And it is all about them.  They have an interest, a need, a curiosity—an itch of some sort or they wouldn’t visit your Website, send you an Email or phone you in the first place.  But having phoned you or visited your Website does not in anyway obligate them to take the step YOU want them to take and either list their home with you or buy real estate with your help.

YOU CAN INCREASE YOUR ODDS

If you position yourself well, it is possible to put the odds in your favor every time a prospect visits your Website or contacts you in any way.  The surest way to increase your odds of success is to position yourself as an expert in just the thing they are looking for.  In order to do this, you have to know what most prospects are looking for.

YOU CANNOT WIN THEM ALL

While it is true that no one can be an expert in everything, as a real estate agent or broker, you are an expert in what most of the prospects out there really want, which is more tied to emotional than to factual needs.  You are an expert in helping people get through the PROCESS of buying or selling real estate.  Of course a big part of that process involves finding out what each prospect really, really wants and needs.  You cannot help prospects that fire off an Email to you and then ignore all your attempts to follow up but you can change the dynamics and increase the number of Web visitors who do work with you by changing the dynamics of your Website.  The most sensible and effective way to accomplish your goal is to focus on your PROCESS.

When Realtor.com went online and later when IDX options popped up all over the country there were many who predicted the end of the road for real estate agents and brokers.  These folks seemed to think that buying a house is simply a matter of knowing what is for sale, but they were wrong. Real estate agents and brokers are doing very well these days in spite of the fact that their entire inventory is showcased on their Website and on every one of their competitor’s Websites.  There must be something more!

WHERE IS YOUR FOCUS?

What is the draw on your Website?  If the main focus of your Website is your MLS information plus links to other Websites, it is hardly any wonder if the number of Hits vastly outnumbers folks who actually contact you.  If you would like to change that dynamic, consider moving up to a Custom Website where you can showcase your difference and generate more qualified leads. 

A LITTLE BIT ABOUT THE PROCESS

I, too, have a process that I use for helping real estate agents and brokers get better results from their Internet and local marketing.  I start by identifying goals and go on to identify the unique strengths of each agent or broker I talk with.  The next step is to work out a plan for meeting the goals.   I provide all of this FREE to any agent or broker who calls me toll free at 1-888-814-5347 or who visits me online at the Web at http://sellrealestate.net/FreeWebPlan.asp.  In this way, what I do is very similar to what a good agent or broker does to help buyers and sellers make successful real estate transactions.  So what this means is that on your Website, if you want it to bring you qualified leads, you need to provide information but you need to ask good questions.  Why?  Because that is how you start the process and because it works!

It hurts when applied to ourselves but let’s face it, as far as the public is concerned, all car salesmen, insurance salesmen, Web designers and real estate agents are absolutely interchangeable within their separate fields. You and I know that is not true but that is what our prospects think about us.  If we want to change their preconceived ideas, it is up to each of us to demonstrate how we differ.

SHOWCASE YOUR DIFFERENCE ONLINE

  Most real estate agents have template Websites.  That fact alone tends to reinforce the public’s perception that all agents are alike.  On their Websites, agents pretty much say and do the same things.  On the other hand, custom Websites usually stand out in the crowd and they produce better results than template Websites.

HOW PEOPLE REACT TO YOUR HOME PAGE

  Web visitors are irritated when they visit a Website that makes them feel stupid.  It is easy to make our visitors feel stupid.  How?  Just give them too many options so it becomes difficult and time consuming to wade through it all.  Or, make it difficult for visitors to find what they need.  How about keeping the purpose of the Website a secret?  I see many real estate Websites where I have to hunt and hunt to find out what area of the country we are talking about. 

TAKE THIS TEST

  I am going to suggest that you visit a Web page, briefly look at six different graphics and identify the one site that deals with desert real estate.  Ready?  Here’s the link.  http://sellrealestate.net/customweb.htm

I’ll bet you got that right and in record time.  It was the one on the middle-left.  A prospective real estate buyer or seller has no doubt about the relevance of this Website at this point.  You can click on each of the graphics on the Web page to see a larger version and one inside page of the Website.  Then you can judge for yourself whether or not the Website’s content targets the needs and interests of prospective buyers and sellers.   Visit http://sellrealestate.net/LeadGeneration.htm for more information on ways that a Website can help you stand out from the crowd and increase your business.