Opportunity Knocks with Every New Lead

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Opportunity Knocks with Every New Lead

Before the days of the internet driving many of today’s real estate searches, a phone call was a normal and expected means of communication.  My, oh my, how times have changed.  Nowadays, consumers have jumped online and found comfort in the cloak of online anonymity that the internet has to offer.  And what does that mean?   It means email has taken the reins of communication and replaced the older methods of reaching out, and nowadays, a phone call can seem more like a novelty.  So how do you entice online consumers to remove their cozy, warm cloak of anonymity? 

Well, here are some of my thoughts…Houe Hunt

First, be serviceable.  Internet consumers are on the hunt for information, so provide just that.  According to NAR, 65% of buyers use the first agent they contact to assist with their purchase (and they spend about 1 day interviewing), so using a hard-sell approach in your initial contact could hurt your chances.  Offer your services and give them information they are looking for – Be their Google!  Don’t give them a reason to go back to their search engine the next day. 

Second, be quick to respond.  I hate waiting, and I bet I’m not alone there.   In a NAR survey, 94% of buyers indicated responsiveness as “very important”, second only to honesty & integrity. The longer your leads have to wait to hear back from you, the more likely they are to continue their search elsewhere.  We all like instant gratification, and online leads are no exception.

Phine with EmailLastly, match their intensity.  If a lead didn’t leave a phone number, then email them.  If they did, then text or call them, and ask how they prefer to communicate.  This not only establishes their comfort level, but also demonstrates your consideration of them and their preferences.  Much like myself, there are lots of people out there who are simply not “phone people”, so getting them on the phone could be challenging, no matter how good you are. 

Online consumers face a myriad of challenges, and among them are finding a reliable and trustworthy agent.  Don’t look at leads without a phone number as a bad thing, but more as an opportunity to prove yourself and gain their trust, and then you can get the digits.  What do you think?  How do you approach new leads?



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Comments (4)

Mike Cooper, Broker VA,WV, MD
Cornerstone Business Group Inc - Winchester, VA
Your Neighborhood Real Estate Sales Pro

Good advice, Jenn.  I've noticed that a higher number of my clients are going to texts rather than calls or even email.  I don't mind at all.  Whatever gets them engaged is good with me.

Mar 07, 2013 06:43 AM
Jenn Tervo
Trulia - Bellevue, WA

Mike - Thanks!  I love that text messaging has made its place in today's communication, and I'm glad it's working for you too!

Mar 07, 2013 06:50 AM
Leslie Hampton
Keller Williams Realty Boise - Eagle, ID
Realtor, Boise and Eagle Idaho Homes

Jenn- I've been watching Power Hour webinars today on the Market Leader site. I was watching  "Maximize Your Online Presence" when you mentioned my old friend ActiveRain. I'm back on now-thanks to you.

Your blog post above is an excellent reminder about handling leads. I especially like "Offer your services and give them information they are looking for – Be their Google!Don’t give them a reason to go back to their search engine the next day". Thank you!

Apr 07, 2013 11:52 AM
Jenn Tervo
Trulia - Bellevue, WA

Leslie, that is wonderful!!  I'm glad to hear you're finding the Power Hours helpful, and that you've come back to ActiveRain.  Have a great week!!

Apr 08, 2013 01:53 AM

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