Back in April, I wrote a featured article on working internet leads.

I turned it into a slideshow and posted it on Slideshare.net on the Real Estate Client Referrals account...And, I liked it so much, I thought I would post it here to see how it converted to a blog post.

I have to admit...I think it looks very slick. What do you think??

I have written several blogs in the past about what to say in listing ads/announcements. This is a great reminder to include SCHOOL INFO!

Yeah...I know.

Believe me...my jaw hit my desk too when I read that statement during a debate on whether or not I had a responsibility to notify a broker as to the unprofessional actions of one of his agents.

A little background for you...

My company uses email campaigns to fish for agents as any marketing company does. One female real estate agent in Mississippi called my phone off of the emails and proceeded to cuss me like a drunken longshoreman. (This is a "professional" real estate agent, mind you...)

Roughly five "f" bombs and a whole host of other flavorful inuendos and suggestions of where I can put my client's information later, I decided I would call her back. Irritated to no end, I dialed her phone and was directed to her voicemail. (Figures...)

So, at that moment, I politely told her I recieved her voicemail and that as a professional courtesy to the company she works for, the broker that she is under, and the brand she represents, I would be more than happy to make a courtesy call to her broker and let him know how she was representing the company. I also gave her my phone number in case she wanted to call back to attempt to rectify this situation.

After waiting an hour for a callback, it took about 17 seconds to google her cell phone number to find her information on the company website and a direct phone number to her broker. I called him up, explained the situation, and he was FURIOUS that any of his agents would act in such a way. He told me it "would be handled" and he apologized to me yet again as we got off the phone.

To this day, I have no idea what happened, if anything. But, as an advocate for continued education, increased professionalism, and elevating the standards of the real estate industry, I believe it was my right...perhaps even my duty...to let the broker know.

So...My question for you is this: If you know of an agent that is acting in a manner that is ridiculously unprofessional, do you have a responsibility to notify the broker of their behavior? If this was one of YOUR agents, would you want to know that this is how your company was being represented?

You can follow Clint on Twitter, or fan RECR on our Facebook page. Or, if you have any specific questions, please contact Clint directly at 800-977-7058.

** Disclaimer -- Hard-knock advice contained here. I usually write things with humor, sarcasm, and a certain lilt that most enjoy. This has none of that. Toughen up. This is about as serious as I can get without thinking I need coffee...or a vacation.

As one of our Facebook fans recently put it, “Internet leads are the new office phone call!”

The truth of the matter is that the internet lead is here to stay. And according to a recent NAR stat, 94% of all home buyers searched on the internet BEFORE they ever contacted an agent. So, agents have had to adapt to take advantage of this accepted fact.

But, the general opinion on internet leads is that these prospects are anywhere from six months to two years from making their purchase. And, in some cases, this is surely true.

But, the factual statistics simply state that the majority of internet inquiries are exactly the opposite. This data reveals that the vast majority of internet-generated leads are six months or less away from sealing the deal. Specifically, research has shown that a generous portion of all internet leads are only 4 months or less away from making their purchase.

In truth, internet leads tend to:
• Be better educated
• Buy more expensive homes
• Use a Real Estate Professional
• Have higher incomes
• Have a shorter search time
• Stay loyal to their Agent
• View fewer homes

So, why is it that sooo many agents have such a hard time converting them into prospects and, eventually, into a closing?

Well, to quote Bob Stewart of ActiveRain...

"...it's not because the leads were bad, it's because you (the agent) were not good at working them."

Working an internet lead is different than working someone that walks into your office or even calls you on the phone. And, the reason most agents fail at working internet leads is that they do not recognize that these individuals are merely gathering information. And, as such, they may be gathering it from multiple sources.

They have surely signed up on more than one website. There is no implied loyalty here. Don't fool yourself into thinking that you are the only person they are talking to...or your site is the only one that they are checking. Thinking that you are the only resource they are checking at this point is setting yourself up for failure.

So...The goal here -- Be THE source that they should go to...Be the expert. Be the leader. Be the most responsive, best educated, and MOST WILLING to help them get the information that they need when they need it. Doing that will put YOU in the forefront in that buyer's mind. Make yourself stand out.

