Colorado Springs Realtor - Cherise's Blog: Converting online leads from a Colorado Springs Realtor perspective

Converting online leads from a Colorado Springs Realtor perspective

As a Colorado Springs Realtor who has effectively used internet marketing for the past thirteen years, the fun really begins once you’ve started to engage with those leads (hopefully within 24-48 hours) who have somehow contacted your office. Don’t forget to attain complete formalities regarding your lead, getting his or her full name, email address, phone number and other contact information.

Without giving away the farm, I’ll share some pointers for those Realtors with less experience about internet marketing.

  • Communicate the authenticity of your brand. There is absolutely no substitute for personal contact as you actually get the opportunity to speak with a lead who has found you via the virtual world. When this moment occurs, it’s usually the moment of truth. The lead generally asks him or herself, “Is this individual really who he or she has portrayed him or herself to be from websites and/or other social marketing venues?” I’ve found it imperative to communicate the truth about who I am and what type of services I render as a Colorado Springs Realtor. This is when uncertainty meets reality. Simply put, just be who you are.
  • Build your social proof. When communicating with your lead contact, make sure that you fully educate him or her about your social sites (ie- facebook), websites, videos, testimonials and blogs. This is a great way to show some of the nuances about your services and also bridges confidence between the lead and you. At this point, you’re able to communicate your style of practicing real estate and hence, it draws a picture of how you can help those who are buying, investing and selling real estate.
  • Create Strategic Follow-up. From our offices, we specifically tailor-made strategic protocols to fit the myriad of circumstances of those who are internet leads, then convert to our actual clientele. These range from time-frame strategies, to email drips for ongoing communication, to revisit phone calls, to sending relocation CD and MLS maps, to gift-sending, to personal websites, to relocation scheduling, to sending requested video, to concierge services, just to mention some of the services that our brokerage offers.

In conclusion, my specialized team spends an inordinate amount of time communicating with leads who might convert to one of our clients. This conversion process is not always simple. It requires hard work, speedy contact, perseverance and a lot of follow-up. For example, there are some leads who I’ve worked with 2-3 years before I actually sell them some Colorado Springs Real Estate.

Feel free to contact our Colorado Springs Realtors at Selley Group Real Estate, LLC:

2139 Chuckwagon Rd, Ste 210 - Colorado Springs, Colorado 80919 - 719. 598. 5101

Portions of this article are written by Gordon, as framed by the expressed opinions of Cherise, but not proofread.

Comment balloon 11 commentsCherise Selley • June 04 2010 12:46PM

Comments

Hi Cherise thank you for your post. It looks like you have a good system down!

Posted by Tiffany Torgan, Featured on HGTV's New Show! How Close Can I Beach (Harcourts Prestige Properties of La Jolla) almost 10 years ago
Good follow up is such a key Cherise.
Posted by Gary Woltal, Assoc. Broker Realtor SFR Dallas Ft. Worth (Keller Williams Realty) almost 10 years ago

Gary,

Without doubt, good follow-up equates to good service.  Have a great weekend.

Posted by Cherise Selley, Colorado Springs Realtor (Selley Group Real Estate, LLC) almost 10 years ago

Tiffany,

We've been doing this so long that it seems like second nature.  But because of the nature of this industry, we're constantly challenged with new requests from internet leads.

Posted by Cherise Selley, Colorado Springs Realtor (Selley Group Real Estate, LLC) almost 10 years ago

It is interesting to see your numbers. 3000 clicks to your site translates to 10 closed deals. Also interesting that there is a 5 to 1 ratio on prequalification to closed deals. This is illuminating. Your suggestions are also great. thanks.

Cal

Posted by Cal Yoder, Homes For Sale in Lancaster PA - 717.413.0744 (Keller Williams Elite) almost 10 years ago

Sounds like good scripting.  Lead conversion takes practice and skill.  It sounds like you guys are pros.

Posted by Paula McDonald ~ GRI, Granbury, TX 936-203-0279 (Beam & Branch Realty) almost 10 years ago

Paula,

The work requires diligence and eventually those who are called to our office are the ones God places in our hands to serve.  You know what this is like.

Posted by Cherise Selley, Colorado Springs Realtor (Selley Group Real Estate, LLC) almost 10 years ago

Cal,

Thanks for commenting.  Haven't seen you blogging lately.  Are things okay with you?

Posted by Cherise Selley, Colorado Springs Realtor (Selley Group Real Estate, LLC) almost 10 years ago

Cherise,

Great graphic image.

Ann Hayden in Wildwood, MO

Posted by Ann Hayden 636-399-7544, SelectAnn.com (Berkshire Hathaway HomeServices Select Properties-St. Louis Missouri) almost 10 years ago

Yes, I love the graphic also.  And these are great tips for engaging your potential clients. 

Posted by Jane Peters, Los Angeles real estate concierge services (Home Jane Realty) almost 10 years ago

Thanks Jane.  Over the years, we've worked hard on this particular part of the business.

Posted by Cherise Selley, Colorado Springs Realtor (Selley Group Real Estate, LLC) almost 10 years ago

Participate