Where Does Your Business Come From?

Real Estate Agent with RE/MAX Elite 513.520.5305 www.LizTour.com SAL.2002007747

bloggingJust consider this a bonus Ask An Ambassador post for the week!

I believe a key to success in real estate is understanding the source of your clients.

There is absolutely NO shortage of things we can work on each day, so it's important to choose the things that are productive.

And what's productive?  That's may very well vary tremendously from agent to agent.

I'm an introvert.  For me, going to a party and schmoozing the crowd and letting drop that I'm an agent is just not for me.  Extended time with strangers wears me down, so you can bet door knocking is also low on my list of desirable activities.

So what do I do?  I do things that fit my personality more, thus the day after day blogging habit, the creation of tons of subdivision posts, long tail search posts, etc.  They're perhaps a bit passive, but done in volume they provide a good web presence so people find me.

But how do we know what works?

In my case I track our production sources and it's a simple method.

Just a little Excel workbook that lists clients and the best estimate of how they found me.  I ask of course, and in many cases the answer is "the Internet".  That's obviously pretty general, but I can often zero down a bit.  Did they call me about a particular subdivision that I know I have a custom search page set up?  Or just a specific blog page?  For me, whether it's my ActiveRain blog, my ActiveRain Outside blog, or my Wordpress IDX pages, I consider it all fruit of the same tree.  The AR posts push traffic to the IDX pages.

In other cases, I know I've been found by a "___________ near me" search.  Fill in the blank with real estate agent, Realtor(R) or RE/MAX agent.  It might be a mobile sourced search, or a general Google search, but those Google My Business spots in Mason and Lebanon Ohio pay off for us.

Other times it's easy to identify the source.  Sometimes coworkers from my engineering job ask for help.  They know about my dual career life and have known me for a decade or more so the relationship is already established.

And sometimes the source is "accidental".  For instance Liz does a lot of volunteer work with Bunny the Chihuahua, but she makes no effort to identify herself as an agent.  She's there to help and not gain business.  But some people ask and file it away in their mental data bank.  And later when they need help, they may remember and give us a call.

Bottom line, I can go back years and identify the likely source of each client.  That identification helps me know where to apply my efforts, and what efforts are not productive.

Do you know where your business comes from?

Bill of Bill & Liz aka BLiz


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Serving Warren County Ohio & Adjacent Areas


The Liz Spear Team of RE/MAX Elite
Elizabeth Spear, ABR, CRS, Ohio License SAL.2002007747

William (Bill) Spear, CRS, Ohio License SAL.2004011109  Kentucky 77938
Ask for us by name if you visit the office!

EHO Two locations: Lebanon & Mason, OH
Bill Direct:  513-520-5305
Liz Direct: 513-265-3004     
Fax: 866-302-8418

MailTo:  Liz@LizSpear.com

Search Homes:  Https://WarrenCountyOhioRealEstate.com

Our Website:  www.LizTour.com

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Re-Blogged 1 time:

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  1. Ginger Harper 09/16/2019 01:58 PM
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Kathy Streib
Room Service Home Staging - Delray Beach, FL
Home Stager - Palm Beach County,FL -561-914-6224

Hi Bill- it's important to know where your business comes from. You can be general...the postcard or go more in-depth. Tracking where your business comes from gives you more ammo in your marketing efforts. 

Sep 11, 2019 07:57 PM #1
Hella M. Rothwell, Broker/Realtor®
Carmel by the Sea, CA
Rothwell Realty Inc. CA#01968433 Carmel-by-the-Sea

Liz and Bill: Yes, I track where my business comes from and it's all over the lot. So for me it pays to just keep spreading the good word around both through the Internet and personally. And, yes, life would be much easier it it all came from one place, but it doesn't. Often a lead comes in randomly, but the reason they chose me is because of something else that I'm doing in my life. So there's a dual prong. 

Sep 11, 2019 08:03 PM #2
Michael Jacobs
Pasadena, CA
Los Angeles Pasadena 818.516.4393

Hi Bill(and Liz too) - being genuine matters in addition to all things related to knowledge in one's chosen field.  People "see" reality.  Sooner or later.  

Sep 12, 2019 05:52 AM #3
Lynn B. Friedman
Atlanta Homes ODAT Realty Call/Text 404-939-2727 Buckhead - Midtown - Westside -- and more ... - Atlanta, GA
Concierge Service for Our Atlanta Sellers & Buyers

Liz and Bill Spear 
Yes, such a simple and powerful ROI tracking method!
"In my case I track our production sources..."
All the best - Lynn

Sep 14, 2019 07:11 PM #4
Alan May
Jameson Sotheby's International Realty - Evanston, IL
Helping you find your way home.

I, too, always ask... and more often than not I get a very vague answer.  "I found you on the internet" is a popular response, but they rarely remember just where on the internet.

Frustrating a little... but I'm typically pretty happy to be found.  These days, more and more of the time I'm found through the internet... Yelp, Zillow, Trulia, Active Brain (google search)... it's all good.  I continue at my efforts to keep my internet presence fresh and active.

Sep 15, 2019 05:41 AM #5
Michael J. Perry
KW Elite - Lancaster, PA
Lancaster, PA Relo Specialist

Well it is Sunday Morning so I must confess that a large portion of my self employment income ( over the last 40 years !!!) has come from the LORD !!! I don’t believe in coincidence and no one could be that lucky for 40 years !

Sep 15, 2019 05:54 AM #6
John Henry
John Henry Masterworks Design International, Inc. - Orlando, FL
Residential Architect, Luxury Custom Home Design

Great question and the answer will help you hone your marketing and outreach.  BTW, what is ActiveRain Outside blog

Sep 15, 2019 09:19 AM #7
Eva B. Liland with Century 21 Doug Anderson
Century 21 Doug Anderson - Lancaster, CA
Glad to be of Service

I've always been there in the trenches, in person. That helps me get to know what is happening out there. Lately, I get leads from Zillow, Trulia, Realtor and so on, from buyers responding to my listings. Trying to include socialmedia etc.

Sep 15, 2019 02:33 PM #8
Marte Cliff
Marte Cliff Copywriting - Priest River, ID
Your real estate writer

It IS good to know the source, although not everyone can tell you. Once in a while my clients will say that they were searching for something specific and found me on a Google search. More often they just say "somewhere on the Internet."

I can identify with that, because when I'm searching I don't keep good track of where I'm going or what the last term was that I typed in.

Sep 16, 2019 01:55 PM #9
Dorie Dillard CRS GRI ABR
Coldwell Banker United Realtors® ~ 512.750.6899 - Austin, TX
Serving Buyers & Sellers in NW Austin Real Estate

Hi Liz and Bill Spear ,

I keep a running log each year tracking my sellers and buyers, list price, sale price..where the business came from to make sure I understand where my business comes from. It dictates where my advertising dollars go!

Sep 16, 2019 04:26 PM #10
Diana Dahlberg
1 Month Realty - Pleasant Prairie, WI
Real Estate in Kenosha, WI since 1994 262-308-3563

Over 50% of my business comes from repeat clients and referrals from past and current clients.  I also get a good amount of business from social media and as well as the ZTR and others such as Homes.com and my own websites.

Sep 16, 2019 07:34 PM #11
M.C. Dwyer
Century 21 Showcase REALTORs - Felton, CA
Santa Cruz Mountains Property Specialist

While I would love to be like #11 Diana Dahlberg  my proportion from referrals isn't that high yet, but I do get lots of repeat business.     Like you Bill, I'm an introvert so a lot of my business comes from the internet too.    I track the source of every client; they are all categorized in my CRM.

Sep 17, 2019 08:08 AM #12
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