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Real Estate Lead Conversion: Stalking Your Prospects

August 17 2011

This is another great post/video we've pulled from the IMSD blog.

Converting Real Estate LeadsConverting Real Estate Leads
There are some amazing tools available to real estate agents to help them “stalk” their real estate leads.  In this webinar delivered by ActiveRain University and IMSD, Liz LandryLiz Landry and Chris McNamaraChris McNamara teach you what methods they use to find relevant information on their buyer and seller prospects, how they use that information to convert real estate leads, and why stalking prospects isn’t quite as bad as it sounds.


The idea of stalking your real estate leads is all about finding connecting points with them that will drive the relationship.  We are trained as adults to always say “no” to sales people.  Our guard is up when we walk into a car dealership, answer a cell phone call from an unrecognized number, or browse through a department store.  Real estate is no different.

Agents who are savvy in online real estate marketing know that the internet can be leveraged to find things in common with their prospects, use those commonalities to assert themselves as a living/breathing person (who doesn’t deserve to be hung up on!), and who those real estate leads that you care about the same things they do.  Those savvy agents also know that most people’s BS meter is a lot higher than we give them credit for, so be genuine.

Some of the stalking tools for real estate lead conversion covered during this call include:

  • Google – The old tried and true.  Google is the perfect tool to use for that one minute of research before you make the introduction call.  Drop in their email address and you’ll find all sorts of quick information.
  • Facebook – Where they live, work, and additional contact information (depending on their privacy settings).
  • Craigslist – This one is a surprise!  You’ll have to watch the video to get this great nugget!
  • GoDaddy – Find out if they are a small business owner (solid income bracket), what website domains they own, and their contact information.
  • PIPL – Tax records, social media profiles, and court house records (marriage, divorce, ARRESTS, property liens).
  • Rapportive and Xobni – Email integration tools that display social media profiles along with recent posts and tweets.

Now don’t forget one of the most important elements of the real estate lead conversionreal estate lead conversion techniques you’ll learn about in this webinar… THEY ARE STALKING YOU TOO!  Be sure to use all of these tools on yourself to know what their first impression of you is going to be.

If you want to up your game when it comes to real estate marketing, the Internet Marketing Specialist Designation is a great training program to look into.  IMSD provides a system and a plan for agents to grow their business through social media, blogging, Craigslist, SEO, Google AdWords, Facebook Ads, and other highly effective means.  Visit to learn more.  Register with the promotional code “ActiveRain” for a $175 discount on the training program.