Posts Tagged ‘ Melbourne ’

Lead Generation, Conversion and Closure

I recently read an excellent article published by Baylor University, “Lead Generation: What Really Works”, which articulately discusses lead generation. The three categories the writers included in this article were lead generation, conversion of the lead to an appointment, and closure of the appointment to a transaction.

One of the studies I found particularly interesting was finding out the extent that real estate agents and brokers take to keep records of their lead generation efforts. And for those who keep records, how detailed the records are that they keep.

For “conversion to appointment” only 23% of the respondents reported their records as Moderately Detailed or Extremely Detailed. With a mere 32% reporting moderately or extremely detailed for “closure to a transaction”.
With a reported 17% of the respondents marketing budget allocated on the Internet or Website activities, unfortunately, or fortunately for us, the online world remains this big black hole. And, without keeping detailed records, it shall likely remain this ominous, monstrosity, money pit for many but it doesn’t need to be this way.

HomeGain’s BuyerLink does a great job of tracking your advertising budget. I’ve been using BuyerLink for years now. The concept is that it’s up to you to keep on tracking your results from the initial lead generation, to conversion through close.

Regardless of your preferred marketing method, they discuss how are you attracting your leads? Are you “seeking” or “attracting” your leads? In today’s tough market the survey results reflected that more seek oriented (60/40) for highest lead conversion in a tough market.

Of the leads generated 58% were buyers and 42% sellers. Many brokers, including myself, consider home buyers a premium in this Continue reading this post


Posted by: Brian Kinkade on August 1st, 2008 under Best Practices, Leads, Online Marketing


Reality Check: What To Do With Leads With No Phone Numbers

Firstly, I want to thank the many of you who have emailed me and thanked me for my blog entries.

Reality Check

I try to only write things that I feel will help you become either a better real estate agent or broker. The Internet can be a huge money pit if you don’t know how to use it properly.

Believe me; I have spent hundreds of thousands of dollars perfecting what we do here at Tropical Realty in Melbourne, Florida.

Now to my main point.

I have received this question several times over the past few weeks: “What do I do with all the leads I get that have no phone numbers?”

I figure I should probably set the record straight. Each time I get the question I cringe at the thought of these real estate agents throwing their money down the drain.

My immediate reaction is always, “What do you think you should do with them?” Of course I usually say that to myself so I don’t hurt their feelings. Continue reading this post


Posted by: Mitch Ribak on December 17th, 2007 under Best Practices, Leads


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