) Waugh
Fairway Independent Mortgage Corp - Cornelius, NC
CMPS, CMC

I have been trying to find a way for someone to want to sign up.  I love the free cup of coffee idea!  Maybe I can be the one to have the coffee with them :-)  Keep the great ideas coming!

Nov 10, 2010 05:00 AM #2
Rainmaker
310,875
RealSupport, Inc.
RealSupport Inc. - Schaumburg, IL
- Virtual Real Estate Marketing

Kelly, we thought the coffee idea would be a fun one too! Taking them out for coffee is even better!  Thanks for taking the time to read our posts- it's always great to hear agent's responses!

Vickie- You're abosutely right!  You do want to capture the leads, but what you do with their information afterwards is where these leads will turn into clients.  Thanks for the comment!

Nov 10, 2010 05:55 AM #3
Rainmaker
105,857
Happy Grasshopper
Happy Grasshopper - Tampa, FL

I love these ideas.  Once you capture the leads make sure that you have a long term strategy for following up - this is when most people fail.  You contact them a few times and often it doesn't work out right away - make sure you are databasing and keeping these leads fresh - you will be amazed how many people will need something in 18months or send you a referral if you have a good follow up strategy.

Nov 12, 2010 01:31 AM #4
Rainmaker
310,875
RealSupport, Inc.
RealSupport Inc. - Schaumburg, IL
- Virtual Real Estate Marketing

Hi Celeste- That's very true!  It's so important to put that lead into a database where you can contact them on at least a monthly basis.  We've put together drip email campaigns for clients and they've found the same thing- they'll get their business or their referrals down the road, so it definitely pays off!  Thanks for stopping by our blog and for sharing!

Nov 17, 2010 08:21 AM #5
Rainmaker
559,979
Ken's Home Team LLC. | 360.609.0226 | Portland, OR & Vancouver, WA Real Estate Team
Ken's Home Team LLC. - Vancouver, WA
- SOLD IS OUR FAVORITE 4 LETTER WORD -

What a great Post, Thank you for this..  I will be working on these suggestions, thank you!

Nov 19, 2010 12:26 AM #6
Rainmaker
310,875
RealSupport, Inc.
RealSupport Inc. - Schaumburg, IL
- Virtual Real Estate Marketing

Thank you Ken!  Let us know how it goes for you!  We always love to hear back from agents if they start putting the tools into action!  Thanks!

Nov 23, 2010 07:48 AM #7
Rainer
80,823
Brandon DeVere
Force Realty - Las Vegas, NV

Thanks for the post! Those are definitely great ideas, I will be sure to use them in the future.

Dec 28, 2010 07:55 PM #8
Rainmaker
310,875
RealSupport, Inc.
RealSupport Inc. - Schaumburg, IL
- Virtual Real Estate Marketing

Hi Brandon- It's great to hear that you'll be able to put these tips to use!  We wish you the best for the new year!

Dec 29, 2010 06:02 AM #9
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Rainmaker
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RealSupport, Inc.

- Virtual Real Estate Marketing
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