Tangled in the Web

Posted by: Barry Karch on January 21st, 2008

I don’t feel like an old-timer, but I’m absolutely ancient in the real estate field.

At the beginning of my 23 year career, we did not have cell phones, fax machines, or personal computers. Remember the MLS books – and the rush to the pay phones to check on your messages when you were out of town?

Well, a lot has changed since then, and luckily, I have adapted with the changes – while many other Realtors® have not.

Realtors who used to sell more houses than me are still doing things the way they used to do them and their business has dropped way off.

What’s the biggest change? Obviously, the Web.

Nowadays that’s where most buyers start their home search – so that’s where you need to spend your time and money.

My sales derived from my website have increased by 50% each of the last 3 years. Last years, I had 47 sales that I can attribute to my website.

One advantage of the Web is that it is a very cost effective way to attract real estate business. It costs much less than the newspaper and real estate periodicals and is much more productive. As a matter of fact, I don’t advertise in any print publications any more.

Having a website is essential, but that is only the first step. Just having a site is no good if no one sees it.

And even if people see it, it is no good if you don’t do anything to follow up on the contacts that you receive. You must follow up on all of your contacts quickly and often.

You must assume that your site is not the only one that the prospects are visiting. They are probably visiting lots of other sites.

You have the best chance of doing business with the prospects if you are the first person that they hear from and you are the most helpful. Assume that everyone is a good prospect.

In summary, if you are looking to increase your business, put all of your effort into getting a good website, marketing it, and following up on your prospects.



2 Comments on “Tangled in the Web”

Mitch Ribak

Well said. However, if you have a system that generates leads without the knowledge and a system of how to convert leads, you could also be spinning your wheels with no results. Before anyone spends a fortune on Internet marketing, they need to have a system which works.


I agree. If you get internet leads you need to follow up with them as soon as they come in to build a relationship. You also need to follow up with every lead. Many people input information into on-line websites and it is not correct…it pays to follow up.

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