Don't Scoff at Internet Leads - They Close If You Work Em.

Managing Real Estate Broker with Barrington Realty Company License: 471.000044

Note I do not make this statement in reference to bought leads as experience tells me they are both poor leads, duplicated leads and leads forced to fill a form out to gain access to more information. I am talking about your own self generated internet leads.

I have been working internet leads for years and am still astounded that agents think they are poor leads and not worth the time of day. For me they are my goldmine.

Just 4 weeks ago I was asked to show a ranch home in Lake Barrington Shores. It was a phone call from someone viewing my neighborhood page. Phone calls are the best lead ever!  The lady was going to check with her husband about looking on Saturday, 4 days ahead. I had not heard from her and had her down for a follow up when Saturday she called and wanted to go now. Yikes, I am booked til 4pm.

No worries, they re-organized their day and we went at 5pm. We submitted an offer that night, offer accepted right away, too good to bother countering and wasting time. Our cash offer turned into a closing today.

The beauty of internet leads is:

  • The rarely have connections with previous Realtors, or they need a fresh face - that's YOU!
  • If they see you as the expert, they'll wait for you!
  • There's never any commission arguement!
  • They've usually read about you so transparency is paramount to get them to call or connect.
  • They are not always 12-18 months out from buying or selling.
  • All internet leads are usually researching for a reason.

We need to find that reason - or pain - and respond accordingly. This was an easy deal for me, one showing, one sale and as soon as they have moved in, that next listing is already in the bag. They have a home to sell and have no intention of bothering with anyone else. 

lake barrington shores ranch home sold from internet lead

So for all agents out there who are on the fence about becoming tech savvy and putting the internet to better use, know that internet leads close but it is up to you to capture them, nurse them, bring them to the boil and close them. It may be quick, some are, some are long, but they close! I recently also closed a horse property internet lead, that took 22 months to sell but they stuck with me. We are now looking for the new house, I found them a rental as well to span the gap. That's 3 checks from one lead and 2 from the other.

That's 5 deals that I took away from cold calling, door knocking, sphere, farming agents that are not online. I love it.



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Lance Owens (RS)
LUVA Real Estate - Kailua-Kona, HI
Getting transactions done, when nobody else can!

65% of my business comes from the interenet - 90% of it organic - I love the internet 


Apr 20, 2017 07:17 PM #8
Marte Cliff
Marte Cliff Copywriting - Priest River, ID
your real estate writer

How much effort does it take to stay in touch with those folks? Not much, if you've got a system in place.

I have to wonder why agents even try to get Internet leads if they aren't going to follow up and nurture them. It makes no sense.

Apr 20, 2017 07:29 PM #9
Sam Shueh
(408) 425-1601 - San Jose, CA
mba, cdpe, reopro, pe

I still have some old feelers on Google not paid that gets the traffic.  One site was Trulia, never paid a penny.  Got one employee called me asking me to represent them.  Today it is about getting a license. I must have written something interesting making hopeful agents wanting to talk to me.... This is third time.

Apr 20, 2017 10:20 PM #10
Dorie Dillard
Coldwell Banker United Realtors® ~ 512.346.1799 - Austin, TX
Serving Buyers & Sellers in NW Austin Real Estate

Good morning Corinne Guest, Managing Broker ,

So glad to see this post featured! Well written and so true! Understanding that Internet leads close but it is up to you to capture them, nurse them, bring them to the boil and close them is the key! Nothing magic just good follow up and learn to close them!

Apr 21, 2017 04:33 AM #11
Sham Reddy
H E R Realty, Dayton, OH - Dayton, OH

Thanks for sharing!!!

We need to find that reason - or pain - and respond accordingly. This was an easy deal for me, one showing, one sale and as soon as they have moved in, that next listing is already in the bag. They have a home to sell and have no intention of bothering with anyone else. 

Apr 21, 2017 04:47 AM #12
Richie Alan Naggar
people first...then business Ran Right Realty - Riverside, CA
agent & author


Apr 21, 2017 06:25 AM #13
Donna & Larry Johnson
Keller Williams Real Estate - West Chester, PA
Chester & Delaware County

Internet leads are awesome and I love them more if they are organic!

