The Arcane Science of Lead Conversion (Really has Nothing to do with Real Estate)

The problem with online marketing for real estate professionals is the reality that learning online marketing has little to do with real estate practice. Remarkablogger confirms one of real estate’s online marketing principal missions – lead generation and conversion.

If visitors don’t take actions that result in profits, you are wasting your time.

You can do all the SEO work you like, but if nothing happens when visitors show up, you did it for nothing. You can pay tons of money in advertising, and you have thrown away every penny if nobody buys anything or signs up for your newsletter. You can write comments on other blogs and work through social media to attract visitors, but if those visitors just bounce right back out of your site without doing what you want, you’re leaving money on the table.

Mastering the tricks and vagaries of effective online lead generation are beyond the scope of 99% of real estate professionals. The industry knows this, and online real estate applications have historically aimed to simplify or automate online marketing presence for agents: read more

Posted by Pat Kitano on Jul 04, 2008 under Leads, Guest Bloggers

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Don't believe everything you read – Call your Internet real estate leads!

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. read more

Posted by Mitch Ribak on Jun 19, 2008 under Best Practices, Leads

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HomeGain Radio: Lead Capture and Conversion

Mitch Ribak of Tropical Realty (a HomeGain Advisor and a contributor on this blog) is the special guest on HomeGain Radio.

Mitch gives advice to real estate agents and brokers for how to get leads, especially via the Internet, and how to convert a higher volume of leads into clients.

Listen to Mitch’s advice for real estate agents:

During the call, Mitch mentions how HomeGain’s marketing program, BuyerLink has helped deliver more consumer traffic to his website and boost his business.

Stay tuned for more HomeGain Radio interviews!

Mitch Ribak is the Broker/Owner of The Mitch Ribak Real Estate Team, Tropical Realty of Suntree.

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Posted by Jessica Gopalakrishnan on May 09, 2008 under Leads, HomeGain Radio

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3-Legged Stool of Lead Generation

Leads are the lifeblood for an agent. Without leads it really doesn’t matter what else you do well. If you have no leads you have no one to convert to a client and therefore no one to follow up with and no sales to close.

I think a successful REALTOR® will have more than one avenue in his lead generation model. If one method fails or slows he/she will have other ways to keep his business successful.

Consistency is one of the main keys in a successful Real Estate practice. I think you have to pick about 3 lead generation tools—a 3-legged stool if you will—that will keep your pipeline full.

The three we use are as follows:

1) Internet—Surprise!

We use a combination of our own websites and the HomeGain system. Our own sites include one devoted specifically to Fort Benning, Georgia Real Estate as well as one devoted to Columbus, Georgia Real Estate and rank well on their own merit. read more

Posted by Wayne Long on May 07, 2008 under Leads

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