Keep the faith.....
Lucas Johnson, REALTOR
Century 21 Real Estate's 1st Team
Direct Line: 254.371.1658
Direct Fax: 254.634.2144
Office Line: 254.634-2121
1200 E. Stan Schlueter Loop .Ste 100
Killeen, Texas 76542
The Realty Service , You Expect !!!!!!!!
Since buyers start with searches, it is important to appear high on the list of results. Think about how you would search for real estate services (if you did not have your Realtor training), and then use search engine optimization (SEO) to cause the search engines to rank your site highly.
The more sites point to your site, the better your rank will be, too. Link exchanges can be useful for this.
Keeping prospects is an art. Somewhat of a black art. Your website has to be informative and useful. Prospects will come back (the site will be "sticky") if they keep finding things of use on your site.
Can you operate without a website? No. You will need a site, but at least many of them come pre-packaged. No site is perfect and flaws or shortcomings will appear. Try our site, for example.
You will pay dearly for the lead-generation services, typically $25 apiece for qualified leads that may result in a 1% conversion rate. This means your $25 cost is actually $2500 on a completion basis.
Other lead-generation companies want to participate in your commission. Remember they have to be licensed to get anything, but your cost may be only $2000 per completion for those. When any lead-generation source quotes you prices calculate your final cost to compare them. Page-views may be high, but these don't directly convert into leads. Neither do leads convert to customers or clients, at least not more than 10% of the time. I can give you off-line the names of companies we have used.
Follow-up is critical to any lead, but you'll find a mixed bag out there. Some lie or give bogus contact information because they do not want to be contacted by you or anyone else. They want to surf and dream. Call Mickey Mouse at 999-999-9999 or their email is firstname.lastname@example.org or their street address is blank in a different city. When you discard the chaff, you'll be lucky to find 40% partially reachable real people.
When they do get serious, they suddenly get angry when you do not pounce on their requests, even though you may have tried umpteen times to call or engage them by email. We have had plenty of people not give a phone number then ask for a showing. How do you do that? By email? If you fail to respond, you lose. If you can't call them, you lose. It is a difficult thing to win, but volume is the key. SEO is key to volume. (or paying for leads)
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However, generating leads is only one piece of the puzzle - a piece that too many agents get so wrapped up in and spend so much time and money attempting to find new ways to generate more and more leads. Now don't get me wrong, lead generation is the bloodline of our business, however, all the leads in the world are useless if you do not acquire the skills to convert them.
Once you acquire the skills to convert leads - I would suggest looking at what leads you already have in your database and work on contacting them - too many agents do not realize that they have tons of leads rotting in their database. Contact these leads and establish their level of motivation to buy or sell, then categorize each lead and develop a lead follow-up system based on your categorization system so that you stay in contact at the proper time intervals. Realize that each lead you have in your database in more than likely in some other agent's database - and it's all about the agent that contacts them first when the time is right will get the business.
There are a number of great lead generation tools reviewed at TheBestRealEstateSystems.com - call capture, working expireds, internet leads, etc. Only invest in these if you are going to use them properly in your business. I use most if them in my practice and if you have any questions, feel free to give me a call - here's my home office number 1-800-218-7715 Ext: 5000.
Good luck with whatever you decide and again don't hesitate to call - always happy to have a chat with a fellow Realtor
Now, the question, I have for you.. do you think you can handle the calls that type of marketing generates?
Check out http://www.postandsend.com to learn how the "Smart Kids in the Sand Box" do it.
It looks like you are using the wrong lender. When you have a minute give me a call and I can show you how we create leads for all of our realtors. I look forward to speaking with you soon and we can work anywhere in Texas.
check an example on my blog, you'll see what I mean.
Everyone wins. The seller gets a lot of internet traffic for his home and you get leads.
There are many ways to generate leads and all of the answers provided are good. One way that I do not see here is through a good mortgage company. We have systems in place that help drive buyers to our realtors and their listing that are of no cost to the agent. Team work is very important in this industry and why should the mortgage professional ride the coat tails of their realtors and not recipricate any business? We always try to send as much business to our agents as they send to us. When you have a minute email me or give me a call and I will walk you through how our system works. Have a great weekend.
Our Company is all about the internet, All my agent will be going to training on how to keep up with internet leads.
Again follow up is the key, if you dont call them, they will go to the next agent on the search. Buyers usally pick the first agent they hear from,
First of all you should understand who your visitors are. A lifetime of decision-making about buying a property, starting with the first idea or an interest spark in their head, and finishing with the actual purchase, can span anywhere form 4 months up to a year.
For myself, I break the whole process of decision-making into 4 steps:
1. Information Search - figuring things our for yourself mentally and informationally
2. Evaluation of alternatives - the actual time of looking at properties with a Realtor.
The first stetp is the largest and it takes way over half of the whole decision-making process. In early days realtors would work with clients that called the office or walked in. Calls and walk -ins are missing the first biggest part of the information search and figuring things out for themselves - people that walk in are pretty much read to go and see the houses. On the internet we're mostly dealing with the people in their 1st step (or let's say that the majority of our web visitors are only on the first step of their decision-making process), some of them will never even move onto the second step.
Now, realizing who your visitors are, you need to provide specific information for all of them. Offer valuable service that people would like to subscribe for regardless where they are in their decision-making process. I would make those offers easily accessible from every page of your web site. Here are few ideas:
1. Mail or email (PDF) Relocation Package. Who would want them? Anyone who is relocating or would like to move into the area. Moving planning is a lengthy process, so you might have people that are in their early stage of decision-making and those that are ready (like job transfer). Make sure you don't request any information you don't really need to email or mail the package to them. Instead, email/mail them the package and follow up. It's up to you what you ask to find out where people at in their decision-making process. If they are too far - you can offer them more info on the area and schedule a follow up in a few months. If they're ready - work with them now.
2. Subscription to automatic property updates. A lot of third party IDX solutions allow people to register on their own, save searches and subscribe to automatic updates on their search. Even you don't have this kind of solution, you don't have to jump into buying one. Every MLS offers similar things for agents - you can subscribe people manually. All you need to do is set up a service page, with detailed description for what you're offering, and a form for people to fill out with their search criteria and contact info.
I think I already got into too many details. But this can give you an idea on where to start with your lead generation.
Also remember, that number of leads will depend on the value of the information you provide, how you provide it, and how many people actually see your offers.
Hope this helps.
I could give you a tour(blogging 101 for realtors).... we would just have to set up a time when you and I could both be in front of the computer for a quiet 15 - 20 minutes.
You could make yourself the local expert where you work just by utilizing this platfom!!!