The first step to a successful online strategy is creating a real estate lead generation system to drive relevant traffic to your website. The second stage consists of converting early-stage leads.

Your website should be a hub for relevant information where buyers & sellers would want to register to receive more information from you. This is how you convert anonymous website browsers into real estate leads. This is important to see a positive ROI on your real estate marketing efforts.

Once your real estate lead generation system churns a new lead, it’s time to nurture that lead so that it can grow into a valid sales opportunity. This capture, conversion and incubation process is vital to closing more real estate transactions.

Unfortunately, a self service real estate lead generation system relies solely on the visitor to take action, in this case submit their contact information through your website. Although information is primarily the reason for a visitor to want to communicate with you, there are millions of other sources online where prospective clients may find the information they seek. So how can you differentiate your website and brand to improve conversions? First, you’ll need to build trust with your visitors, which will increase the likelihood of them providing you with their personal information. Without conversions, it becomes difficult to then incubate leads until they are ready to buy or sell.

At ReadyChat we focus on the most critical point of online real estate marketing – the conversion process.

Real Estate Marketing – The Conversion Process:

1. Increase traffic through a real estate lead generation system, this is where prospective homebuyers and sellers search online and find your website. The key to this method is to have a strategy that can increase your online visibility and reach. You can achieve this through search engine marketing (SEM), search engine optimization (SEO), social media and blogging. The more places prospective homebuyer and sellers can find your content or website, the greater your chances are of attracting visitors.

2. Lead Conversion, this is when website visitors decide to commit to your offer by providing their contact information with the expectation of receiving information they requested. This is the most important component of successful lead generation, because without a solid conversion process or offer in place, there likely won’t be a high number of leads filling your sale funnel. The key to successful conversions includes establishing trust quickly and personalizing the experience enough to influence perceived value in engaging further with your brand. ReadyChat customers experience 2-3 times increases in conversion rates utilizing such technologies as live “click-to-chat” and proactive chat to engage website visitors and to establish trust quickly.

3. Lead Nurturing is where your patience will be tested. Most leads received from online lead generation will likely not be ready to buy or sell today. However, the goals of nurturing leads are to benefit you in the long run, so that when your leads are ready to purchase, you’ll be top of mind.

This post is meant to educate you on the importance of a real estate lead generation system and lead conversion in order to maximize your current real estate marketing spend and Return On Investment (ROI). If you are already investing in marketing and promoting your website in any way or form (including offline advertising), you need to optimize your lead conversion in order to see more positive results.