It's nice to Realtors moving from Old School Real Estate to the new way! Ok, we still need to have both to survice. Internet customers are not different than regular customers accept you have a lot more competition. Here are a few tips to help you succeed with Internet Buyers:
1. It's all about timing. Most online buyers are in the research stage. They could be from as little as buying this weekend to not buying for two years. Part of your conversation needs to be asking them when are they looking to move?
2. Most people who are on the Internet prefer the Internet. However, it's up to you to place them in a follow up system. How aggressive depends upon how long it is until they are going to buy.
3. Be sure to put them into an automatic updates for listings. This is one of the main reasons for using a landing page that has more than just a spot for the name, email and phone number.
4. Phone contact, depending on when they are buying should be:
a. 1 year or more - Call once every two months
b. 6 Months to a Year - Call once every 6 weeks
c. 3 Months to 6 Months - Call once a month
d. 30 to 90 days - Call every 2 - 3 weeks
3. 30 days or less - Call weekly or as needed to finalize their searching.
Is this a lot of work? Probably, but it's very rewarding when you stay organized with your follow up. The problem most Realtors have when working Internet leads is the inability to maintain contact and build a relationship. We always assume it will be at least 4 months before anyone is going to buy. In our minds that gives us 4 months to build a great, loyal, relationship...and we do.
This is just a part of the 100MPH Marketing System and Software. To learn more about this lead generation and conversion system, feel free to email me. We will be launching the software shortly in Florida and then Nationally. Go to www.100MPHMarketing.com to check it out. The site is still under construction!
Let me know when your site is up and running
Mitch, You are right that most people who are looking on the internet prefer the internet. I know I do.
Laurie - You are from my neck of the woods. I grew up in Canton and raised my kids in Mansfield. The site is up and running, just not finished. The software will be ready for release outside of Florida in a few months. You can also check out our membership company at www.eHomesRealtyNetwork.com. If you have any questions let me know.
Jimmy - Even though they prefer the Internet, without the "touch" of the phone call you can't create loyalty. We used to just do email. Once we implemented calling our customers with good phone numbers our sales doubled. It's all in the numbers!
Hi Mitch, Thanks for responding to my blog about buyers. I have been keeping in touch with the lead I described and will continue. I think these people are ready to buy now. I'm just nervous since I have not been able to get an appointment to meet with them. Veronica
Great point, Thanks for sharing the information, Have A Great Day
Hi Mitch,
You are 100% correct about emails and loyalty. People do not, and can not, even begin to develop any sense of loyalty to a name on a screen. Hearing a voice is a great way to improve that, but I suggest to our agents that they meet face to face at least one time. Yes, even those people who say they are 6 months away from buying. Truth be told, I rarely answer that question with 100% honesty when I am asked it on a web site form. Why would real estate consumers be different?
By the way, the site looks great!
Tim
Hey Tim!
You are right about meeting face to face. However, in many areas, especially here in Florida, we don't have the opportunity to meet face to face since our customers live in the Northeast and all around the world. 80% of our buyers are from out of state or out of the area.
However, if I could, I would encourage them to do the same.
Thanks for the comment on the site. Things are coming along nicely. I'll have to give you a tour when it's ready!
80%?? Wow, that is an incredible number! Proof positive that your web site is working, and working well!
Tim