How is your Internet program working?

Real Estate Broker/Owner with Mitch Ribak - The Real Estate Success Network

Internet Marketing, Social Media, Lead Capture, Lead Conversion and so on.  We keep hearing every day that these are the tools of the future.  Do you get calls almost every day from someone telling you they are the next best thing to generate sales?  You simply pay them money and the sales roll in.  I get over 5 calls a week from someone trying to sell me something about how I'm missing the boat on the Internet.  Obviously they didn't do their homework as we are doing great with our Internet program and generated 329 sales in 2010 through the Internet with 14 Agents.

So why aren't you getting more sales from the Internet?  It's obvious to everyone that the future of our world, not just Real Estate, is the Internet.  Well I have to tell you, it's not in the future, it's the now.  If you aren't generating business from the Internet, you are missing the boat. Over the past few years I have been traveling around the country teaching Realtors and Brokers how we are able to year in and year out generate consistent sales.  It's not rocket science, but my guess is you are not doing as well as you would like and these are a few of the reasons why:

Systems - Most of the Agents and Brokers I teach through The Real Estate Success Network are missing the most important aspect of Lead Conversion.  They don't have any systems.  I don't care what type of business you run, you need to have solid duplicatable systems in place to succeed to the top level.  Systems are not hard to follow but you have to be persistent as it takes a few months to really get the ball rolling.  Just follow steps 1-5 and the sales will happen! 

Patience - Internet Leads take time to buy. In my experience, leads take over 6 months (actual number in 2010 was 233 days) to buy a home.  Most Realtors don't have the patience to wait 6 months.  They tell the customer, "call me when you are ready".  That may have worked in the days before the Internet, but these days you are leaving a lot on the table.

Phone Call Follow up - I have heard so many different experts on lead conversion saying things that just don't make sense.  For instance, a few of the products out there are trying to tell you that you shouldn't and don't have to make calls to your leads.  In fact you shouldn't even ask for their phone number.  I got an email from a guy using one of these systems and he got a good lead in the first month.  This was one lead that said they were interested in buying a home for $1.8 million.  He has no phone number and no way to create loyalty.  Yes, you don't have to call your leads and you will get sales.  Of course you will!  The question is though, how many sales are you leaving on the table?  

Let's look at a scenario.  You get a lead who is buying a home in a year.  You call him or her once (if you call at all).  You tell the person that you will gladly send them updates and for them to call you when they find something interesting.  You are always there to help.  So after this great call you never call these people again. These people are still going to go on more websites and register on many of them.  Now we are 11 months into the 12 month buying process of this buyer and they register on another site.  The Realtor calls.  The Realtor (sometimes) asks if they are working with a Realtor.  The lead/customer says "I've been getting listings from some guy (or girl) but I'm not working with them.  The other Realtor says "Great, when would you like to go and look at properties".  You just lost a customer for life!

So how is your Internet program going?  If you are not where you want to be, then it's time to make some changes.  You all know someone who is selling a lot of homes on the Internet.  It takes great systems, lots of patience and great follow up skills.  The better you follow up, the more homes you sell.  It's that simple! If you have questions about how you can increase your Internet program, please feel free to contact me.  I'm always glad to help!

Comments (4)

Joan Valverde
HomeSmart - Colorado Springs, CO
GRI,CDPE,CNE,MRP,SRES Colo Sprgs, Blk Forest, Monu

Mitch, okay this sounds very interesting to me.  You are very correct th#1 Lead generator is the Internet now a days.  I will be looking more into what you have to offer.  Thanks for the post.

Feb 14, 2011 03:08 PM
John Saari
Worcester, MA
"The Mortgage Buddy"

Great post. The more efficiently we can use technology and the more we can embrace it the more revenue we can generate.

Feb 14, 2011 03:50 PM
Patrick White
Home Driven Realty, Inc - Baldwin, NY
Driven to bring New Yorkers home

Good evening Mitch

Thanks for the post and information. Have a great day.

Feb 14, 2011 03:52 PM
Samantha Nichols
ERA Belsito and Associates - Plymouth, MA
Massachusetts Real Estate Specialist

Good afternoon Mitch!

Mar 02, 2011 06:31 AM