Which brings me to my closing point here: Follow-up phone calls. (Notice I didn't say anything about emails.)

Most agents simply do not call an interent lead. Fail. They email them. Fail. That is setting yourself up for failure. It is a cop-out. It's the easy way. And, in the vast majority of internet inquiries studied, it does not work!

Of the agents that call those inquiries, most agents do not call an interent inquiry more than two times. Fail.

You have to remember that by signing up on your website, they are asking for information. They want something you have...and it is your job to get it to them. Don't worry about "being a bother" or thinking that you are going to offend them.

(Does that happen once in a while??? Sure... But, that doesn't mean it happens ALL THE TIME! Ever have your order get screwed up at the drive-thru window?? Yup....everyone has. But, you still go through it, don't you. Same concept.)

Text them right away. Don't text?? Call them! Call them several times. They are asking you to do your job. Following up with them is your job. That requires calling. Don't call once. Don't call twice. Call twice a day for 5 days, if that is what it takes.

What is the worst that can happen?? They tell you not to call them any more?? Awesome!! At least that way, you have an definitive answer as to whether or not they are serious, right? The serious inquiries will want to talk with you. And, the ones that aren't will tell you not to bother them. Either way, you were successful.

Following up with your leads is your job. Learn how to do it properly. And, if you can't, hire someone that can. You will close more deals! You will be a better agent! You will make more money!

If you want more information on working internet leads, check out Real Estate Client Referrals and see how we can help you achieve that goal. Call Clint at 800-977-7058, or follow him on Twitter. And, if you are on Facebook, fan us up.

Yes, I can! (Ha! Bet you didn't know I heard you say "No you cant" before you clicked that link, huh...)

Really. I can read your mind. And, I can prove it.

Let's do a little exercise.....Get a piece of paper and a pen. Got one? Ok...(Yes, this is going to require your participation. Trust me...it wont hurt.)

Pick a number between one and ten. Any number will work. Write it down at the top of your paper and then circle it. It will be needed again in the future.

Ok...a little light math is required here. (I hope I don't burn anyone out...)

Take your original number and multiply that number by two. Write that new number down on your paper.

Now, add eight to your new number. Write down that resulting new number. (Cross out the previous number to avoid any potential confusion. Sometimes all these numbers get to look the same...)

Now, take your resulting new number and divide it by two. Again, write down your new new number and cross off the old one. (Are you still with me???)

Now, subtract your original number from your new new number. And, again...write it down and cross off your previous number.

Now the hard part...(Ok, not really...But, go with me on this for the suspense factor, ok?)

I want you to assign a letter to the number you have in front of you. If your number is a 1, then the letter is an A. If it is a 2, then the letter is a B. 3 is a C, 4 is a D, and so on... Write down what letter you got.

Now, I want you think of a country that starts with that letter. Any country. Could be in the Americas...could be in Europe. Anywhere. Just pick a country. (Got one yet???) Ok...write it down next to your letter. (Yeah, I know...there is a lot of writing in this. Just go with me on it.)

Now, whatever letter you had...move to the next letter in the alphabet. (It's the alphabet, people...its not that hard.) If you had an A, you new letter is a B. If you had a B, your new letter is a C...etc.) Write down that new letter.

Now, I want you to think of an animal that starts with that letter. Could be any animal...anything at all. Big. Small. Doesn't matter. Pick one and write the animal down next to your new letter.

Now, I want you to think of the color of that animal. (Pretty sure you can guess what to do now...) Write it down under the animal.

Ok...Pencils down.

Now, its my turn...

(Please...be quiet. I have to concentrate.)

Slowly rubbing my temples while appearing to be concentrating really hard...

Tapping into the cosmic powers of the universe... (Secretly hoping I turned off the coffee pot at home before I left today cause cleaning that up sucks...)

Ok. Ummm...I'm sorry. But....

THERE ARE NO GRAY ELEPHANTS IN DENMARK!!

Told ya I could read your mind...Have an awesome April Fool's Day!!

If you would like information about Real Estate Client Referrals, contact Clint at 800-977-7058. Or, follow him on Twitter. If you are on Facebook, become a fan!

