We're continuing our series from BrokerageU on building a successful sales funnel for real estate websites. Read the Introduction and Part 1 here.

Generating business from your real estate website requires an approach that is somewhere between print advertising and face-to-face sales.

While it is not exactly like either of these approaches, there is one underlying theme that absolutely transcends all mediums – you have to speak the consumer's language if you want to capture their interest and have an opportunity for a sale.

Can I Ask You a Question?

Let's face it, the internet is just an enormous database. This data is sorted and served based on a data query, also known as a question. What most consumers use the internet and Google for is to ask questions of the great and mighty keeper of the world's knowledge.

Think of it this way, the world wide web is a big database of answers. Your real estate website has to be a collection of your answers to questions that your target audience is asking. Does this make sense?

Regardless of how a consumer finds your real estate website, what they see when they arrive is vitally important. It has to capture their interest or be interesting, or you've lost the fight to push them through the funnel.