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Chris Lefebv…, Real Estate Pro in Methuen, MA

Agent Poll - What % of your leads are self generated?

Asked by Chris Lefebvre, Methuen, MA Tue Apr 13, 2010

I'm curious about sources of leads for the average established agent. What percentage of your leads are self generated through referrals and SOI contact versus leads provided by your broker? Also, what is your number one source of volume of new leads (company provided, company website, personal website, pay per click advertising, mailings, SOI, etc.) and which lead source has the best conversion rate?

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Hi Chris,
All of my leads are self generated. I have never received one lead from a broker. Over the last 3 years all of my business has come from my online presence. I use several blogs, websites and one site where I have a small PPC campaign. When asked how my clients have "found" me, they reply - "she was everywhere online. "
0 votes Thank Flag Link Wed Apr 14, 2010
Chris,
Here in the Palm Harbor and Dunedin area of Florida, the options for lead generation may be more numerous than for those agents in locations without seasonal and destination advantages. Additionally, the pathology of real estate business maturity creates a need to look at two agent profiles in responding to your question.
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Quite often you will find the following profile pertaining to lead sources.
Agent less than 5 years
- Open houses
- Floor calls
- Direct mail
- Purchased leads
- Internet leads
Predominately cold or unfamiliar leads with an overall conversion rates less the 15%. Much like catching smoke with a net.

Agent greater than 5 years
- Referrals 50% or more
- Network, community and professional associations
- Integrated mobile, web and brokerage messages
- Collaborative marketing
Overwhelmingly these are relationship leads with an overall conversion greater that 50%. Relationship leads should be viewed as enhancing the referrer as much as solving real estate concerns with referee.

Conversion ratios are incredibly dependent on the 'value or relatinship' you represent to the consumer. My # 1 source of non-referral leads this year, like last year, will be my DOS Guide (Days of Summer). Fortunately, here in the Sunshine State, we have 360 days of summer!

NOTE: There is no legitimate reason, in today's real estate environment, for a new agent to start in the first group. Proper mentoring will allow new agents to develop their value vault so they can focus on the high quality lead venues, saving time and money.

Annette Lawrence
ReMax ACR Elite Group, Inc
727. 420. 4041
0 votes Thank Flag Link Wed Apr 14, 2010
100% of my leads are self-generated. Best conversion rate are my sphere of influence (friends, acquaintances, etc) and referrals. Internet-based leads can be good too, but more spotty success.
0 votes Thank Flag Link Wed Apr 14, 2010
Hi Chris
All of my leads are self generated from past clients, prospecting, sign & ad calls,maiings & open houses. It takes persistence to get results We don't do floor time at RE/MAX & we don't get leads from our broker. All listing & buyer inquiries on our own listings go directly to the listing agent.
0 votes Thank Flag Link Tue Apr 13, 2010
Interesting question..............in our case an estimated 40-50% of our leads are self generated with the top resource being our personal website.
0 votes Thank Flag Link Tue Apr 13, 2010
Hi Chris,

Most of my clients are referred to me from friends, family and past clients. I receive a generous amount of clients through my BNI (business networking group).

Linda
Web Reference: http://www.lindacefalu.com
0 votes Thank Flag Link Tue Apr 13, 2010
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