I have never claimed to be a smart person. I dont specialize in "smart". What I do specialize in is surrounding myself with a miriade of smart people. People whom I consider to be industry leaders. Revolutionaries. People focused on making the people in our industry better...Heck, the entire industry better.

We all know the names of people here on AR that work toward that goal. But, there are many more outside of ActiveRain that have the same goal in mind.

One of those people of whom Im speaking is Matthew Rathbun. He is an agent, trainer, coach, mentor, and blogger.

I first met Matt on Twitter through several mutual friends of ours over a year ago and quickly tapped him for information and knowledge. We have developed a friendship that has continued thus far...fingers crossed that it will in time as well.

Aside from his work as an agent in Virginia, Matt runs a real estate education center. He knows his stuff (for lack of a better word). You should check him out at www.TheAgentTrainer.com.

He posted the following yesterday.......

I'm hopelessly addicted to Twitter. Hopelessly. Addicted.

Aside from the obvious health risks associated with addiction as a whole, I have to admit that one of the reasons I am so addicted is I am following some of the most amazing people there.

Some of which are industry-leading mavens including Chris Brogan. (If you do not know who Chris Brogan is...I seriously suggest you repent immediately.)

Anyway, one of the many times I was glancing at Twitter yesterday, I happened to see @ChrisBrogan type something that struck a chord with me...

"#1 thing people want to do: talk about themselves. #1 thing marketers do: talk about THEIR stuff. See the problem?"

See the problem??

I sure do. 

I'm a sales person. Yet, I have never been much of a "pitch man". 

And it continually amazes the other sales people in my office how I can run numbers as high or higher than they are able to run without ever sounding like I am selling anything because I am never on the phone ranting and raving about this feature and that feature and this other feature in a half-baked attempt to impress my client enough with my all-knowing knowledge that they simply fall to the floor on their knees and beg me to take their credit card.

Nope. I have a different approach. The answer is simple -- I listen.

I listen to my clients.

I listen to my clients tell me what is wrong and I help propose a solution that will fit their needs. I let my clients tell me what it is THEY need before I start telling them how great my product is or how it will solve all of their problems.

Amazing concept, I know... (Not really)

Want to sell more??? SHUT UP!!

Shut your pie hole and listen to your clients. Ask questions that require explanation. Take notes about their answers. You will easily discover what it is your client needs. Once you have done that, THEN talk about how your product can solve THEIR problem.

You were given two ears and only one mouth at birth. Use them accordingly.

Listen twice as much as you talk. By doing so, the answers your clients need to hear are right easily found. And, once you know what THEY need to hear, THEN you will know what you need to say to get them to say the most important words of all.....YES!!

If you are in real estate, you should follow Clint on Twitter! You should also become of fan on our Facebook page. Or, if you have questions about Real Estate Client Referrals, please call 800-977-7058.

So, there I am...sitting in the drive-thru at McDonalds. (Not that important really...everyone reading this has been there more than once, I'm sure. So, you know what I'm talking about.)

I pull up to the little speaker and bark out my order from memory (probably a bad sign considering...) and wait for the voice of approval to squawk back at me with my total amount owed and telling me to pull forward to the first window...which I do willingly and with much anticipation (OK, so I might be over-exaggerating that 'anicipation' part. I mean...this is McDonalds...).

I sit in my Sport Family Truckster (that's what I call my Dodge Caravan Sport...its better than saying I drive a mini-van, isn't it??) and politely hand the dude on the other side of the sliding glass window my debit card. Swiped and freshly charged $4.35, he hands it back to me...and without a word, shuts the window.

Puzzled...I sit there.

And....I sit there.....

And..........I sit there.........

And..................I sit there....................contemplating why I didnt just go to Burger King....I mean, its been a long time since I have been there. It's just right up the street. And, the service there is always faster anyway. Dang it. Should have gone to Burger King...I could just drive away right now...After all, it's only $4.35...Not much of a loss...Yeah, that's what I will do...I will just drive away...OK, one more minute...

And...................I..........sit..............there...........waiting..........for what must have been a good three, maybe even four minutes!!!

