Real Estate Prospecting

Chapter 6Online Lead Generation

The Secret to Converting Online Leads

When I first started with working online leads, I gravitated to Craigslist. One of my friends handed me a PDF from the legendary real estate coach Craig Proctor. I read it and implemented it ASAP. Craigslist leads worked, so I did more ads and more ads until I couldn't handle the number of clients coming through.

I built a team around that, and then I pivoted to Google Ads. The year was 2007, and that's when I added an online layer to my real estate business. There were days when we would get over 1000 leads. Not only did I have to figure out how to manage that number of leads, but I had to put the right systems in place to convert at a high level.

I quickly figured out that I didn't want all the areas I was getting leads from, and I also had to put in place a quick way to connect with them. Not only did I find the best CRM at the time for filtering online leads (Follow Up Boss), but I also discovered a piece of tech that auto‐texted incoming leads (FiveStreet, which I put in front of Realtor.com, and then they bought it and incorporated it into their portfolio).

Online Leads Flow Chart

As I handled most of the calls, I discovered the best approach for talking to incoming leads, and I took note of the different strategies. For the few years I was the main person making all the calls to incoming leads and ...