Real Estate Lead Generation & Conversion

The results of a survey published in the April 2010 issue of “Texas Realtor” seems to indicate that once home sellers have decided to pull the trigger on selling, they often select the first agent they contact:

• 62% of home sellers only interviewed one agent before listing their home.
• 19% of home sellers talked to three agents before they selected one
• 3% found picked their agent by walking in or calling a real estate office and speaking to the agent who had floor duty at the time they called.

Internet leads offer real estate brokers and agents their best opportunity with some prospects that conduct research online to: 1) establish contact when the prospects are ready to pull the trigger on a home sale or purchase; and 2) establish communication with prospects that can be nurtured so that once they are ready to transact, you end up being the one agent they interview. Web browsers that are searching Internet real estate sites and call the phone number listed on a Web site are particularly good prospects, which is supported by the above referenced survey.

The seemingly impulsive nature of the respondents to this home sellers survey reinforces the opportunity to generate transactions based on being the first agent contacted. While there are many methods successful real estate brokers and agents utilize to establish these contacts, do not overlook the potential for generating prospect contacts and sales from Internet lead generation vendors. (Full disclosure – the author of this post is the Director of Broker Dynamix, a leading provider of quality Internet real estate leads)