According
National Association of Realtors(R) ("NAR") surveys completed between 1999 and 2003, 66 percent of all home buyers stick with first real estate agent they contact. The number one reason stated was that buyers perceive all real estate agents to be same. This means that two out of every three contacts that you receive when you are first contact, you are most likely to get business.There are two major items that get in way of this not happening. First, if you don't show them how you are different from other realtors and if you don't have a formalized conversion system.
The NAR news is good news if you are 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 line of other realtors.
The 2003 NAR report stated that 71 percent of buyers use Internet to gather information on buying a home yet only 6 percent use Internet to find an agent. This means that 65 percent of 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, 2004 prediction would be 91 percent and 9 percent.
The Internet is fifth method to find agents. The first four are: referrals, repeat business, met agent at open house or office walk-in. The fifth with 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 nine percent in 2004? With 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 site.
There are four major keys for staying present and being in 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 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.
