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The Value of a Swift Response: 07/01/2011

The Value of a Swift Response

The Lunacy of Internet Lead Management in the Real Estate Industry

4 out of 5 by 4 User(s)
3 Comments

RET Staff Go to Profile RET Staff
Published: 07/01/2011
Posted by: RE Technology

Here's another great retro article to celebrate the 4th of July. This one comes to you from Jose Parez.

You finally decided that with prices still low, you are going to upgrade to that bigger house you and your husband have been talking about for years. Things are good with both your jobs and now is the time.

You have heard from several people that XYZ Real Estate has a good reputation and you see a lot of their signs around town so you decide to start your search on their website one night after work. They have a nice site and you are getting excited about the listings they have in the neighborhood you have been wanting to move into.

Saturday morning you decide that you want to spend Sunday looking at a few homes for sale in your dream neighborhood. You get back on XYZ’s site while you are having your morning coffee and put in a request to speak to someone about viewing homes tomorrow. It’s about 9 AM and you give them your cell phone number in case they call while you are out and about.

Soccer, baseball, yard work, laundry, and grocery shopping chores are done by mid-afternoon. You and your husband finally sit down to relax before cooking dinner and wonder why you have not heard anything from XYZ Real Estate. You are both eager to look at homes tomorrow so you check your email to see if someone has gotten back to you. Nothing on email and nobody has bothered to call after several hours. Not impressed with the lack of response, you get back online and start searching for other companies.

Does this happen every day in our industry?

Unfortunately, it happens hundreds of thousands of times every single day!

 

Comments on: The Value of a Swift Response
by Sandy Pond 2011-07-04 06:02:17
I don't know what agents said when this ran before, I don't see the comments here, but I do a lot of on-line advertising and get 2-3 contacts a day, so am qualified to answer. I do respond as fast as possible, but I have a life and my responces are not as fast during the hours I am showing homes or asleep, so I figure 4 hours is an acceptable time. Obviously I can be faster during the day, but most of these contacts come after dinner.

The problem is that if someone calls on a Saturday morning, chances are they aren't pre-qualified, and although that can be done over the phone, it can't be done until they find the papers they need to do it. Then, in most cases, there is a 24 hour notice to make an appointment. So those Saturday am callers won't be seeing anything Sunday afternoon anyway. But they will hear from me as soon as I can, usually within an hour.

I used to allow "not yet qualified" buyers to see one house with me, thinking I was bonding with them and giving them the names of mortgage people they would have good dealings with while explaining the process, but have not had very much success with that. I am finding that at least 70% of the on-line contacts are just looking, or can't get qualified. Anyone have a good idea about how to screen and maintain these contacts?

by Victor Lund 2011-07-04 17:17:26
Sandy, AgentAchieve from CoreLogic has a credit check feature. I think that you can purchase the CRM which has this feature without buying the whole website. But it is nice to have everything integrated.

by Victor Lund 2011-07-04 17:17:27
Sandy, AgentAchieve from CoreLogic has a credit check feature. I think that you can purchase the CRM which has this feature without buying the whole website. But it is nice to have everything integrated.

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