Is it the Leads that are Bad, or could it be...

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I am a huge proponant of getting your own leads. Whatever leads Zillow can get you or can get you or any other vendor can get you.. you can get for yourself.


Creating more websites and platforms to get leads from does not create more leads. 


For instances, if you are getting buyer leads from your Commissions Inc website that you pay CINC to get for you- and then you get a call from Boomtown telling you they will get you more buyer leads- 


The fact is, neither of those sites are creating more buyers. 


There are only x buyers in your market looking at any given time on the internet for a house, making more websites does not produce more of these buyers. 


It is only that there is now one more company bidding for those leads on Google adwords, etc. 


The websites themselves don't produce good or bad leads. Because of this, you should be in charge of your own leads. You should be running your own google adwords ads, your own Facebook leads ads and more. 


The fact is that most buyers searching on the internet for a home to buy are about 350 days away from closing a transaction. 


These leads who are at some point going to become buyers - have to be connected with and not by some autoresponder system, although, autoresponder systems are very important to your nurturing strategy. 


First to call, first to text; those are the agents who will be successful with the leads. First to connect... that is the key. 


Typically it will take 40 phone calls during the 350 days before these leads are ready to start looking for a house and closing on a transaction. 


We create a lot of lead ads in Facebook. The brokers and agents who text their leads right away, within 5 minutes of the lead submitting the lead ad form, are the ones who are succeessful with leads. 


Many agents and brokers complain about leads not being any good. When I ask them how did they connect with those leads, most of them will tell me they called them several days after the lead submitted their lead ad. 


Most agents don't call. They don't text the leads right away. They email the leads. 


Did you know you get 4 to 5 x better open rates with Texting over email? Most texts are read within 10 minutes of you sending them. 


So text and then wait 15 minutes to see if you get a response. Let me know how you do! 


It is most often not the leads that are bad, but rather, the agent who is not pursuing the leads by being the first to call or text the lead. 


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  1. Barbara Todaro 11/20/2017 03:01 AM
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Corey Vandenberg
Platinum Home Mortgage - Lafayette, IN

Text, call, email, follow up is always the name of the game. I can’t tell you how many people wind up with me after the competition drops the ball or doesn’t deliver on their empty promises...

Nov 21, 2017 06:10 AM #26
Ron Aguilar
Continental Mortgage - Saint George, UT
Mortgage & Real Estate Advisor since 1995

As a Mortgage lender the first day I bought an internet lead was in year 2000.

Without talking about the last 17 years regarding this subject, I will tell

you that I am still closing people from year 2000. How did that happen?

Build your list, do the hygiene on it, grow it, incubate it and nuture it.

Now get back to work people.

Nov 21, 2017 07:14 AM #27
Bruce Hicks
Best Homes Hawaii - Honolulu, HI
Your Lifetime Friend/Helper!

Yes Katerina Gasset you have said it right! I'm doing a lot of texting, however, weak on FB.  Started years ago with FB originally to connect family friends 4,500 miles away.  Then I added my BUSINESS site and FB connected me to my personal site so I don't get any leads or messages from FB on Hawaii Real Estate.

Nov 21, 2017 07:34 AM #28
John Wiley
Right Move Real Estate Group- EXP Realty - Fort Myers, FL
Lee County, FL Real Estate GRI, SRES,GREEN,PSA

Thanks for reminding us that we must constantly be aware that we are not digging a rut to operate in. A rut is hard to get out of.

Things change rapidly and we must constantly monitor and adjust.

Great tips for managing leads.

Nov 21, 2017 07:40 AM #29
Luke Acree
ReminderMedia - King of Prussia, PA
Making Agents Memorable

The amount of leads is relatively finite in comparison to the amount of sites that claim to provide them

Nov 21, 2017 07:48 AM #30
Olga Kellen, English-Russian Translation & Russian Internet Marketing - Hallandale, FL
Author of Amazon E-Series "Selling to Foreigners"

2 steps: Marketing (to get leads) and Selling (to convert them to buyers) are 2 sides of the same coin ( to reach closing)! And none is working without the other: if you do not get leads there is nobody to sell to, and if you do not work with leads there is no sense in wasting time and money on marketing...

Nov 21, 2017 08:00 AM #31
Mary Hutchison, SRES, ABR
Better Homes and Gardens Real Estate-Kansas City Homes - Kansas City, MO
Specializing in Brookside, Waldo, Prairie Village

Interesting stats about texting vs email.  I'll never buy leads--tried that once early in the career--a waste of money!

Nov 21, 2017 08:10 AM #32
M.C. Dwyer
Century 21 Showcase REALTORs - Felton, CA
Santa Cruz Mountains Property Specialist

Great post - adapt to change, or lose to those who do.

