"Best Practices for Lead Conversion: Once a real estate agent receives an online lead, now what?"  (Not to be confused with Lead Conversion from Web Visitor to Web Lead)

(Tips 1-5 are in Part One of this Two-Part Series)

6. Once contact has been made via phone or email, it's important to know where the online buyer is at in their buying cycle.  Knowing this will determine what actions steps are needed in the next 2-4 weeks.  Buyers who are early in their search for real estate may not be pre-qualified for a loan or not be aware of the home price they can afford.  Ask the online buyer about Lender Assistance.  If you establish a connection between the online buyer and a professional mortgage professional with whom you trust, the buyer will more likely work with you during the entire buying process.  Your team of affiliates (lenders, escrow, title, inspection) are important to your reputation and ability to create a customer relationship.

7. Ask the right questions.  Do not assume that the buyer or seller read your entire your website and is fully aware of the escrow process.  Furthermore, most Internet lead forms don't capture information that is helpful for you to find the right home for the buyer, or give you information as to the seller's motivation to sell.  Examples of questions are: Do you need to sell a home in order to purchase?  Are schools important to you?  What are four features that you require in your next home (family room, office, basement, etc.)?  Is this your first purchase of a home?  Are you planning to stay in the area, once your home is sold?

8. Be the community expert.  This means, have readily available school reports (hard-copy and web-based) and relocation packets (hard-copy and web-based).  HouseHunt members are the exclusive agents representing their communities, many of which are top agents and local experts.  The quickest way to becoming a community expert is to know the "best neighborhoods" of your community, and most importantly, the listing inventory of your community.  Know where the "move-up buyers" are moving to in your community.  When working with online buyers and sellers, this is the best way to create trust and value in your client relationship.

9. The number one failure in any sales organization is proper follow-up.  It is also true for real estate agents.  Have you stopped contact with a referral that you received 2 years ago from a friend?  Most likely, the answer is yes.  Because it happens to even the best salespeople in any industry.  Have a follow up system in place for marketing and keeping in touch with new prospects, current and past clients.  HouseHunt members receive a free subscription to Total Internet Marketing (TIM) with their exclusive territories.  Members can choose from different action plans for a variety of client types, or create their own custom action plan.  The two most important details in determining your action plan for any prospect or client is a. Frequency of delivery and b. The content.  For Short-Term Buyers and Sellers, HouseHunt recommends contact every 1-2 weeks.  For Long-Term Prospects, every 3 weeks to 30 days is suggested.  Don't just send listings and real estate information.  Occasionally, send a Holiday Greeting Card to your prospect's email address.  Keller Williams real estate agents can also refer to Gary Keller's "33-Touch" Program.

10. Have the right mind-set.  You entered real estate to own your own business and to create your own success.  You did not choose your career without first thinking it through properly.  Even if friends and family told you "not to do it", you went ahead and took a risk.  It's the same with working with Internet Buyers and Sellers.  You may be told "not to do it" or to "run".  But really, if you apply the same critical thinking skills that you used when making your decision to create a business, then you will be successful with working with Internet leads. 

Start with "Best Practice" #10 and work backwards.  These tips are provided to you by a team of Internet Consultants at HouseHunt.  These "Best Practices" are used by real estate agents nationwide and are proven to be succesful. 

This is Part Two of "Best Practices for Lead Conversion: Once a real estate agent receives an online lead, now what?"  The tips provided in Part One include having the right tools and system for follow up, response time and content for the first point of contact.

Since 1995, HouseHunt has helped thousands of Realtors make money from online marketing through Exclusive Community Territories.  Agents and Brokers nationwide have helped HouseHunt create these proven and successful "Best Practices".