This week I received the following post on my blog agent think tank and discussion forum, The Tank. The more I thought about it, the more convinced I was that I should share this with our group.
“One of the surprising things for me is the number of large markets where LCM is not being used. I work in a very small market where we only closed 846 single family homes in the entire market in 2010. LCM draws in seekers even here and I have begun to develop a flow in my pipeline already in the short time I have been using it. I would think a larger market would go like gangbusters.
The incredible thing is that if I can get someone to answer the phone, it is usually easy to engage them in conversation around the customer service follow up idea. They are almost always pleased with the call and appreciate the additional help. At first, I was following the script too much and sounded like a machine.
The more I have done it, the easier it gets and I now come across in a tone that is more friendly and engaging, especially when they find that I am not trying to sell them something, I would think that as I proceed into the Spring, the flow should pickup. I appreciate this LCM tool in my tool kit to help with my business.” Charles McCann, CA
One of the things that I like best about my job is that I get to interact with agents from all over the world. The funny thing is that most of us think our situation is unique. That our market is unique. Our problems are unique. Our struggles are unique. Or what works in other markets won’t work in ours.
But when you talk to agents from all over the country every day, you soon realize that there are very few, truly unique markets or situations. And one thing I see over and over again is that most agents today are spending way too much money in advertising trying find business, and getting very little in return. And why is most advertising today not pulling like it once did?
Here’s why: Today, according to the National Association of Realtors® 2010 Survey of Home Buyers and Sellers, 94% of today’s shoppers begin online. That’s nearly all your current customers! So let me ask you a serious question? What percentage of your marketing budget are you spending online? Probably not much, right?
The reason most people don’t spend much of their marketing dollars online is because the results suck! Let’s be honest. Most agents haven’t closed a single deal from their website. Nobody wants to waste money, especially today. But what if you could actually make money from the Internet without having to spend a ton? Yeah right (you’re thinking). Well, yeah, right!
I personally receive 2-3 inbound Internet leads every single day without spending a dime, and I’m not alone. Thousands of agents today are using very inexpensive tools like the LCM Gateway technology, and then running very specific ads on CraigsList or other similar free sites, and generating that many leads or more.
And then, the only thing that remains is learning how to engage online shoppers so they become clients, and ultimately closed transactions. Just like Charles in the post above. But also just like Charles, they will never wonder where their next deal is coming from, because they have built a pipeline of business that will sustain them even through the toughest times in this market.
So, I encourage you to think about making this the year that you will jump ahead of the crowd and learn to do business from the Internet. It’s really not that hard and the rewards are huge! Today’s Internet-savvy agent is making a killing even in the worst real estate market since the great depression. Why not make this your best year ever. It’s easier than you think.