3 Common Lead Generation Myths

Services for Real Estate Pros with Contactually


Imagine you’re a young professional who just landed a new job and are searching for an apartment in the DC area. What’s your first step? If you guessed searching for “DC apartments” on Google…you were right! Now you, as the real estate professional, are picturing your webpage at the top of both the organic and paid search results. Voilà, instant prospects! Well, not so fast. While visibility is one step closer to your desired sales conversions, there are many more pieces to the puzzle than simply good search results. Below, I will debunk some popular myths about real estate lead generation.


1.  It’s nearly impossible to get to the top of the search engine results.

As previously mentioned, it certainly is not easy, but it definitely is not impossible. If you take the time to care for your website and provide your visitors with exactly what they are seeking, you will get good results. Detailed client personas are a great way to do this. Depending on the size of your business, identify several target clients who would be using your services. Don’t be afraid to have fun with this. Find a picture to represent them and give them a name. Where are they from? Do they have pets? Are they tech savvy? How did they hear about your company? Provide as much information as you can about your target clients, then build your website to cater to their needs.


Remember, it takes time and effort to get to the top of search results, so don’t get discouraged!


2.  Visitors are most interested in who you are.

Wrong. Well, yes, they do care, but not right away. Real estate prospects who come to your website from a search engine generally want to see what they searched for. If they like what they see, then they will check out your profile. Include your personal information and qualifications in the about me section of your page, but don’t clog up your homepage with it. Including a picture of yourself is important and will help your visitors feel more welcome and connected to you and your webpage.


3.  Lead generation trumps lead management.

I find that this is a very common misbelief among not just real estate agents, but many business owners who lack experience with online marketing. You might have 5000 leads, but if only 100 convert, that’s only a 0.02% conversion rate, and this is not enough to support your business. The amount of traffic is not nearly as important as the quality of traffic. One thousand highly targeted leads are way more beneficial than 10,000 low quality leads that will never convert. You need to provide the right product to the right person, at the right time.


More importantly, real estate agents need to figure out an effective lead management system. Remember, buying a house is not an easy process. It takes a lot of time and research to make a final decision. If you have a customer who is interested but in no hurry to buy, don’t throw them on the backburner. Make sure to follow up. Your potential customers will be more than happy to hear from you several months down the road.


There you have it, all the secrets to success! (If only) Remember, there are many pieces to the puzzle of mastering your leads. If there are two things I want you take away from this, they are:


1) Why would anyone want to visit, and more importantly, remain on my website? Create personas and develop your website to cater to them. This will guarantee your visitors will like what they see and increase the chance of conversion.


2) Manage your leads well and you will see results.            

Don’t use automatic response emails to follow up with leads. Your customers will really appreciate a personal email from you and this will develop stronger relationships. Demonstrate patience and interest and follow up with the needs of each customer.



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Staying in touch with those who matter has never been easier than with Contactually.

Comments (27)

Roger D. Mucci
Shaken...with a Twist 216.633.2092 - Euclid, OH
Lets shake things up at your home today!

There is so much to be learned here and so many wonderful people to learn things from Tony.  You'll enjoy ActiveRain.  Comment on as many posts as you can, subscribe to those that you find interesting and you'll be well on your way to success on ActiveRain.  If there is anything I can do to help, don't hesitate to let me know.  Check out some other groups too................BananaTude is great, as is Whacked and Bartender, Make it A Double.  Don't let the names of the groups scare you off, lots of interesting professional people post to all three.

Aug 17, 2012 01:42 AM
Tony Cappaert
Contactually - Washington, DC

Hi Pete, thanks for the comment. That's definitely a good point to remember and can end up saving you a lot of time.


Thank you Jeanne and Ralph, glad you enjoyed it!

Aug 17, 2012 01:44 AM
Tony Cappaert
Contactually - Washington, DC

Thank you Joni! I really appreciate it.


Same to you Roger, I'll definitely check out those groups you mentioned.

Aug 17, 2012 01:52 AM
Kathy Streib
Room Service Home Staging - Delray Beach, FL
Home Stager - Palm Beach County,FL -561-914-6224

Tony- came here thanks to Roger. A big welcome to ActiveRain!  I like the idea of "imagining" who you want to target when you design your website.  I think by doing so you're not all across the board as you begin to develope your web site.  

I look forward to seeing you around the "Rain."

Aug 17, 2012 01:57 AM
Tony Cappaert
Contactually - Washington, DC

Thanks, Kathy! Personas are definitely important and are really easy to do. Start with just one or two and you'll find yourself wanting to create more! And yep, see you around the "Rain."

Aug 17, 2012 02:24 AM
Beth Atalay
Cam Realty and Property Management - Clermont, FL
Cam Realty of Clermont FL

Tony- I also came here in result of Roger's re-blog. Welcome to AR. Great post!

