Working with Online Leads

February 24, 2015

1

CHAMBERSBURG OFFICE SALES

MEETING

Market Share

Graphs

Profile of

Buyers & Sellers

Working with

Online Leads

Can a listing be extended or price reduced via e -mail

from the seller?

No. A listing agreement is a contract. When a contract is going

to be enforced in court only the contents of that contract will be

considered as evidence. Outside emails or other information is

not part of the contract or considered evidence .

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LEGAL CORNER

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MARKET SHARE GRAPHS

• Go to Homesale Center

• Click on the

TeamHomesale icon

• Enter ‘Market Share’ in

the Search box

• Download to your hard

drive

Units

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MARKET SHARE GRAPHS

• Go to Homesale Center

• Click on the

TeamHomesale icon

• Enter ‘Market Share’ in

the Search box

• Download to your hard

drive

Volume

5

2014 PROFILE OF HOME BUYERS AND SELLERS

Download a FREE copy

at TeamHomesale

1. What percent of all home buyers were first -time

home buyers in 2014?

6


4 3 3

7

• We’re at the lowest percentage in 14 years

• First-time home buyers drive the real estate market

• At some point the cork in the dam will pop

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2. What percentage of home buyers list “tax benefits”

as their main reason for purchasing a home?

2 0 2

9

• NAR/PAR need to stop talking about ‘tax benefits’

• Desire to ‘own a home’ is qualitative not quantitative

10


3. What percentage of buyers that bought a new home

did so to avoid renovations or problems with

plumbing and electricity?

4 0 9

11

• SHOW new

construction to

professionals on the

go -and- ‘un-handy’

people

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4. “Looking online for properties for sale” was the first

step taken during the home buying process by what

percentage of buyers?

4 3 4

13

• No other category comes close!

• First time home buyers are more likely to talk to a

lender than a REALTOR®

• Older home buyers LOOK online too!

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5. What percentage of buyers found the home that

they purchased on the internet in 2014?

2 4 3

15

• Use of the internet has increased 5X

• Home buyers are driving around less and visiting open

houses less often

• Newspaper usage has plummeted - - - Surprised?

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6. What percentage of buyers either never received an

agent representation disclosure or can’t remember

receiving one?

2 4 1

17

• Shocking!!! It’s the law.

• E&O Insurance will not cover willful negligence

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7. What percentage of buyers either used online agent

recommendations or will consider using them in

their next home purchase?

2 5 7

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• Online presence matters! - - - and will continue to grow

• Your clients can’t help you unless you ask - - - make it

easy for them

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8. What percentage of buyers never recommended

their real estate agent after completing the

transaction?

2 3 7

21

• Over 1/3 of our clients don’t recommend us

• Are you staying in touch and are you asking?

• The median is only ‘1’ !?!?!

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9. “Helping the buyer understand the home purchase

process” was mentioned as the main benefit that

buyers listed what percentage of the time?

6 3 9

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• Our role is to provide counsel and advocacy

• How knowledgeable are you in home inspections, mortgage

alternatives, title insurance - - - ?

• Notice that providing a list of homes isn’t on the list

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10. What percentage of home sellers only contact one

agent before selecting one to assist with the sale

of their home?

5 7 0

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• You never get a second chance to

make a first impression

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TIEBREAKER:How many leads did the Lead

Center process in 2014?

Leads are routed to Listing Agents, Duty Agents or

designated person

Consumers can talk with a ‘Live’ person

Inquiries are answered 7 days a week

Names, phone numbers or e-mail addresses are

obtained in over 95% of inquiries

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LEAD CENTER

Hours of Operation

Mon-Fri: 8:30 AM to 8:30 PM

Sat: 9:00 AM to 3:00 PM

Sun: 10:00 AM to 4:00 PM

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LEAD CENTER

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LEAD CENTER

42,196Total number of inquiries answered in 2014:

(company wide)

2014 Harrisburg Region Lead Distribution

1. REALTOR.com (web inquiry) 26.7%

2. Yard Sign 22.4%

3. Homesale.com (web inquiry) 18.8%

4. Homesale.com (phone inquiry) 4.6%

5. REALTOR.com (phone inquiry) 4.5%

6. BHHS National (web inquiry) 4.4%

7. Homes.com (web inquiry) 4.3%

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LEAD CENTER

2014 Harrisburg Region Lead Distribution

Newspapers 2.8%

Carlisle Sentinel

Patriot News

Palm Advertiser

Lebanon Daily News

Merchandiser

Public Opinion

Hummelstown Sun

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LEAD CENTER

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ONLINE LEADS

Idea:

Buy a Home

Go to

Web

Browse

for

Homes

Learn

Website

Consider

Finances

Drive

Areas Load

Portfolio Lender

SearchPre-

Qualify

Select Homes

to View

Home Tour

Request

Show

PropertyNarrow

Home

SelectionSelect

HomeWrite

OfferNegotiate

Manage

Repairs

Loan

Process

Final

Walk-

through

Closing

Area of Opportunity

Strong Skills

Disconnect

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ONLINE LEADS

Initial Response

1. Respond quickly

2. Respond the way they

came in

3. Give exact information

4. Showcase your

expertise

Long Term Follow-Up

5. Use a CRM

6. Set aside time to follow-up

7. Send relevant information (customized)

8. Take notes on the prospect

9. Use your partners

10.3:1 ratio for impersonal vs. personal

communication34

ONLINE LEADS

35

THREE CHEERS

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WANTS AND NEEDS

Working with Online Leads

Real Estate

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