Before you can change this you must understand the realities of generating quality leads and how to actually turn those leads into clients.
In this article we are going to debunk some common myths about real estate lead generation on the web and provide you with some actionable tips to improve your real estate website lead generation and management strategies.
Real Estate Web Leads: Top 4 Myths & Tips
Imagine you’re a young professional who just landed a new job and are searching for an apartment in the DC area.
What’s your first step?
If you guessed searching for “DC apartments” on Google…you were right!
Now you, as the real estate professional, are picturing your webpage at the top of both the organic and paid search results.
Voilà, instant prospects!
Well, not so fast.
While visibility is one step closer to your desired sales conversions, there are many more pieces to the puzzle than simply good search results.
Below, we debunk some popular myths about real estate lead generation.
Common Myths About Real Estate Web Leads and Helpful Tips to Debunk Them
MYTH #1: It’s easy to get to the top of search engine results.
Everyone begins with that ideal image in their mind of their website listed beautifully at the top of the Google search results, sometimes both in the organic AND paid results.
“I just need to include some quality content, provide some links, and choose the correct keywords, right?”
Unfortunately, it’s not that easy.
Getting your page to the top of the results is far from being quick or easy; however it’s better to understand this before diving in head-first.
Without the proper preparations and knowledge of your target market, this could be a detrimental mistake to both your time and your wallet.
MYTH #2: It’s nearly impossible to get to the top of the search engine results.
As previously mentioned, it is certainly not easy, but it is definitely not impossible either. If you take the time to care for your website and provide your visitors with exactly what they are seeking, you will get good results.
MYTH #3: Visitors are most interested in who YOU are.
Well, yes, they do care, but not right away.
Real estate prospects who come to your website from a search engine generally want to see what they searched for. If they like what they see, then they will check out your profile.
However, if you don’t have the information, resources or tools they are looking for to find or sell their home, then you can bet that they will be moving on before even looking at that pretty face of yours.
MYTH #4: Lead generation trumps lead management.
We have found that this is a very common disbelief among not just real estate agents, but many business owners who lack experience with online marketing.
You might have 500 leads, but if only 10 convert, that’s only a 0.02% conversion rate, and this is not enough to support your business.
Conversion rates this low usually lead to a poor lead management system – one that can waste all of your hard work and money spent on marketing.
Generating Quality Real Estate Website Leads Starts Here
There you have it, common myths have been debunked and specific tips have been provided. Remember, there are many pieces to the puzzle of mastering your leads generation efforts.
Successful real estate web lead generation and management comes from ongoing processes and hard work….not one off projects that have no follow through.
Lead Generation & Management Takeaways
Two things we would like for you to take away from this article are centered around two main questions to ask yourself:
1) Why would anyone want to visit, and more importantly, remain on my website?
Create personas and develop your website to cater to them. This will guarantee your visitors will like what they see and increase the chance of conversion.
2) Do I really have an effective lead management / nurturing system in place?
Don’t just rely on automatic response emails to follow up with leads. Your customers will really appreciate a personal email from you every once in awhile, which will develop stronger relationships. Demonstrate patience and interest and follow up with the needs of each customer.
Follow these two things, at the very least, and you will begin to see results.
If you’d like to ask us about any of the information provided above then please feel free to do so in the comments below or by pinging us on Twitter @REMarketingTips.