Internet Leads.....Mining For Gold

Real Estate Agent with Karen Parsons-Fiddler, Broker 949-510-2395 BRE# 01494165

Internet Leads.....Mining For Gold



When I find a slow week/weekend coming up. I go gold mining. I head into the data base of Internet leads that I've gathered and see what I can do to drum up some face-to-face activity. "There is gold in them thar hills."

It's common for us to use our laptops and smart phones to research almost everything. We rarely need to leave our couches to shop for clothes, cars and even homes. It's possible that the only thing which still requires personal attention is squeezing the melons at the supermarket, but I imagine we'll give that up at some point also. 

Just because a lead didn't turn out to be an instant connection doesn't mean it's not a real buyer/seller on the other end. The Internet allows people to slowly develop the idea of buying or selling. I do a lot of research and lurking before I jump on a product...and with such a big move as a real estate makes sense that they are hesitant to talk at the first contact.

I keep a spread sheet of contacts and my interaction with them. I find that unless I make an instant connection, the next most common interaction seems to come somewhere between 6-9 emails/phone calls. A number of things have happened by this time:

  • They have been getting daily listing alerts for a while
  • They have seen my face on the alerts
  • They have had numerous emails from me which hopefully have created a comfort level with me
  • The emails have addressed something of relevance to their search and/or activity

The point is to create a familiarity with these leads, while not sounding pushy. My first email will always ask them if they would like to go see homes, certainly I want them to know that I'm here if they are ready to get into a car and see houses. But after that, I vary my emails from informational only, checking in and do you see anything which you'd like to see in person. I don't want them to feel that any response from them will result in a hard push to meet.

Comfort! It's rare that I ever do business with someone that I'm not comfortable with first.

This weekend was turning out to be rather slow. My son is out of town and I don't have any real plans, so I took out my spreadsheet to see who is in my "gold zone" and sent out a few emails. I have already heard back from one lady who might be interested in Saturday morning. I'll call her tomorrow to firm up. 

We have to remember that these leads came to us for a reason. If they continue to come back, then it's more likely they are considering a move and not just a looker. They are waiting for that golden opportunity (ok...have I used the gold metaphors enough now?) and we can be there for them when they are. 


Re-Blogged 3 times:

Re-Blogged By Re-Blogged At
  1. Chris B Johnson REALTOR® 03/08/2014 02:04 AM
  2. Winston Heverly 06/12/2014 10:43 PM
  3. Praful Thakkar 03/30/2016 11:30 PM
Real Estate Sales and Marketing
internet leads
sales tips
developing internet leads

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Gordon Wood
Canyon Ridge Realty LLC - Scottsdale, AZ

Great topic, Leads, Leads and more Leads... the life blood of our business. Thanks for the ideas.


Mar 08, 2014 11:26 PM #52
Laura Andersen
Keller Williams Realty Partners ~ 678.462.1191 - Woodstock, GA
A HomeSOLD Name (678)462-1191 Woodstock, Georgia

We should all follow these guidelines for staying in touch.  When you don't, it's easy for a buyer/seller to have another agent snag a former client. 

Mar 08, 2014 11:42 PM #53
Andrew Mooers | 207.532.6573
Northern Maine Real Estate-Aroostook County Broker

Matchmaking buyers and sellers, fitting their needs. Love this job. But being responsive, providing the service means staying in touch, getting right back to prospects for sure!

Mar 09, 2014 12:49 AM #54
Bill Morrow
Keller Williams of Central PA - Mechanicsburg, PA
Bill Morrow, Associate Broker

Great reminder to clean the cobwebs off the old leads and contacts.  Sometimes the paper on the bottom of the pile is the one with the greatest return.

Mar 09, 2014 12:51 PM #55
Woody Edwards
First Choice Realty, Inc - Chesterfield, VA
A Realtor® Who Answers His Phone!

Persistence, persistence, or two contacts usually don't work!

Mar 09, 2014 01:08 PM #56
Lynn Afton
Greenridge Realty Oakmont - Big Rapids, MI
REALTOR® Near Big Rapids, MI, Mecosta County
Following up is so important to keeping a potential buyer or seller interested. I like your spreadsheet idea.
Mar 10, 2014 01:08 AM #57
Gene Riemenschneider
Home Point Real Estate - Brentwood, CA
Turning Houses into Homes

Good advise.  If you work it long enough you begin to get a response from at least some of them and begin to build trust.

Mar 10, 2014 03:22 AM #58
Marge Draper
Keller Williams Realty Palo Alto - Menlo Park, CA
REALTOR, Keller Williams Realty, Menlo Park CA

Right on, Karen.  You always have the greatest advice!

