What are Leads?

So I'm sitting at my desk today and I decide to travel around the web and see if I can get a sense for what people (agents mostly) are saying about real estate information available today.

Interestingly, the consumer seems to be saying "Wow there is a lot of information out there. Wonder which sources are the best? " They also seem to be saying "I think there is still something they aren't telling me. Is this ALL the listings?"
Sound familiar?

Remember years ago when consumers called you on the phone (they are the precursers to cells, people used to actually have them plugged in to their walls!) and ask about a house or about a neighborhood? Then they would call a real estate person at another company and ask them the same question? People don't change, only their tools do.

So, then I get on to a couple of blogs from real estate people and mostly they are complaining about buying leads from someone and the idea that they have been "scammed" because some of the leads have bad phone numbers, or some of the people don't answer their e-mail!!! or in some cases the consumer actually said "I didn't want to talk to YOU."

C'mon people!

You are buying the opportunity to engage real people in a conversation and build a relationship for a transaction in the future. You are NOT buying a real estate deal. If you were buying a real estate deal, why would a lead generation company need you? They would send a monkey out with a pen to get a signature. Deal done!

I saw this quote from Bret Hurd on one blog "I don't think about my leads as if they are leads. I think about them as people, unique and interesting people that may be some of the best people I've ever done business with. Some of those "leads" may not buy from me, but the relationship established in the process is an entirely new benefit for growing business."

Well said.

If you are in the grocery store and the gal in front of you says to the check out guy "Yep, we're going to move to Toledo. But not until my husband works there for a few weeks and makes sure he likes the new job." Do you ask the checker for the customers email and then drip on her until she caves? Of course not, you introduce yourself, you explain your professional position and ask if you can help.

Why are you so reluctant to do the same with an opportunity from an online source?

And if the gal in the line says "No thank you, we aren't really ready now" or "No thanks, we already have a real estate agent" or "Leave me alone!", DO YOU STOP SHOPPING AT THAT STORE??

Of course not. Because people are people and ours is a business of numbers, yes, but mostly relationships.
It's about your skill at building relationships.

So stop shooting the messenger and GET TO THE GROCERY STORE! I mean, collect some leads, treat them like PEOPLE and build some relationships. Every lead is an opportunity. Perhaps not every one is a sale. But as Bret said the "relationship established in the process is an entirely new benefit for growing business".

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Managing Your Leads with Realty Connection

As we embark on our 210 day journey together, whether you are a seasoned agent or a new agent to the LendingTree program, you need to be familiar with managing your referrals in our referral management on-line web site called RealtyConnection. To learn how to navigate through this site as well as find tools and manuals to help you update your knowledge and certifications of the LendingTree programs, click on this link. Best of luck on your journey to success!

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Welcome to 210 Days to Success!

Welcome CB Prime Properties and ERA Hunt Real Estate Agents!

Well, the time has come for us to embark on our 210 Day Journey to Success together. It was a pleasure meeting each of you during my visit to New York and I look forward to getting to know each of you as we work together through this process. Key to this program is recognizing the fact that each internet lead you receive is a process and not an event as statistics show that only 4% of all internet consumers are ready to buy when they first engage with you. A typical internet opportunity takes an average of 210 days from inception to close, and so throughout the next 210 days we will be asking you to participate in our new business model, one that is designed specifically to help you capture and close the deal!

The online consumer today demands immediacy. They want answers now and no longer want to talk to two or three people to get it. They want to talk to the individual who has the answers and the expertise they need to help make their dream of homeownership come true. And that is YOU, the agent. As a result, our old model where a lead was scrubbed and incubated until they are a ready, willing and able buyer is no longer feasible or effective. To provide value to the consumer and to increase the success rate of closing the deal, we have changed the process to Direct to Agent. What does this mean to you? You will be facilitating the process from the early stages where a customer is just dreaming about buying a house, you will work with that customer to identify what, if anything, is standing in the way of their being ready to buy, you will be the problem solver and will win the deal for your client who will become your customer for life.

As part of our Pilot Program, we ask that you closely follow the process that we discussed at our meeting, as we will be closely tracking results with you and your company. A copy of the process can be found on the blog. Each month for the next seven months, you will be meeting with your Relocation Director and/or PC to learn more about the process and the internet consumer. We ask that you make every effort to participate and truly engage in the process. Each month, our blog will offer new posts for your review. Check back often as your fellow agents, the LendingTree RVP’s and VP of the LendingTree Broker Network, Dave Collins will all be sharing their thoughts and ideas. Let’s take this opportunity to learn from each other and embrace change for the next 210 days towards success.

Again, a warm welcome and we wish you much success.

Liz

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Have a Question for your RVP?

Have a question for your RVP? Post your question and we'll respond!

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Share Your Online Success!

Share your success with fellow agents participating in the program. Got a million dollar pending? A great incubation story? Or an idea that worked for you that you're willing to share? Post your news!

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