Your online marketing strategy should be directed at communicating and delivering value and benefits to your website visitors and should be designed to create conversation.
Successful online lead conversion techniques can generate significant relationships if your website is created to enhance desire, create rationale and build trust. By combining emotional and physical appeal with rationale support you are taking a great step ahead of most REALTORS® on the web. Finish this dynamic trilogy by providing a trusting and secure environment for you clients.
Qualify the Lead:
Each lead that comes in should be qualified in two ways, the type of transaction and the resource where this lead originated.
Type of Transaction – this always starts with the buyer or seller.
- Things to consider when doing business with a buyer, will they be occupying the home year-round or is a vacation/second home? Are they first time buyers? Do they need to sell an existing home or property? Are they local buyers or relocating from across the county?
- Things to consider when doing business with a seller, are they the owner of the property or an investor? Are there issues with the mortgage resulting in a short sale?
Resource lead Originated – by this I mean which online platform was used. (Facebook, Twitter, Active Rain, your website etc.) By knowing where your lead came from you can then establish a basis to start a conversation or a point of interest. You can also use that social network to explore more information about your potential client, creating a solid relationship. (and remember even if you are just confronted for information, your impression on that person will decide if they use your name as a reference to other home buyers and sellers)
RE/Advantage offers an entire portfolio of professional real estate websites and social network training for the active Real Estate professional.
Provide your clients with an easy to use IDX System:
Giving potential clients the ability to search for homes right from your website immediately gives you leverage on a possible closing. Since now more than ever home buyers are using the internet for their real estate needs providing a comprehensive listing search is very important to you as a REALTOR® and your business.
RE/Advantage provides just that, with direct daily MLS updates allowing your clients to search complete local listings on your website, even if you are not the listing agent.
Create and Online ‘Library’ that is Useful to your Clients:
This library should contain:
- information on the communities you are focusing on
- local maps
- school information
- market statistics
By creating such a resource for your clients, you will be showing them you are an expert in the areas you chose to explore and are willing to provide your clients with helpful community information for THEIR benefit.
RE/Advantage offers many of these services from our property map in our comprehensive IDX 3.0 listing service to town information unique to the 560+ communities in the 21 counties of New Jersey. As of recent RE/Advantage has also incorporated an NJ School Report Card for those professionals who belong to the NJMLS.
Don’t forget to measure your results during appropriate intervals and please contact us if you’d like more information on converting you internet leads successfully!