Converting Web Site Home Buyers to First Contacts

According the National Association of Realtors(R) ("NAR") surveys completed between 1999 and 2003, 66 percent of all home buyers stick with the first real estate agent they contact. The number one reason stated was that buyers perceive all real estate agents to be the same. This means that two out of every three contacts that you receive when you are the first contact, you are most likely to get the business.

There are two major items that get in the way of this not happening. First, if you don't show them how you are different from the other realtors and if you don't have a formalized conversion system.

The NAR news is good news if you are the first contact. But what do you do if you aren't? What can you do is a more accurately way of asking? Agents know there is a wide difference between experience and competence. This doesn't really matter though, agents main target isn't selling to other agents.

The key is to create a marketing process that pushes you in front of the line of other realtors.

The 2003 NAR report stated that 71 percent of buyers use the Internet to gather information on buying a home yet only 6 percent use the Internet to find an agent. This means that 65 percent of the people visiting realty-type web sites and just there for information. The 2003 numbers are an increase from 41 percent and 3 percent in 2002. Keeping at this same growth rate, the 2004 prediction would be 91 percent and 9 percent.

The Internet is the fifth method to find agents. The first four are: referrals, repeat business, met agent at open house or office walk-in. The fifth with the Internet were yard signs. The least effective at 1% were advertising trinkets and direct mail.

What type of Internet presence do you need in order to be first contact -- or part of the nine percent in 2004? With the Internet ever evolving trying to keep up creates a throw-up-the-arms frustration at times if you're not techie savvy or paying for someone else handing the site.

There are four major keys for staying present and being in the this nine percent:

1. Automatic database system
2. An informative, interacting, and evolving web site
3. Technology support for leveraging time
4. Newsletters, printed or e-delivered.

I don't need to remind you that buyers are getting savvier every year with the Internet and with home buying. And due to this they will test your knowledge level during your first contact to see if you have what it takes to save them money, time and headaches. The latter, headaches, being
number one.

Just recently I called four real estate agent companies and asked them one question out of the yellow pages and it was amazing what I discovered and the way I was treated. One agent took my name and number, promised to call back, and never returned my call until the next day with kids and dogs
screaming in the background. It took me seven more tries to find an agent that could answer the one question correctly (the way NAR said it needs to be answered). Out of 12, 8 answered incorrectly, and four of them you could tell were "winging" the answer.

What are you doing to make yourself different? Communication skills need to be a big consideration. There are three major Internet communication items that make the determination of whether they are going to contact you or
pass you up for another web site.

1. Clear communication and instructions on the web site. This happens most of the time through linking. You ask visitors to click here but all they have is an underline on the word. Say "click here for." The other item is that
what are they going to get or find if they click there? Is it perfectly clear. Where are they going to go if they click there? Is the link taking them to another site, another page? The why, why do they need to go there, why do you want them to go there. What is their benefit for clicking there.

2. Ease of use. Is the navigational system of the site easy to use for visitors. Some people are very visual and by giving them an overall view of what they can find -- either in words or in a diagram eases their comfort level.

The more comfortable they feel at the web site, the more comfortable they are going to be taking the call to actions you have designed on the site. Create Step 1, 2, and 3s to handhold them through a process.

3. Provide details. Again, something similar to what I said in #1. Be clear, give details on what will happen if, where they will go next, or what they can expect to get or know by this. Remove the scariness of unknown quantities
and expectations. Lead visitors through your site. Give them a handshake and don't let their hand go and walk them through all the processes they came to accomplish. How are you different than other agents -- spell it out with details.

Catherine Franz, business coach. Previously a real estate agent and exec with National Association of Realtors. Additional articles and ideas about marketing to attract business: http://www.abundancecenter.com

In The News:

YouTube Takes Down Red Ice's Main Channel  Southern Poverty Law Center
Welcome to the Promoconomy  The New York Times
Enlisted Promotions  Pactrick Air Force Base
Lot 99 Is Site of Promotion for Drivers Who Commute  University of Arkansas Newswire
When no one wants a promotion  Business Standard

Website Promotion: 10 Ingenious Ways To Defeat Your Competition

Business is war.To get to the top, you must fight... Read More

11 Awesome Ways To Attract More Orders

1. Create a free ebook directory on a specific topic... Read More

Why Running Contests Can Help You Attract and Retain Quality Community Members

Assuming that it is legal to do so in your... Read More

Seecrets on Website Promotion: Marketing Plan for Joe Nogood Gift Store

Joe Nogood owns a small but thriving gift store. He... Read More

Website Promotion ? Need Inspiration to Write Articles? Check Your Stats!

One of the best ways to promote a Website inexpensively... Read More

Promotion Techniques Dont Have To Be A Hassle

Are you tired of writing countless eMails to other webmasters... Read More

Secret PopUp Technique - Can Drive Thousands Of Targeted Visitors To Your Web Site

I think you all know that buying pop ups in... Read More

Ten Day Plan to Online Sales

Recently one of my students asked a great question: We... Read More

New Websites Can Now Make A Dent In The Ever Growing Internet through Effective Advertising

Delivering Quality Traffic to your website is essential in helping... Read More

10 Shocking Ways To Energize Your Sales

1. Start your own internet radio station. It could be... Read More

Restaurant Website Promotion - How to Boost Your Business Using Tested Online Marketing Tactics

Being a restaurant owner means you are always interested in... Read More

How to Increase Your Website Traffic in 3 Easy Steps

Promoting your website might seem like an enormous task that... Read More

Reciprocal Link Exchanges - A Foolproof Technique That Will Never Die

On the Internet, links are very important for websites to... Read More

I Need Real Visitors, NOT Search Spiders!

The answer to the first question is simple, the difference... Read More

Do Not Build A Website Until You Have Researched Your Keywords

Imagine that you have a $25,000 marketing budget for your... Read More

SuperCharge Your Website With Multi Linking

Here's a fairly obvious Multi Linking Strategy that is probably... Read More

Accessibility: Is your website causing you to loose potential clients?

Accessibility: Is your website causing you to loose potential clients?With... Read More

Rich Media - Exploring New Territory

Until recently, audio, video, Flash, and static graphics were all... Read More

Top 10 Reasons Why I Reject Article Submissions

Each week I receive dozens of article submissions to my... Read More

The Quest In Advertising Your Website

Website advertising, the unending quest of every website owner. And... Read More

Online Promotion: Five Extraordinary Online Promotion Secrets To Sky-rocket Your Sales

Do you want to achieve extra-ordinary success in your online... Read More

Avoid These Common Mistakes With Your Links...

Links are the main pillar of your website. To navigate... Read More

Instantly Increase Your Sales and Conversions by Adding New Hover Ad Technology to Your Websites

First Generation - The Popup Popups, if you're somehow, strangely,... Read More

Five Fun Ideas That Increase Online Traffic

1. Using Hidden Links to increase subscribers or for a... Read More

How To Quickly Make Money With Your Website?

Quickly making money with a website is the dream of... Read More