Real Estate SEO, Lead Gen and Conversion

Lou Lynch – Internet Technology Professional

Before I get rolling, I would like to give a shot out to Washington DC Real Estate expert Kevin Koitz. Kevin was kind enough to pass on some of the numbers I used in this blog as well as bring to light the notion that I may have been misunderstood as a being a advocate of calling leads later rather than earlier. Thanks again Kev, hopefully this post clears that up as that is definitely not what I meant. Read the rest of this entry »

Before I get into how to use email to follow up I must tell you that making voice contact via telephone is far more effective and a very important milestone in the conversion process. In fact, every email you send should have a call to action where the focus is to get the lead on a full on interactive phone call. Read the rest of this entry »

In my last post I wrote that 70% of web leads are non-responsive to sales calls (and emails) within the first 90 to 120 days.  To better spread the word, I dropped a leader post over at ActiveRain and found out that some of my readers over there took what I said to mean that it was pointless to contact leads during the non-response period.  This is absolutely not the case, it was my intention to convey quite the opposite.  In my opinion the non-response period presents the greatest amount of opportunity for agents that are clever enough to make contact and begin building rapport. Read the rest of this entry »

According to recent data, more than 70% of real estate web leads are not ready to buy (or even look at) homes until 90 to 120 days after they first register on a real estate website. In fact, the majority of the leads that are in the 90-120 day period are non-responsive and simply not ready to be contacted by a salesperson. The bright side is that almost 80% of those leads will eventually close up to 1 year after the 90 to 120 day mark making the average sales cycle 15 to 16 months in total. Read the rest of this entry »

For salespeople, the task of analyzing lead data accomplishes a few things that help tremendously in the conversion process. Having in-depth information on the lead prior to follow-up puts the salesperson in a better position to sell. The better the intelligence, the better the opportunity exists for a salesperson to prepare a pitch that is relevant to the needs of the customer.

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