Internet Leads: Managing and Responding The Internet is playing a greater role than ever for consumers. Consumers have come to realize they can obtain information • Quickly • Efficiently • Easily • Affordably on the Internet According to NAR: • One-third of buyers looked online for their first step in the home buying process • 87 percent of buyers used the Internet in their search • The second most frequent way a buyer found their home was through the Internet
According to the NAR Technology Survey … • Nearly half of REALTORS® are using social networking or plan to in the future • Three –fifths of REALTORS® have a website
The greatest challenge is developing rapport with your Internet leads. • Much more different and difficult than developing rapport over the phone • Don’t be surprised if you find yourself EXCELLING at developing rapport online • Your follow-up techniques must be light years ahead of your competition!
MORE NAR Statistics • Email inquiries sometimes take 60 days to receive a response • Email inquiries need to be responded to immediately in real time, especially in the age of Smart Phones, Facebook and Twitter • Today’s consumer wants real time results, that is unobtrusive and allows them to be in control • You have to make them want to give you MORE information Rules for Following-up • Follow-up faster (than everyone else!) • Change the medium (frequently) • Make it personal and relevant • Invite for a visit • Establish urgency Copyright©2009 CENTURY 21 Real Estate LLC. All rights reserved. Managing Internet Leads
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