Mar 10, 2014 03:50 AM #59
Dan Hendrick
Hendrick Painting - San Antonio, TX
San Antonio Texas Area Painting Contractor

Good advice, following up on my leads is something i need to improve on.  In my line of work this can be difficult as i am the project manager and estimator plus i do most of the accounting, i also like to check up on the projects i have going as to do quality control so sometimes following up on the leads and estimates given is an area i do not spend as much time on,  i notice when i do give more attention to this area i receive even more clients.

Mar 10, 2014 07:15 AM #60
Sharon Sanchez
Ace Home Realty - Carson, CA
Your Number "1" Source For Real Estate.

Consistently following up and engaging our leads is very important.  Never know who's going to respond.  I hope all goes well with your buyer appointment on Saturday!

Mar 10, 2014 09:29 AM #61
Rich Gaasenbeek
IXACT Contact Real Estate CRM - Toronto, ON
Real Estate CRM & Marketing Made Easy!

Hi Karen. I think that the best thing agents can do is keep in touch and build stronger relationships with the people they already know. That's how you build a referals and repeat business and why a Realtor CRM is so vital! It's much harder, more expensive, and more time consuming to aquire a new customer than to retain one and get them referring you to their friends and family. - Rich

Mar 11, 2014 04:59 AM #62
Jan Green
Value Added Service, 602-620-2699 - Scottsdale, AZ
HomeSmart Elite Group, REALTOR®, EcoBroker, GREEN

Great advice to go looking through your spread sheet.  I like that idea.  I have a program going now and need to figure out a good way to check back with these leads. Thanks!

Mar 12, 2014 10:52 AM #63
PropertyMinder (AccelerAgent)
PropertyMinder, Inc. - San Jose, CA
Modern Tools for the Modern Agent

Fantastic article. We have shared it on our social networks. We love your advice and your funny metaphors Please check us out and follow our channels when you have a moment. Best of luck to you this weekend. 

-The PM Team, @PropertyMinder,

Mar 13, 2014 07:47 AM #64
Patti De Young
RE/MAX Professionals - Tacoma, WA

Great advice! It's easy to forget about those leads because you haven't met them but  if you're the one that's there when they are ready that's what I think counts.


Mar 13, 2014 09:21 AM #65
Diane M. Phillips Realtor 443-286-4365
Frankly Real Estate Inc. - Manchester, MD
Specializing in Carroll Co., MD

Karen~ great post! Congrats on Inman picking it up. I think you hit the nail on the head. These leads are gold and need time to feel comfortable.

Mar 13, 2014 09:26 AM #66
Amanda Christiansen
Christiansen Group Realty (260)704-0843 - Fort Wayne, IN
Christiansen Group Realty

Good advice for those slow weeks Karen.  You just never know when an internet lead is going to turn into a real life buyer or seller.  

Apr 11, 2014 09:08 PM #67
Jimmy Chickey
Keller Williams Realty Southwest - Las Vegas, NV
Realtor, Nationally Recognized Author, Teacher

We do that exact same thing.  Many times these leads have to be cultivated over time.  Good job.

Apr 12, 2014 02:39 AM #68
Pat Braithwaite
Braithwaite Realty - Marietta, GA

What a fulfilling profession. When you connect and help someone change their life in such a big way, you walk away friends. And friends are golden.

Sep 05, 2014 10:59 AM #70
Nina Hollander
Coldwell Banker Realty - Charlotte, NC
Your Charlotte/Ballantyne/Waxhaw/Fort Mill Realtor

Hi Karen, missed this earlier in the month (sick with flu) and got here via Praful's reblog. I totally agree with you and here's what I commented on Praful's post: I have been mining those internet leads for 18 years. Probably some 65% of my business that is not repeat or referral comes from my internet leads, sometimes 2-5 years after they've first signed up on one of my sites. Currently I have $1million worth of contracts from internet leads--they are a gold mine! I actually spend up to one hour a day following up on mine.

Mar 31, 2016 12:20 AM #71
Nina Hollander
Coldwell Banker Realty - Charlotte, NC
Your Charlotte/Ballantyne/Waxhaw/Fort Mill Realtor

Rich Gaasenbeek ~ I agree with your premise that repeat/referral business may be the best and most cost-effective--75+% of my business is repeat/referral because I seriously work my data base. But that being said, a good 65% of my business that is not repeat and referral comes to me from the internet. I initially built my business on internet leads. Just in the first two months of 2016 I have $1million of contracts from internet leads, who had been "massaged" by me for at least one year. In 2015 I had at least one dozen sales totalling several million dollars from internet leads and I'm not even counting in this figure the sales I did that were referral sales from past internet leads. All businesses need more than one source of leads and Karen is so right when she says internet leads can be a gold mine (probably mostly because most agents don't know how to work them).

Mar 31, 2016 12:26 AM #72
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Orange County & Lake Arrowhead, CA (949)510-2395
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