Internet leads are not customers, yet.

Real Estate Agent with Century 21 Fusion

As technology continues to change and evolve, so does the way we do business. A good web presence is the best way to passively advertise you and your business; however it's an aggressive way to truly advertise your products and/or services in fine detail - it's like being open for 24 hours a day yet accessible to a broad and vast customer base you can't begin to comprehend. With the power of the Internet, you have an opportunity to capture the attention of millions and millions of potential customers.

How do you manage and engage your Internet leads? As quickly as these leads show up in our email, they can go away just as quickly. You have to stay on top of your Internet leads with an immediate response. If you can't answer their questions immediately, at least send an email acknowledging you have received their inquiry and you'll properly respond within the next “x number” of hours. Once you have developed email conversation with this person, offer to send them additional information such as monthly market updates, suitable listings, etc. If you send your monthly market update via e-blast, make sure they have the option to unsubscribe.

I make an extra effort with my Internet leads by trying to meet with them in person. Even if a house is conditionally sold, I still try to show the property to my potential client. Once you meet your Internet lead in person, it creates a stronger opportunity to continue working with them. The beauty of the Internet is one thing but you can't lose sight of the fact that sales is a contact sport and you need to engage your potential client.

What are you doing to take the extra step between turning your Internet lead into a real estate customer?

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Susan Zwarych is a Realtor in Saskatoon, Saskatchewan with Century 21 Fusion. She operates the website and was recognized by Century 21 in 2013 for her sales achievements. If you ever have any questions about the Saskatoon or Saskatchewan real estate markets, don't hesitate to reach out to her.

Comments (4)

Ron Saporito, Palm Desert, CA Real Estate & Mortgage Broker Since 2003
Ronald Christopher & Associates. Proudly serving Palm Desert, La Quinta, Indio, Coachella, Rancho Mirage, Palm Springs. - Indio, CA
Call (760)574-8486.

I have found the faster you respond the better. Otherwise as you said, off to the next agent they go.

Apr 01, 2014 06:54 AM
Susan Zwarych
Century 21 Fusion - Saskatoon, SK

@Ron - Absolutely! A lead is hot the moment it arrives and it cools off rather quickly.

Apr 01, 2014 07:14 AM
Bryan Beckstead, KOmKards, Care-Connect-Communicate, on auto pilot, 24/7.
Start MAXIMIZING the Internet.... - Priceville, ON
Become a KOmKard owner today,

Internet leads are a strange breed.

Anyone who gets what we think is a lead over the Internet has the same dilema we all face, how much time of our non renewabale resources of time, energy and resourcces, do we spend on a name and an email address? 

Its a simple risk reward scenerio, what do we want to invest, to see if this name and email address is in fact a real lead?

I try to get them to communicate either in perdson or over the phone as a first step, if they are relucatant, then what i have I really lost as they have regulated themselves to the pile of people who, if they wish, i will certainly work with, when they show up and declare themselves a real lead.

Its tricky out there !!

Have a great day



PS Hello to Susan from a fellow Canuck


Apr 04, 2014 05:37 AM
Troy Erickson AZ Realtor (602) 295-6807
Good Company Real Estate - Chandler, AZ
Your Chandler, Ahwatukee, and East Valley Realtor

Susan, so true. If you do not respond to a potential internet lead within minutes, they will go elsewhere. There is no loyalty, they don't know you.

Apr 09, 2014 08:25 AM

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