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

---

Are You SURE Your Link Partners Still Link to You?

It's a fact. While most link partners are scrupulously honest... Read More

The Link Swapping Trap

If you want to make money on the web, you... Read More

Criteria For Selecting Good Directories!

Directories are the best means for getting related links and... Read More

Ineffective and Unethical Web Site Promotion Methods

In this article I discuss some ineffective and/or unethical website... Read More

Promotional Tools That Work For Online Businesses!

Promotion... also known as selling. Not an easy task in... Read More

8 Killer Ways to Improve the Effect of Testimonials on Your Customers!

Every web business should be using testimonials. Testimonials are extremely... Read More

Keeping It Clean Could Give You A Boost

Keeping it clean could give you a boost.By Mark White... Read More

X-Ray Specs, Turning 30, and Achieving Website Success

I was writing the final chapter of my book on... Read More

Online Advertising: 10 Smart Ways To Increase The Perceived Value Of Your Product

If you have a website promoting any product or service,... Read More

Effective Affordable Website Promotion Can Be Achieved

Seeking effective affordable website promotion should begin with listing your... Read More

Web Site Promotion-Advertising Your Website For Profits

Making money with your web site is the dream and... Read More

Is Your Website Content Worth Reading or Obvious Search Engine Bait?

Webmasters are always looking for ways to increase their traffic... Read More

How To Obtain Free Advertising For Your Online Business

The beauty of the Internet is that it allows you... Read More

Visitors Through Search Engines

You have your site into the search engines, but where... Read More

Submitting Your Website With Web Promotion Services

Once you have built and uploaded your home business website... Read More

7 Innovative Ways To Advertise Your Web Site

1. Directory Linking Create a directory of web sites on... Read More

Cross Promote Online For Maximum Profits

Cross promoting is when two or more businesses promote their... Read More

Sales Marketing: 10 Proven Secrets To Market Your Website Offline

Some Internet marketing experts have claimed that the best way... Read More

The Amazing Ways To Jump Start Your Sales and Attract Orders

Every business owner want to attract more orders and have... Read More

SEO - How Fast Do You Want To Get To The Top?

Search engine optimization by some is considered a science and... Read More

Internet Marketing and Getting Your Site Noticed

You may have created and established the best Web site... Read More

Capturing Leads on Traffic Exchanges

There are 3 basic components to capturing leads on free... Read More

Free Advertising and Traffic Exchanges

Reading the postings in different Newsgroups it becomes clear that... Read More

How to Get Hundreds of Links to Your Site

If you are website owner and you have begun exchanging... Read More

How Building a Fanbase will Make You Sales

If you've ever been to a popular forum hosted by... Read More

Search Engine Submission- Don?t be a cheapskate!

Submitting your website to the main search engines should be... Read More

How Important are Back Links?

When setting up your website for SEO (Search Engine Optimization)... Read More

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

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

The Basics Of Free Web Site Promotion

It's easy to forget the fundamental components of Web site... Read More

Cant Write Articles For Links? Write code!

If you've subscribed to an seo newsletter for longer than... 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

Why You Need Submit Articles To E-zines

Ezine publishes have large amount of loyal subscribers. If you... 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