Nov 21, 2017 08:42 AM #33
Silvia Dukes PA, Broker Associate, CRS, CIPS, SRES
Tropic Shores Realty - Ich spreche Deutsch! - Spring Hill, FL
Florida Waterfront and Country Club Living

Hi Katerina, thank you for the information. I think many of us are giving up on a lead after a few attempts especially when there is no response. 

Nov 21, 2017 01:48 PM #34
Lottie Kendall
Pacific Union International - San Francisco, CA
Serving San Francisco and the Silicon Valley

Texting is definitely getting more attention than emails with many, many people including millenials but not limited to them. Often when I send an email with attachments, detailed info, etc., I also text to alert the recipient.

And I have never bought a lead.

Nov 21, 2017 03:59 PM #35
Mike McCann - Nebraska Farm Land Broker
Mike McCann - Broker, Farmland Broker-Auctioneer Serving Rural Nebraska - Kearney, NE
Farm Land For Sale 308-627-3700 or 800-241-3940

Thank you for the ideas and suggestions and for the great responses by all contributors...I will look more into using text more efficiently. 


Nov 21, 2017 05:08 PM #36
Debra Leisek
Bay Realty,Inc Homer Alaska - Homer, AK

I fought the texting thing for a long time but now I love it... My FB is strong for my business @bayrealtyalaska but how do you text them when they comment if you dont have their number? Do you ask them to text you or to leave their text number

Good to see you again... 

Nov 22, 2017 12:44 AM #37
Anthony Kirlew
Fiscally Sound - Gilbert, AZ
Helping You Make Fiscally Sound Choices

This is one of the best - if not the best - articles on lead generation. You nailed it with this statement "Creating more websites and platforms to get leads from does not create more leads." People often lose site of this.

It's all about RELATIONSHIPS and you can build those with leads, but you have to contact them quickly and professionally and nurture them.

Love it!

Nov 22, 2017 06:33 AM #38
Sham Reddy
H E R Realty, Dayton, OH - Dayton, OH

Totally agree!!!

The websites themselves don't produce good or bad leads.

Because of this, you should be in charge of your own leads. You should be running your own google adwords ads, your own Facebook leads ads and more.

Nov 23, 2017 04:07 AM #39
Corinne Guest
Barrington Realty Company - Barrington, IL
The Choice of Professionals for Luxury Home Buying

I am amazed at the level of a real estate transaction people want to do with texting. Many of my luxury buyers when asked, say just text me! Email certainly no longer gets the best response rate, not at all. Love that my Mac stores every conversation, just in case!

Nov 23, 2017 11:14 AM #40
Katerina Gasset
Get It Done For Me Virtual Services - Wellington, FL
Get It Done For Me Virtual Services

Corinne Guest, Managing Broker  I text from my mac all the time. I love that I can text from my phone and my mac. I am a much faster at typing on a keyboard than tapping on my phone :) So for speed to task, I like to text from my mac. If I am close to the person, know them in a more casual manner, I will use voice texting on my iPhone but always let them know I am doing that since sometimes I hit send before I notice something totally different than I said, :) 

Nov 23, 2017 04:51 PM #41
Melissa Spittel
Coldwell Banker Residential Brokerage - Westminster, MD
"Achieving Results Together "

Definitely texting! When I send my first text, it is in the form of a quick video, so they can see I am real person, and to connect a face with my name. It works wonders.

Nov 24, 2017 12:09 PM #42
J Perrin Cornell
Century 21 Exclusively, Wenatchee, WA - Wenatchee, WA

Well for starters most commercially produced leads are not leads at all rather they are inquiries. Big difference. We are too sloppy with our use of “leads” . Next the contact thing is true. It takes a lot of contact and waiting. Time you might more profitably spend on real lead generation. Can you make money ...sure. But do you really want to be a transactional agent vs a relationship? When the market goes bump ( and it will) those that have taken the time and “leads” to build a relational network with CLIENTS will be around when it turns back again. The others? Not so much. I use, or have used, Zillow or They have a place but not the main place. They are only a tool. Nothing more. And in the case of one a tool that is trying to figure how to get a bigger piece of your business without investing.

Nov 25, 2017 08:17 AM #43
Corey Martin
Martin Presence Group - Ruston, LA
Real Estate and Management Solutions

This is great advice! Especially in reference to the texts. People are always attached to their phones these days which means that a text is much more likely to be read over an email. Thanks for sharing!

Nov 25, 2017 04:11 PM #44
Brian DeYoung
Howard Hanna Real Estate Services - Ithaca, NY
Brian DeYoung

I have subscribed to Zillow leads twice each time I think in the course of one year I got many leads but no leads the results in a sale.
I get good leads from referrals and good leads from picking up the phone in the office when it rings. I have some agents tell me they never could have good floor lead and I know they take more floor time than I do so I wonder why it is that they can't get a good lead. Perhaps you're onto something

Jan 11, 2018 06:54 AM #45
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