I read an article today that Realtor.org put out talking about the 6 best practices of online leads. The author is a great guy and knows his stuff. However, he misses the boat on this one.
He spends a good amount of time discussing how important it is not to call your leads. This is completely wrong. As most of you know my Internet program through either 100MPH Marketing or my eHomes Realty Network, the reality is if you are not calling your leads which supply a phone number, you are letting buyers and sellers slip through your fingers.
The worst thing you can do is not make use of the information you are given to help your customers buy their home.
Of the over 20,000 people we have in our database, I can probably count on one hand the amount of times a person who supplied their phone number to us that was upset when we called.
In fact this is what we normally hear: “You are the first Realtor to actually follow up with us.” They are very excited and happy to talk about their real estate needs!
When I first started figuring out Internet leads back in 2002, I didn’t make phone calls. I only corresponded with people that contacted me. My first year of Internet Marketing I sold over 50 homes, but more importantly I lost more than 50 sales by not making phone calls. And these are only the ones that emailed me letting me know they bought a house.
With these stats in hand, I started on the phone. What I found was awesome! Everyone wanted to talk to me and they were very happy I had called. Many became customers and in fact, we still get many of our customers from 2002 and 2003 who are currently buying homes with us because of our contact.
This brings me to something that is bothering me more and more.
I have been reading all these things from people that are supposed to be Internet experts in this business. No offense to the author of this article on Realtor.org or any other writers, but I would like to know their stats. I want to know what makes these people who are making millions of dollars off my fellow Realtors by talking about stuff that they are not really experts.
For instance, I went to an Internet Seminar last year put on by one of the biggies in the Real Estate Internet world. I have to tell you, I know more in my pinky than this guy knows in total. Not only was I very disappointed in what he taught with his panel of Internet experts (they knew less than him) but I was more upset about the amount of tapes, books and websites he was selling with information that was very basic and really a waste of money and time for any agent.
He sold a ton of stuff and all I could think was how tainted these Realtors will be when they read this stuff and get no results. It’s old school Real Estate trying to keep up incorrectly with the Internet. Scary!
Why am I saying this?
I’m just getting aggravated with these people. The next time someone wants to tell you or sell you on their expert abilities on the Internet ask them for their stats. If they can’t tell you how many homes they have sold or their team has sold by using their stuff, run!
I hear so many Agents on ActiveRain complaining about how they were ripped off by this company or that guy.
The question to ask is very simple. How many homes have you sold using your techniques? No stats, no deal!
Oh, by the way, last year my staff of 14 sold 193 homes on the Internet. This year we are projecting at around 225-235 homes and maybe higher. All this in the worst Real Estate market this area has seen in years. I’m not sure if that makes me an expert on Internet lead capture and conversion, but I will put my stats up against anyone else out there!
If you have questions, ask me. I’ll be glad to help you as much as I can. Of course unless you sell homes in Brevard County Florida because that would take business away from my agents!
Mitch Ribak is a real estate Broker at Tropical Realty of Suntree, Inc.