I KNOW!!

The horror!!

The drama!!

The unmitigated gall!!

Making me wait that long...what were they thinking??? Don't they know that I want what I want and I want it right now??? Isn't that the entire point of using a service like this???

Suddenly, the window flies open and Silent Bob hands me my food and WHAM! door is closed again and I drive off feeling like I just wasted 4 minutes of my life. (This had better be the best breakfast burrito I have ever eaten, damn it...)

Now, correct me if I'm wrong...(and I'm willing to bet dollars against donuts that I'm right)...but, there are WAY more real estate agents in your town than restaurants. Knowing this, and knowing that all of you have said "yes" to those last two questions I asked about wanting what I want and that being the entire point of using their services...Why on Earth would you wait to follow up on a client??

By hitting your website and requesting information...aren't they sitting on the other side of that sliding glass window in your drive-thru lane just waiting for you to hand them the bag full of goodies they requested??

Let's examine a couple things to prove my point...

Did you know that the average real estate agent waits 54 hours to follow up on an internet inquiry?? 54 hours!! In case you aren't that quick at math, that is over 2 days!! (If you remember from the example above, I was ready to leave after 4 minutes...)

According to a recent study done by Kellog and MIT, you are 21 TIMES more likely to turn an internet inquiry into a client if you contact them the first time within the first 5 minutes of them being on your website versus waiting only 30 minutes.

And, that percentage chance drops to single digits if you wait longer than 90 minutes.

Let me give you a quick example of what that difference is...(There is some physical involvement here. Trust me, this little exercise will drive my point home nicely...)

Find a box of paperclips.

Once you have done that...take out one paperclip and lay it down on your desk. Now, take out 21 paperclips and lay them out end to end across your desk in front of you.

See the difference??

21 TIMES MORE LIKELY TO GET A CLIENT by calling them back in 5 minutes versus 30!!

So, why would you wait over 2 days?? Or, 90 minutes?? Or even 10 minutes?? In the internet world, 90 minutes is an entire ice age!! What do you think making them wait for over 2 days seems like?? Yeah...in the internet world, that's an eternity!!

Bottom line -- If you do not have systems in place to allow you to respond to an internet inquiry within the first 5 minutes of having it, you are losing clients. They are leaving your site and heading to another site that will give them what they want with the response times they require. Your clients want the same thing you do while you sit in the drive-thru. They want what they want and they want it right now. And, if they cant get it from you, they are going to find somewhere else to get it.

* For the record, The chart I used above is from the Kellogg Lead Response Management Study.

** Also, for the record, the McDonalds and Burger King logos were posted on other blogs that I read and were posted with permission from those other bloggers.

*** Oh yeah...In the interest of full disclosure and a generous dose of CYA...  All opinions with regards to either restaurant's quality, speed, location, value, taste, convenience, or any other noun you can insert here are STRICTLY MY OPINIONS. They are not fact. And, should not be taken as such.

If you would like more information about Real Estate Client Referrals and how we can help you make more money, please contact Clint at 800-977-7058. If you would rather stalk us voyeuristicly, you can fan us on Facebook or follow Clint on Twitter. 

If you have ever read any of my blog posts in the past, you know that RECR has a fanpage set up on Facebook.

Many of you also know that I am the administrator for that fanpage.

For those of you that dont know either of these things, click here and join! 

Yesterday, I decided I would take 60 seconds and create a video to post up on the fan page. After messing with my computer for nearly an hour and realizing that my microphone wasnt going to work regardless of how many times I unplugged the mic and plugged it back in, I decided to take a page ouf of @realestatezebra's book and record the video anyway without sound.

So, I printed out what I wanted to say in huge block letters and simply held up pages of paper to the camera.  Here is what ensued...

There will be plenty more of these in the future!! Make sure you dont miss out and join the RECR fanpage.

Social Media in Plain English

Now that I am working closely with several people in my local area in teaching businesses the power of social media, I am constantly on the hunt for new, innovative ways to explain why they should be involved in networks like Twitter and Facebook, etc...

This is one of the best examples I have ever found as to why social media exists, why it works, and why so many are turning towards it to help build their businesses!!