Being a valuable resource is the way to "sell" to internet leads.

Tutas Towne Realty, Inc

Hi folks. Early last year I made the decision to change my real estate business over to a virtual business. By this I mean I wanted to create a buisness where most of the listing and selling was done over the Internet. I made this decision for two reasons:

  1. Rapidly declining property values
  2. Huge increase in short sale listings.

The first made it no longer cost effective to drive around for days showing properties and the latter made it easier to take listings without having to meet with Sellers.

Right now my business is about 90% virtual. Not sure if I can get  that percenatge higher than that as there are still Buyers that will need to be shown property and there are still Sellers that will want to meet face to face.

So I’m starting to get pretty good with working Internet leads.

Having been in sales of some sort most of my life the most important thing I have learned is…do NOT sell folks. My job as a “sales person” is to persuade people to make decisions that are beneficial to them and to me. TLW says I am a manipulator. She’s wrong. I am a persuader.

You must remember folks who use the Internet are after one thing, information. This is VERY important to understand. They do NOT want to be sold. If you try to sell them the game is over.

Your response back to an Internet inquiry should be designed to:

  • First and foremost….answer their questions.
  • Provide additional information.
  • Be non intrusive.
  • Build trust and likability.
  • Invite further interaction.
  • Let them know you will be following up.

Now having a blog goes a long way to achieving these goals. I have already written several posts on how to push your information at folks so I won’t repeat it here. Here are the links to what I have already written.

The key is to get your information in front of them without selling. What this does is create a non threatening environment where the consumer can get the information they are searching for without feeling like they are being sold or coerced into dealing with a “salesperson” when they are not ready.

You want to be a resource. A source of information that the consumer sees as valuable. You want them to feel comfortable enough to come back. And they will come back if you have the information they are searching for.

If you have spent any time at all reading my blog, then you know, that I rarely sell my services. I don’t have to. When the consumer reads my posts they are getting valuable information. They contact me because I am giving them this information with no strings attached, it’s free for them to use as they choose.

Also remember, people are on the Internet searching not only because they want information but because they want it quick. If you do get an inquiry you must respond immediately. If you don’t respond instantly or at a minimum within a couple of hours you can be sure they have moved on.

You will have more success converting Internet prospects by sending them “anything quickly” than sending them “something more comprehensive” later.

OK that’s it for today. Hope it helps. Any thoughts?


Florida Property search

Bryant Tutas
Tutas Towne Realty, Inc
Licensed Florida Real Estate Broker

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