A New Approach to Real Estate Lead Management

The Internet helped many real estate agents change the way they market their services. Now the same agents are changing the way they approach other aspects of the business - in particular, the process of capturing, filtering, and contacting leads. Web marketing helps attract more leads, but it's becoming clear that agents might not be the right people to deal with them anymore. As the job shifts elsewhere, the role of agents is being redefined.

Many real estate agents likely saw the change coming thanks to the difference between web leads and non-web leads. It can generally be boiled down to a difference in commitment: non-web leads are often solid referrals from other professionals who already know the client, while web leads can represent anyone with ten seconds to fill out an online form. Many Realtors with an online home search require people to fill out a contact form in order to view full details on a particular listing, and this tactic has had positive and negative results - mostly negative. People will readily supply their email address in order to view listing pictures, but that doesn't mean they want to buy a home - in many cases, they're simply spam-bots posting fake email addresses. These leads are less than ideal, but Realtors can't afford to disregard them entirely - that's why their role is being re-defined.

If Realtors are to keep their new web marketing model, they must also find a new lead management process. As it turns out, they might not have to look far; brokers might be in the best position to deal with agents' web leads. With their broader range of professional contacts, and generally superior office technology, brokers can filter more emails and follow up on more leads that look like they might go somewhere. The shift is also natural because most brokers function mainly to provide support to Realtors where necessary, and don't have a high web presence themselves.

An agent-broker partnership would bring real estate in line with other industries where leads and sales are handled by separate bodies. In the mortgage industry, for example, more than 70 per cent of leads are filtered and supplied by real estate agents. The model proposed here works slightly differently because here Realtors supply the leads, but brokers filter them.

A smoother lead management process would also enable Realtors to focus on sales and client service, the two most basic aspects of their profession.

Posted by Teri Bolosh on December 13, 2008 at 12:00 AM

About Teri Bolosh
Teri Bolosh is affliated with Prudential Tropical Realty, which is located in New Port Richey, FL. For further assistance please use the contact information located on the right.

As of 05/22/12 the Teri Bolosh RePage is ranked at 4,771 with 390 points.

Local Information for New Port Richey, FL

Latitude: 28.248918 -- Longitude: -82.717685

ZIP Codes for New Port Richey, Florida	34652 34653 34654 34655 34656
Area Code for New Port Richey, Florida	727
Time zone for New Port Richey, Florida	EST

Other Area Cities: New Port Richey, FL Bayonet Point, FL Holiday, FL Hudson, FL Palm Harbor, FL Port Richey, FL Tarpon Springs, FL Oldsmar, FL

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There were 7,231 households out of which 21.6% had children under the age of 18 living with them, 39.0% were married couples living together, 11.7% had a female householder with no husband present, and 45.2% were non-families. 37.4% of all households were made up of individuals and 20.2% had someone living alone who was 65 years of age or older. The average household size was 2.11 and the average family size was 2.76. In the city the population was spread out with 19.1% under the age of 18, 7.4% from 18 to 24, 24.5% from 25 to 44, 20.7% from 45 to 64, and 28.3% who were 65 years of age or older. The median age was 44 years. For every 100 females there were 88.2 males. For every 100 females age 18 and over, there were 82.9 males. -- Source: Wikipedia.com

Florida 2000 Census Population Profile Map

	New Port Richey	Florida	United States
Population	16,117	15,982,378	281,421,906
Median age	44.2	38.7	35.3
Median age for Male	40.5	37.3	34
Median age for Female	48.5	40.1	36.5
Households	7,231	6,337,929	105,480,101
Household population	15,290	15,593,433	273,643,273
Average household size	2.11	2.46	2.59
Families	3,964	4,210,760	71,787,347
Average family size	2.76	2.98	3.14
Housing units	8,428	7,302,947	115,904,641
Occupied units	7,231	6,337,929	105,480,101
Vacant units	1,197	965,018	10,424,540

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A New Approach to Real Estate Lead Management

Local Information for New Port Richey, FL

Latitude: 28.248918 -- Longitude: -82.717685

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