Don’t Ignore Internet Leads – RISMedia |



What do you do as a real estate coach when your client is doing all the activities that generate positive income and does not see the desired return? If team members work in their area of ​​influence, get referrals and keep in touch with all of their past clients, but still don’t see the growth they want, what’s next? Their online presence can be a problem. Real estate professionals often prioritize their online leaders because real estate has traditionally been an industry of personal communication.

However, it is no longer possible to ignore online leads and still be successful. Most home buyers start searching online. If your customers aren’t finding and converting leads online, it’s time to find out why. Fortunately, this shouldn’t be a mystery. As the real estate team becomes a master of analytics, they will quickly begin to understand how they can improve and attract leads.

It’s important to show your client what using analytics can do for them and their business growth. Teams that look at the data can determine where to spend money on paid advertising, what keeps people from joining the mailing list, and even what types of people are attracted to work with them.

This information could change the way a real estate team finds new leads. While your client might think that he wants to specialize in luxury real estate, he may realize that a lot of young first-time real estate buyers are landing on his page. This information could prompt the team to either rebrand to better reach these luxury customers, or attract younger potential sellers and buyers and focus on converting them into customers.

In real estate, understanding people is very important. To convert leads, you need to forge real human connections. Since there are so many leads online right now, analytics will help your customers better understand who their leads are. Without this tool, the real estate team cannot be fully effective in today’s digital world.

If your coaching client is hesitant to look at or use analytics to make decisions about their online presence, it’s important to find out the why. If you don’t know why your client is resisting, you won’t be able to show him how he can benefit from this tool. Some people feel like they don’t have the time or resources to add another tool to their lives. Others are intimidated by the thought of working with analytics, and some do not believe it will benefit their team.

When you know why your client is not yet enjoying the benefits of this online tool, you can better support them to either use the strategy differently or find a different solution to their needs. You can help them see how their business will improve, or help them see how this can free up time and resources for them. But like any other tool, you need to make sure that your client feels entitled to use it.

Verl Workman is the founder and General director of Workman Success Systems (385-282-7112), an international consulting and coaching company specializing in performance coaching and building successful strength agents and teams. Contact him on For more information please visit


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