These Leads are HORRIBLE!!

Real Estate Broker/Owner with Pareto Realty TN #251071

What good is a lead who ignores your calls, text messages, and emails?

After all, you’ve spent gobs of money “investing” in that slique “Lead Generation Internet program” and almost NONE of the leads you receive are ready to buy NOW.

There’s the problem . . . You NEED them to be ready NOW . . . BUT . . . most internet leads are statistically 1-3 years from being ready to close on their purchase or sale.

Yep! That’s the reality. Almost ALL people who buy or sell houses these days begin the process on the internet browsing listings.

Their timeline is different than your desire, and you don’t like it.

Here are some possible solutions to your frustration.

  • Don’t opt in to Internet Lead Generation programs and, instead, focus on building a Sphere of Influence relationship based business.
  • Opt in and decide to be in this for the long haul. You’re ready to commit to follow up with EVERY lead that’s living and in your queue until they Buy, Sell, or DIE whether it takes a month or 3 years.
  • Do both . . . Build a healthy SOI business and supplement it with Internet Leads. This is my favorite because I know, done right, an agent can spend 20% of her time, energy, and money on the Internet Leads and 80% on her SOI business and literally blow the doors off this Popsicle stand.

The uncomfortable truth is this: Whether  you pursue SOI, Internet Leads, or a blend, ALL of the leads SUCK unless YOU consistently and persistently keep in touch with them over time.

Yeah! I just put ALL of the responsibility for the quality of your leads on YOU!

Successful Lead Conversion must begin with a different mindset . . . a mindset that begins with the notion that ALL leads are GREAT . . . and it’s up to us to build relationship such that, when they are finally ready to buy, we get to sit at the closing table with them and take a paycheck back to our office.

Take responsibility for your own level of lead conversion success by committing to continuous honing of your relationship building skills


Developing a daily habit of 2 (or more) hours of diligent connecting with prospects.

There now . . . no more whining allowed


Residential Real Estate Principal Broker and Founder of Pareto Realty, LLC. Creating the quintessential real estate firm with emphasis on "Live, Work, & Play" balance . . . and a true Performance Oriented environment for Real Estate Professionals. Serving the Real estate needs of Home Buyers and Sellers in Middle Tennessee.

Posted by

Barry Owen

Principal Broker
Pareto Realty
Nashville, TN

Call me: 615-568-2123
email me:




Simply & BOLDLY Living the FourFold Way in Open Space!

Quintessentially connected to the real estate industry to offer the ultimate experience for Home Buyers and Sellers in Middle Tennessee . . . Inquire within!


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Mike Frazier
Carousel Realty of Dyer County - Dyersburg, TN
Northwest Tennessee Realtor

Barry, you have to be careful buying leads because you may buy one whom you are already working with. Once upon a time I bought leads but no more.

Dec 05, 2017 11:30 AM #1
Debe Maxwell, CRS | The Maxwell House Group | RE/MAX Executive | (704) 491-3310 - Charlotte, NC
Charlotte Homes for Sale - Charlotte Neighborhoods

Good points Barry. May mantra is you gotta spend money to make money & I try to get the best ROI as I can Being persistant is key with pursuing the good leads I do get.

Dec 05, 2017 11:48 AM #2
Cynthia Larsen
Safe Haven Realty - Cotati, CA
Independent Broker Serving Sonoma County, CA

Leads are useless unless you pursue them. Relentlessly.

Dec 05, 2017 12:02 PM #3
Jeff Dowler, CRS
Solutions Real Estate - Carlsbad, CA
The Southern California Relocation Dude - Carlsbad

Hi Barry

Some wise words here! I like having, and working, leads from a  variety of sources, and in particular people I know. I try to be as persistent as possible and to recognize the signs where and how I need to spend the mosst time and effort.


Dec 05, 2017 08:36 PM #4
Marte Cliff
Marte Cliff Copywriting - Priest River, ID
your real estate writer

I love your attitude. Don't let those leads fade away just because they don't buy in the first 30 days!

As for SOI - I assume you're including past clients. I often say that the one thing I wish my first broker had taught me was to hang on to those people. But - she couldn't teach what she didn't do, so... it took a while for me to learn.

(If there had been an Active Rain in those days, I would have known better!)

Dec 05, 2017 09:20 PM #5
Melanie Cameron
Coldwell Banker Sea Coast Advantage - Wilmington, NC
The Cameron Team

I had an agent on my team who worked consistently to follow up with leads even though she was growing frustrated because she wasn't getting as many closings as others. The next year, a good number of those leads came back and she became a top producer. Of course, I also feel that your location affects this. We live in a retirement/vacation area and buyers here are naturally long-term.

Dec 06, 2017 04:36 AM #6
John Marshall - FORE!
The K Company Realty - Cherry Hills Village, CO
Specializing in Golf Course Properties

This is great! I will be sharing with my agents  - I often get agents wanting to join our brokerage, asking the question "Do you provide Leads?" I answer with "Are you willing to follow up on them, for as long as it takes and as often as you need to until they make a decision whether or not to work with you? Oftentimes for years? because leads are only as good as the follow-up!"

Dec 06, 2017 06:29 AM #7
John Wiley
Right Move Real Estate Group- EXP Realty - Fort Myers, FL
Lee County, FL Real Estate GRI, SRES,GREEN,PSA

I have not heard of a successful agent that did not spend time with follow up of leads.

If I bring a bus load of buyers to your door, will you answer the door?

Yes, the burden of work is on the agent.

Thanks for sharing.

Dec 06, 2017 06:43 AM #8
Ron Aguilar
Continental Mortgage - Saint George, UT
Mortgage & Real Estate Advisor since 1995

I have always added internet leads to my total list count since year 2000. We know you need to stay top of mind with multivariate marketing, but the phone call is the only way to turn a suspect into a prospect. I can talk all day about my adventures of nuturing lead data but I need to get back to work. Good luck out there people.

Dec 06, 2017 07:16 AM #9
Barry Owen
Pareto Realty - Nashville, TN

Go get'm Ron

Dec 06, 2017 07:49 AM #10
Sheila Anderson
Referral Group Incorporated - East Brunswick, NJ
The Real Estate Whisperer Who Listens 732-715-1133

Good morning Barry. There is no free lunch period. If you buy into to leads you get nothing.

Dec 06, 2017 08:56 AM #11
Dörte Engel
RE/MAX Leading Edge - Bowie, MD
ABC - Annapolis, Bowie, Crofton & rest of Maryland

Dear Barry,

My longest lead took 11 years to pan out. That is extreme, but I tend to stay after people, who let me.

Dec 06, 2017 02:35 PM #12
Mary Hutchison, SRES, ABR
Better Homes and Gardens Real Estate-Kansas City Homes - Kansas City, MO
Specializing in Brookside, Waldo, Prairie Village

I tried buying leads early in my career--what a mistake! Would never do it again and would never recommend it.

Dec 07, 2017 09:07 AM #13
Kimo Jarrett
WikiWiki Realty - Huntington Beach, CA
Pro Lifestyle Solutions

The best leads IMO are those that are self-generated from your specific target marketing campaigns. Employing an outbound calling center to filter and secure opportunity meetings can be more effective, efficient and productive than doing it yourself or relying on leads from a lead generation company. 

Dec 10, 2017 10:41 PM #14
Gary L. Waters, Broker Owner, Waters Realty of Brevard, LLC
Waters Realty of Brevard, LLC - Rockledge, FL
... a small office, delivering big service!

I have met a few agents who were only happy to have a lead with a bank draft and house already picked out!

Dec 19, 2017 05:21 AM #15
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