The hottest question in the real estate industry today…

What is the best way to convert the internet leads into actual listings and sales…into real sellers and buyers?

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Internet Lead Generation is one of the hottest topics in the real estate industry today and there yet with all the buzz, the average agent is not having a lot of success in converting those “leads” into closings.

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Let me say this first of all about the real estate agents and the Internet.

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A lot of the talk out there today is that the Internet is completely changing the way real estate is it done.

It is definitely a dynamic, it is definitely a factor in the way we do real estate but it is not …

It does not change the fundamentals and basics of real estate.

It’s all about connecting with people, communicating with them, building a relationship, building a trust, helping them to find the right house, and buy it.

Or…

if they are a seller helping them a position that house in the market right, represent them and help them sell it for the best results.

That’s the name of the game.

So how should Realtors approach internet leads to effectively convert them?

Here are the 5 steps to more effectively converting internet leads into real clients:

1. PROSPECT VS LEAD

Understand that most of the time, Internet leads are not LEADS, they are prospects. This means most of them are not going to regularly convert into immediate business. This important to give you an accurate perspective of your business pipelines.

2. TALK TO THEM

They are not truly a lead until you have a conversation with them. The goal is to take the conversation offline as quickly as possible. Until you do, there is a high probability they will end up with another agent. Email conversations are very unpredictable in terms of converting prospects into an actual transaction.

3. SPEED TO CONNECT

You have 2 minutes after you get their information call them and connect with them. That is the magic window that gives you the best chance to turn a prospect into a client. Speed to conversation is critical.

4. PATIENCE

The average incubation period on an internet lead is 6 to 24 months. The internet is where people start their search, but most of them are not going to be ready to actually sell or buy for months. If you are only trying to pump out a deal today, you will not be effective with this group.

5. NURTURE SYSTEM

You must have a simple, effective system to nurture these prospects. My DS (Dominate & Scale?) System gives you a very simple model to follow.

If you need it, comment below “dominate” and I will send you the nurture system.

I personally use these 5 steps to get more closings done for myself and for my clients.

Let me know what you think about this post and if you like it give it a thumbs up, make any comments or questions.

Be consistent, stay focused, and always expect yes.

AA