Internet Marketing Real Estate Lead Funnel

Lead Conversion Funnel

I was helping a real estate agent get self-hosted using WordPress.org today.

While we were waiting for the name servers to reset I sketched out an internet lead conversion funnel for them. Basically, what we want this website to do. We started talking about what key metrics to be aware of and the process to facilitate the flow of leads.

In my head, there are actually TWO lead conversion moments happening with internet marketing or inbound marketing.

First lead conversion moment

The prospect gives your their contact information. Maybe they sign up on your IDX. Maybe they register for a seminar, webinar. Maybe the download some information.

You offer something of value and they give their contact information in exchange.

Second lead conversion moment

You now have the prospect in your database, contact management system and can start a lead nurturing process. You reach out to the prospect via email, phone calls, direct mail, etc. Depending on what type of contact information you have collected.

Your objective during this process is to schedule an appointment. You are now working to convert this lead into a face to face appointment and qualify them as a solid prospect.

The Moment

You’ll notice in the picture I wrote the word MOMENT, along with a second funnel. This is that second lead conversion point, when you ask for the appointment.

Watch the video of Garron Selliken and I discussing real estate lead conversion and the moment.

Sorry I don’t have a beautiful graphic to show you, just this sloppy sketch. I wanted to share it with you though so that you could look at your own lead conversion system.