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How to Effectively Conduct Online Lead Generation

Posted by James Osmar | Posted in Lead Generation | Posted on 11-01-2011

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Online Lead Generation                                                                                                                                                                Gift-Box

Success in real estate sales is partly determined by relationships developed through online lead generation. The concept is quite recent in the industry and can be confusing to both new and experienced agents. Despite this, relationships are fundamental for success in real estate and you can not manage without them. The internet has simply offered real estate agents a new means in which they can meet new potential clients.

Traditionally, many Realtors® used door knocking, cold calling or advertising as a strategy for acquiring new clients. The method is still in use today but is not nearly as efficient as the internet as a form of lead generation. When using these old time consuming and costly methods of generating sales, more often then not you end up with sore knuckles or a sore ear.

In other words you are spending a lot of time or money trying to find strangers with a view to doing business. Considering that most people like their privacy, this invasion is often not taken kindly at all. In fact, some people treat such offers with hostility and tend to drop the receiver immediately or slam the door… ever been there?

To succeed as a Realtor®, you must develop a system of  lead generation that will guarantee your business a constant stream of buyer and seller leads. Especially when starting out in the business, if you need to kick start your business or increase sales of your existing business. You will realize that consistent lead generation and prospecting is a must in order to secure enough leads to achieve your sales goals. You cannot depend on your broker or your friends and past clients for a sufficient number of leads to reach any serious level of sales. Real estate sales is a contact sport, you chose this path and the sooner that you accept the fact that you will have to approach more people then people will approach you, the more likely you will succeed.

Online lead generation is among the best strategies to use for securing clients. To illustrate this, gathering leads usually involves targeting both buyers and sellers to conduct business and research is essential if you are to get the best possible leads going about it the old fashioned way. Meaning you will have to conduct a survey of the city, find out the forces which influence the real estate sector in your target market, as well as getting information on local demographics and home values. On the same stride, you must research on median income levels for people living in the area so you can choose a suitable niche to focus on. You will then have top develop a means in which you are going to meet this target market.

The enormous flexibility and reach of the internet makes the process of targeting a market and doing the research much simpler as you can use tools that quickly let you do split testing and cost analysis with the click of a mouse. What once would have taken weeks or months can now be organized in days and even hours.

When visitors go to your websites and complete your lead generation contact information form, you will have to follow up preferably by phone. The follow up method will determine the type of relationship you will have with the client. Hence, it is advisable not to put pressure when talking to potential clients swarming them with multiple qualifying questions. Simply spend the first few minutes of the phone call encouraging conversation and building rapport. If you can get the person on the other end of the phone talking, you are leaps and bounds ahead of your competition. The critical aspect here is to avoid being the typical real estate agent, don’t go for the close; don’t try to qualify them in the first thirty seconds of the call. Spend that valuable few minutes talking to them like a friend, once they open up they will tell you through their conversation what their intentions are and give you the answers to half your qualifying questions on their own.

It is best to adopt a friendly tone and converses normally, do not expect to seal the deal with the first phone call or email. Your perseverance and firmness will be put to the test constantly and how you react will to a large extent determine the success of the conversation. Once they have opened up and started to talk for a few minutes, this will be your opportunity to make them your offer. I call it the elevator sales pitch, imagine you are on an elevator; you have thirty to sixty seconds to enlighten them with your offer. If you are a good sales person you will be able to do this, if not you better practice your script in a way that enables you to deliver your message within this short period of time.

Your Real estate websites should not be left as the last thing on your list to consider as a source of  lead generation, your real estate websites should be your first. Today’s market demands that you have more than one website, focusing on every aspect of the buying and selling cycle. They should be your primary source for real estate prospecting, relationship building and selling tools.

James Osmar
Selling Toolz Ltd
800-409-9850

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