When You Buy Real Estate Leads

There are a number of reasons why some real estate agents will hesitate or refrain entirely from purchasing listing leads. These are valid concerns and the way by which list providers address them should reflect in the quality of their leads. Here are some things to consider when you buy real estate leads.

Leads can be old. Quality listing lead providers will make sure that their lists are not rehashed versions of prior leads. They will see to it that the list is current and viable.

Real Estate Listing Leads can be expensive. While true, it should also be pointed out that making sure that the list contains names and contact information that are accurate can be quite costly on the part of the provider. In the end, it is the quality of the lead that really matters. The conversion rate should be the true test of the value of the leads.

Prequalification. There is only so much a listing lead provider can do in the way of prequalifying leads. Once they have ascertained a possible prospect, it is generally better to pass the prospect on to the agent at this point. Once the agent gets notified of the lead, this is the critical moment in terms of converting this prospect into business.

Agent Follow-up Mistakes. Mistake 1; many agents rarely call the leads within 24 hours of receiving them. Mistake 2; if the lead does not respond positively to listing immediately most agents disregard them as “dud” leads. Most leads will not be ready immediately. Selling a property is a process and a long one at that for many people. When an agent gets a lead, the prospect could be 3,6, 12 or even 24 months away from putting their property on the market. From here on the quality of the lead depends on the agent’s skill to follow up. While this sounds harsh, this is the reason 95% of agents don’t get the amount of listings they would like from their leads.

Exclusivity. When an agent decides to buy real estate leads, he does not want to be sharing this list with others. Unfortunately, this is another factor that drives up cost since the provider has no other market, presumably, for the list. Only you. Please note that exclusivity is something that is very hard to ascertain. A good deal of trust is involved in the relationship between a real estate agent and their listing lead provider on this one.

All in all, getting a good list from a reputable provider is important when you buy real estate leads. However, always remember that there is still the matter of converting these leads. A lot still depends on the real estate agent, his/her skill, and how he/she establishes a relationship with the prospective clients.

Also take into consideration that early leads are better than old leads. Some people are not immediately ready to sell or buy, but this does not mean that they won’t be. Savvy agents will not dismiss these leads as bad leads. Rather, they tend to classify those as tremendous opportunities in the future. Think of it as building a profitable pipeline of “coming” business.

At Listing Innovations, we help real estate agents set up their own lead generation systems. When you engage our services, you are assured that the leads you are getting are all yours. You are not giving away your hard-earned money to build someone else’s lead generation system. You have your own system that you could sell with your business and drive its value up even further. You can get onto our notification list if you’re not already on there to be notified of upcoming workshops by going to http://www.listinginnovations.com.au/workshop/