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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