Many real estate agents complain about online consumers creating leads which contain bad information, leads which cannot be pursued, a.k.a. “bogus leads”.
This is no doubt the case a large percentage of the time. However, it seems that recognizing a “good” lead has become clouded by the expectation that online leads are all “bogus”. By this, I mean that, in many cases, when an agent receives a new internet lead, they already feel that it is not worth the effort to follow up.
Is this simply a case of recognizing what constitutes a good lead? How much consumer information is needed for a lead to be considered “good”? In our estimation and in keeping with online consumers’ behavior, only minimal information is required or should be demanded or expected. Most online consumers do not want to work hard to get to where they want to go.
Whether this is accessing the MLS on your website or requesting assistance with their current real estate situation, most consumers do not want to be forced to divulge too much information until they feel comfortable doing so. If you come away with the consumer’s name and a valid email address through the consumer’s first experience with you or your web site, that is all you really need to get started turning them into a “good” prospect. Continue reading this post