Posts Tagged ‘ peter mccullough ’

HomeGain Agent Advisors Give Sign of Improving Market

The HomeGain Advisors met for their quarterly meeting on Thursday, July 23. The Advisors represent real estate agents across the country and provide insight into HomeGain products and services, market trendshomegain-advisors-09 and Realtor behavior.

In line with a recent HomeGain poll in which 75 percent of respondents said their markets were speeding up, the majority of the Agent Advisors said that business has increased in the recent months.

The majority of Advisors reported that a good deal of their business can be attributed to the $8000 tax incentive offered by the federal government to first time home buyers.

One Advisor in Florida stated that 60 percent his real estate business was first time home buyers. He indicated that he believed the tax incentive had motivated them to purchase a home. Advisors in Chicago and Maryland echoed this statement, while an Advisor in the Scottsdale and Phoenix areas of Arizona estimated a larger amount at 75 percent and an Advisor in Texas reported about 50 percent. Continue reading this post


Posted by: Peter McCullough on August 10th, 2009 under HomeGain


What Is A Lead?

Posted on behalf of Peter McCullough, Real Estate Training Specialist at HomeGain.

“A sales lead is the identity of a person or entity potentially interested in purchasing a product or service, and represents the second stage of a sales process. For a sales lead to qualify as a sales prospect, or equivalently to move a lead from the process step sales lead to the process sales prospect, qualification must be performed and evaluated. Typically this involves identifying by direct interrogation the lead’s product applicability, availability of funding, and time frame for purchase. If a sales lead eventually makes a purchase, this is called conversion and a closed sale. The ratio of sales leads that convert is often referred to as the conversion rate, a way to measure the effectiveness of a sales process, sales team, or sales person.”

OK. This is straight from It is a straightforward description of a lead and it is relevant to the real estate community. However, I feel an analogy would help further reinforce what a lead is.

Everyone is familiar with the famous detective Sherlock Holmes. As well as real estate agents, Sherlock required leads to solve his cases and close them. A lead pointed him in a specific (or vague) direction. It was not necessarily the solution to the case, but it gave him something to pursue.

Real estate related leads are the same. They are not a closed deal; they point agents in a direction and give them something to pursue. In Sherlock’s situation, he could not afford to sit on the information contained in a lead; time was of the essence. Such is the case for real estate leads. Continue reading this post


Posted by: Jessica Gopalakrishnan on January 15th, 2009 under Leads


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