Aug 17, 2012 06:19 AM
Bryan Robertson
Los Altos, CA

I don't generate that many leads but those few I do are usually much higher quality because I offer useful information right away.  After we get them engaged, we make personal contact and that results in a higher affinity and retention than many agents. 

Aug 17, 2012 07:33 AM
Debbie Reynolds, C21 Platinum Properties
Platinum Properties- (931)771-9070 - Clarksville, TN
The Dedicated Clarksville TN Realtor-(931)320-6730

Tony, Valuable information here and you are so on top of it. I wish you well in the Rain.

Aug 17, 2012 11:20 AM
Florida Tolbert Team Keller Williams Advantage
Keller Williams Advantage III Realty in Lake Nona - Orlando, FL
Keller Williams Land Luxury Division Specialist

And you should definitely check out the group Sensei and Grasshoppers. You apparently are BOTH! 

Aug 17, 2012 12:21 PM
Gayle Rich-Boxman Fishhawk Lake Real Estate
John L Scott Market Center - Birkenfeld, OR
"Your Local Expert!" 503-755-2905

Tony~I came over from Roger's re-blog and this is  well-written for sure. All pertinent, and useful to reiterate if nothing else!

(I would throw a picture in is my only critique).

Welcome to AR!!!

Aug 17, 2012 01:45 PM
Tom Arstingstall, General Contractor, Dry Rot, Water Damage Sacramento, El Dorado County - (916) 765-5366
Dry Rot and Water Damage www.tromlerconstruction.com Mobile - 916-765-5366 - Placerville, CA
General Contractor, Dry Rot and Water Damage

Well done Tony, you bring up some very important points for all of us to remember.\


Aug 17, 2012 05:37 PM
James Dray
Fathom Realty - Bentonville, AR
Exceptional Agents, Outstanding Results

Morning Tony for a newbie a well written article.  Welcome to the ActiveRain family I have subscribed to your postings so I'm looking forward to many more articles.

Aug 17, 2012 08:05 PM
Sheila Anderson
Referral Group Incorporated - East Brunswick, NJ
The Real Estate Whisperer Who Listens 732-715-1133

Good morning Tony. I read Roger's re blog and wanted to say well done and welcome. I agree with Gayle....get a picture up too.

Aug 17, 2012 09:43 PM
Ginny Gorman
RI Real Estate Services ~ 401-529-7849~ RI Waterfront Real Estate - North Kingstown, RI
Homes for Sale in Southern RI and beyond

Tony, as you are new to AR it is a pleasure to read posts well written and informative on SEO...welcome to the gang!

Aug 18, 2012 02:07 AM
Carie Shapiro
North Shore Suburbs & Chicago Real Estate - Evanston, IL

Hi Tony,

I didn't come over from Roger's reblog :)

Stopping by from your comment on my post.  As you said, blogging does get easier the more you do it however, it doesn't look like you need any more practice :)  You're doing great!  And, you've already seen the wonderful support you get here on AR.  Congratulations and keep blogging!

Aug 18, 2012 06:15 AM
Nan Jester
Exit Real Estate Gallery Jacksonville Beach, FL - Jacksonville Beach, FL
Realtor, Exit Real Estate Gallery

Good suggestions. Thanks.

Aug 18, 2012 07:37 AM
Liz Wallace
Century 21 Sherlock Homes - Rockville Centre, NY
Broker C21 Sherlock Homes, Rockville Centre, LI, N

I'm here to say welcome and yes I came from Roger, well not in the Biblical sense.

Aug 19, 2012 03:28 AM
Cathy Criado
Criado Realty - San Antonio, TX
Making Real Estate Profitable

Tony, all good points. A few additional tips:

1. You may not achieve #1 in your google search by your company or personal name, but it is certainly achieveable to achieve it by way of SEO and long tails. It all goes back to the basics, farming. Don't just throw darts, know where your target is and keep aiming at that bullseye.

2. You are dead on here. No glamor shots, just give them what they want - information to buy or sell.

3. Conversion rates are criticial, especailly when you consider the amount of time and money it takes to create a lead.

Good information, by way of Roger Mucci!  Just stopped by his page this morning.

Aug 19, 2012 10:19 PM
Tony Cappaert
Contactually - Washington, DC

Bryan Robertson - Quality over quantity! That's one of the reasons why we started Contactually, in an attempt to help people keep leads from slipping through the cracks and to find great leads among contacts that you already have. I'd hate to spam-- If you'd like to discuss that a bit more, I'd love to chat!


Gayle Rich-Boxman - Noted! Thanks for the tip. I'll make sure to add one next time.


Thank you for the warm welcome and tips, everyone!

Aug 20, 2012 01:06 AM
Charles Stallions
Charles Stallions Real Estate Services - Pensacola, FL
800-309-3414 - Pensacola, Pace or Gulf Breeze, Fl.

Great post and words of wisdom, not just another borng post. Thanks for sharing

Oct 18, 2012 09:54 PM