Apr 21, 2017 06:29 AM #14
Nick & Trudy Vandekar, 610-203-4543
Long & Foster Real Estate Inc 610-225-7400 - Devon, PA
Tredyffrin Easttown Realtors, Philly Main Line

I have researched many of my old leads, where we did not get the deal, but many did buy. So, yes, they are looking for help, sometimes they do want a door opener and will not commit, but some as you say will and they become good clients.

Apr 21, 2017 07:43 AM #15
Macy Babb
Re/Max All Properties Realtor - 404-234-6166 - Cartersville, GA
Realtor, SFR, HUD/REO Certified

Over 80% of business comes from FaceBook (the internet)... it is true that you have to cultivate them, stay on top of mind, etc... but they do close

Apr 21, 2017 07:49 AM #16
Kathleen Daniels
KD Realty - 408.972.1822 - San Jose, CA
San Jose Homes for Sale-Probate & Trust Specialist

It does take time to build our presence on the Internet. Like you, I do not force registration on my IDX. People will inquire. I received a "lead" from someone who filled out a form on my website.  "I want to sell my home" was it. Nothing else. Email was some bogus email ... with a bogus name.  Thankfully that does not happen often.  No time wasted with that. We just move on ... keep adding content and they continue to find our site. 

Apr 21, 2017 07:49 AM #17
Mike Frazier
Carousel Realty of Dyer County - Dyersburg, TN
Northwest Tennessee Realtor

I get lots of leads from my website and along with my team we work them and convert them.

Apr 21, 2017 08:11 AM #18
Jeff Dowler, CRS
Solutions Real Estate - Carlsbad, CA
The Southern California Relocation Dude - Carlsbad

Hi Corinne

Congrats on the feature which refutes the belief many agents have about Internet leads. I have had the same experience...these leads often do become business if nurtured appropriately and consistently.


Apr 21, 2017 09:41 AM #19
Lyn Sims
RE/MAX Suburban - Schaumburg, IL
Schaumburg IL Area Real Estate

Alot of that work you've done is 'pre-work' so to speak with you pulling them in with your area reports.

Apr 21, 2017 02:08 PM #20
Mick Michaud
Distinctly Texas Lifestyle Properties, LLC Office:682/498-3107 - Granbury, TX
Your Texas Lifestyle is Here!

As many funnels as you get manage and then load them up. 

Apr 22, 2017 02:05 AM #21
Roy Kelley
Realty Group Referrals - Gaithersburg, MD
Roy and Dolores Kelley Photographs

Congratulations on your feature recognition.

Thanks so much for sharing your advice.

Apr 22, 2017 05:18 PM #22
Anne Corbin
Fritz Realty LLC - Spotsylvania, VA
Serving Lake Anna & Central Virginia

Can you give a little more detail on what your internet leads are generated from? Are you taking website, facebook, etc? How are you getting traffic and actual leads reaching out? I'd like to hear your methodology!

Apr 23, 2017 10:11 AM #23
Praful Thakkar
LAER Realty Partners - Andover, MA
Andover, MA: Andover Luxury Homes For Sale

With you on that Corinne Guest, Managing Broker.

Any lead with a proper follow-up may result into  a sale - so instead of complaining - and hoping that all 100% of Internet leads will convert is not the right assumption.

Apr 23, 2017 10:36 PM #24
Tammie White, Broker
Franklin Homes Realty LLC - Franklin, TN
Franklin TN Homes for Sale

Well, you know where I stand on this issue. Closing a deal on Friday that was an internet lead. Three others currently under contract--all internet leads. Wrote an offer today on a $1.15M house today that was an internet lead. Needless to say, the bulk of my business comes from the internet. Thank goodness more agents don't know how to work these leads.

Apr 24, 2017 08:36 PM #25
Debbie Walsh
Shahar Management - Middletown, NY
Hudson Valley NY Real Estate 845.283-3036

Congrats on the feature and the closing!  You are absolutely right!

Apr 25, 2017 04:07 PM #26
Dave Halpern
Keller Williams Realty Louisville East (502) 664-7827 - Louisville, KY
Louisville Short Sale Expert

Inspiring post! You prove the saying "Any system will work if you do."

Jun 26, 2017 04:07 AM #27
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Corinne Guest, Managing Broker

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