With so many buyers going online to find properties, are agents really making full use of the Internet for lead generation, or are they killing the leads?

Real Internet leads are not all alike, but they are customer-initiated from potential clients who have seen your online branding, and leave their information so you can contact them with a response to their needs. It's important to remember these leads are for you alone, and to not share information you receive with others.

Statistics from the National Association of Realtors (NAR) shows that 50% of all Internet leads are followed up in 54 hours, and the other 50% are never followed up at all. This is proof in the pudding that agents are killing valuable leads. Responding promptly is the first and most crucial step in the process of lead generation, so make sure that Internet leads are coming to you directly, and that you take time each day to focus on following up with such leads.

Likewise, when you do respond, make it a personal response. Auto-responses can be off-putting and making a personal phone call is much more effective. Be persistent and polite.

Remember to not add such leads automatically into drip email campaigns or blast lists. By adding people to lists without asking for consent, you're demonstrating a lack of respect to your clients and can be considered a spammer. Also don't put junior staff in charge of following up with your leads. They're important and by placing them in the hands of under-trained or clerical staff, you're losing time and possibly killing leads.

Read more from RISMedia.

photo credit: Damon Duncan

Posted in Technology And You, Marketing, Seller Resources, Online Education

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