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When working to convert online leads into offline clients it takes more than a phone call. I like the softer service approach via email, too. Keep the conversation relevant and within their control. This will lead to trust, credibility and becoming the lead authority about real estate in the "well-informed consumers" mind.
-Steve Nickerson
The #1 rule in Real estate is Location, Location, Location.....
The #1 rule online, some would say, is also Location, Location, Location......
but the #1 rule for online real estate success for REALTORS® isn't about location. It's TLC.
Time, Love & Commitment!
Time- Execute quickly to establish contact and also be patient, these client relationships takes longer to develop.Think long term. Real estate is a long term business. Those who think of it another way will not survive.
Love= Passion; Do you still love the business? I hope that you do. Embrace the "well-informed consumer" A genuine attitude of service and care for people makes all the difference.
Commitment- Stay with it; have a system and work it. Work it a lot.
As Jim Collins would say: The real path to greatness, it turns out, requires simplicity and diligence. It requires clarity, not instant illumination.
-Steve Nickerson
HomeRoute’s Technology Watch found an article filled with success tips to get the most from today’s mobile technology. With mobile technology advances like notebooks, Tablet PCs, handhelp PCs and mobile printers, real estate agents are finding new solutions to being productive and having access to information when they’re outside the office. According to Hewlett Packard’s Real Estate center “the tools themselves won't automatically make you a highly effective mobile worker. You need to have the right mindset to make the most of your mobile technology.”
Read suggestions on how to take full advantage of today’s mobile technology on HP’s website dedicated to solutions for real estate agents: http://www.hp.com/sbso/solutions/real/expert-insights/mobile-max.html .
Generating a return from the marketing dollars invested in your real estate website can’t happen if you’re not getting traffic to your site. Are you tracking this key element to success? HomeRoute Technology Watch found a helpful blog post exploring a number of options available to webmasters and online marketers, both free and paid, to help you capture key details about your website traffic from number of visitors and referring sites to specifics on how consumers surf your site, tracking what pages they visit and where they click.
The entire article, with links to downloadable tools for your website, can be read on the Future Real Estate Marketing Blog at:
http://www.futureofrealestatemarketing.com/web-marketing-101-keeping-track-of-your-visitors/
I think to give away as much information up front in order to differentiate and attract a consumer's attention is the way to go in securing long term "wins" for yourself when working Internet leads.
Yesterday I heard a REALTOR® say that he has been taught that Internet leads are no good. Yet he went on to say that he also has been taught that more and more business is starting online..... uh yeah....
So the "Million Dollar" question is: "How do I turn those leads into something good?" First it starts with awareness that it's not that Internet leads aren't any good ,it's just that they are not ready to talk to you, yet. How do we bridge the gap? Give your service & expertise away, provide "relevant" free stuff to show them that you are loyal and committed to helping them on their terms..... Service not sales!
As REALTORS® we used to give away CMA's & our time by showing homes, but today, the well-informed consumer doesn't need that stuff. They need an ally to help them navigate the "right" information as they research and discover the market on their own terms.
I have a friend who recently inquired about an area in North Carolina. He told the agent that he was just curious for the future and that he was not moving there anytime soon (he loves his job in MI too much) To his pleasant surprise, this agent still proceeded to send him a dynamite relocation package delivered to his home in packaging that made his wife question what on earth did he buy now? The package was filled with relevant useful resources that CANNOT be found online. Did you hear that CANNOT be found online! This provided for a hi-touch experience for him that no doubt he will remember for a long time. This agent now slow drip markets my friend with useful relevant things about North Carolina.
I am telling you, it’s a shrinking world and getting smaller everyday so you know it may be just so that when my friend thinks real estate he thinks of his new found “authority” in North Carolina and seeks out his wisdom or recommends to relocating friends, family, etc.
Many may think that they wouldn't waste their $$$ but I guarantee the North Carolina “authority” doesn’t see it that way.
--Steve Nickerson
There has been a lot written as of late in regards to “service mentality” over a “sales mentality.” I couldn’t agree more. To be a successful REALTOR® today you must possess a “service mentality” and the challenge is not that you aren’t already, but rather, for many, the “service mentality” you do have is not in line with the buyer of today’s idea of “service.” I know you want to provide a great experience and most are willing to service their clients, but think ahead- what do you all think the future looks like for the consumer? Will it be easier or harder to access home and the related
So how do you position yourself to win that consumer’s loyalty when they are needing you less and less... at least initially?
Here’s a thought….You do it first! Be loyal to them even when it seems like they don’t exist because they don’t return your calls or emails. To be a success in real estate you must embrace a long term mindset and work a system that nurtures as well as provides some “relevance” to the consumer along the way.
More about "relevance" to come......
--Steve Nickerson
Been pretty slow on the Blog and we apologize.
We have a saying at HomeRoute- “Consumer Orientated, Realtor Driven” and have tried to make this Blog be an interesting read for all. It’s been difficult chasing two rabbits so much we brought this blog to a screeching halt. From here on out this Blog will focus on regularly sharing experiences, wisdom, ideas, insights and an overall good natured approach to help REALTORS become better at serving today’s well informed consumers.
More coming soon, we promise……
--Steve Nickerson
