Does your website use Direct Response Marketing? I see a lot of websites that have no real call to action items on their pages so what the agent mistakes for a poor preforming website sometimes is just a lack of channeling your viewers.
“Direct response marketing is a form of marketing designed to solicit a direct response, which is specific and quantifiable. “ As a real estate agent you should use a bit of discretion when dealing with buyers or sellers. For example if you just use direct marketing approaches (any general call to action form on your website), as an agent, you’ll get hits on serious as well as weary buyers because you’re throwing your name out there to everyone. So for example a direct marketing tactic would be to email me for all your real estate needs while a direct response approach would be a form on your website for example about relocation where you require specific information to qualify the response. By using direct response marketing you are more likely to get quality buyers and not one just shopping around. If you receive 10 leads from your website with requests like “Looking to move”, “Need School Information”, or “Moving into the area soon” and you get 1 lead that says “Moving into the North Bergen County area. Would like to purchase within the next 3 months. Looking in these 5 towns”. The contrast of these 11 leads is that the last one is a buyer ready to make a move and has a definitive response to what you are offering, while it is impossible to determine the exact intentions of the other 10 without calling them first.
So what is the solution? Have direct response forms on your website. Make sure your website has forms such as Relocation Requests, Dream Home Finders, School Information, etc. with a set of required information that will qualify the buyers that don’t sound ready to buy from those who you know are firmly interested.
Now I don’t mean you need to ignore the colder leads but you should prioritize your responses. Your website needs both direct and direct response call to action forms to be successful.
By utlizing this approach you might find the leads coming in are more qualified and easier to manage.