Expert Interview: Online Lead Generation

In this video we interview Travis Saxton of REAL Trends about which technological resources he believes new agents should use as lead generation tools. In addition to the technology advice, Saxton covers topics such as how to create a system for nurturing your leads, what to do after initially receiving a lead, and a few other best practices for new agents.

Here are some of Saxton's key points:

  • When using a lead generation tools like Market Leader or BoomTown!, don't assume the lead is bad because they did not provide all of their contact information or if you have experienced a cold lead in the past.
  • It is important to have a system in place for contacting your leads. For Saxton, it is best to have a system for organizing all leads, another for incubating them, and finally, a system for action leads in which an action should take place immediately.
  • It is essential to reach out to the lead as soon as possible, even if it is not an active lead, to introduce yourself and form rapport. For best practices, have a CRM system that you can use from your smart phone.
  • Although new technology is coming out on a consistent basis, it is best to stick with something that works for you and not chase what is new. This will ensure that you reap all of the benefits from your current system, instead of leaving it before it is too soon to experience them.

Travis Saxton is the Vice President of Technology at REAL Trends. He specializes in technology consulting for brokerages and large producing agents. In addition to this, he is the author of the Online Performance Study, which is a collection of statistics covering real estate related technologies.