Online Lead Generation

Almost everyone knows by now that you have to be online to generate the most exposure for any business.  It is of course no different for real estate.  When builders, agents, or investors, are marketing their condos and homes to the masses, the most cost effective way to this is online.  OK...so we have established this as pretty much fact.  Now we have to dig into the true realities of online marketing for condos and homes.

The "internet" buyer or "Internet" lead MUST be treated differently that someone who walks into the sales office.  Many people know this, but many still refuse to grasp this reality.  NAR studies show over 80% of buyers use the Internet as their primary initial tool in searching for homes and condos, vacation condos, rentals, etc.  And yes, this is now regardless of age or demographic...everyone is online.  People spend months sometimes looking online.

Here is where agents fall short much of the time (I hope no one takes offense to this because this message is meant purely as an educational tool)...the "Internet" lead may not be ready to buy for months.  That is OK!  This is where the relationship must begin.  If you are an agent and you receive an email from a possible buyer inquiring about your product, that is a good sign.  Yes, there are a lot of "lookers" out there but most of those "lookers" eventually turn into buyers.  The question is...are they going to buy a condo or home from you, or are you going to let them slip through your fingers and buy from someone else because you didn't feel like taking the time to build the relationship?

So many agents out there consider an Internet lead "poor" or "unqualified" because they don't purchase within a couple months.  Who came up with this term "unqualified" anyway?  It has no real meaning.  People simply do not fill out their information online if they are not at least somewhat interested in buying.  Experienced agents will take that "looker" and turn them into a willing and ready buyer...but I warn you, it might take some work.  We are no longer in the days of buyers taking 2 days to decide.  There are many other factors and market conditions weighing on their decisions.  But when they do make a decision to buy new condos or homes, will you as the agent be there?  Will you be the first person they call?  That is solely up to the agent and a direct correlation with how much effort they put into making the sale

Now let's get out there and make some sales!