Sales Strategies

By CRB, Real Estate Business Magazine, February/March 2007

Sales Meeting Ideas for Managers, Brokers and Owners

'OK, now what?' Using Your Web Site to Increase Sales

You have a Web site. Now how do you leverage that to make more sales or get more listings? "The key to closing more business off a company Web site is not just capturing more information," says Dan Gooder Richard, Fairfax, Va.-based author of the book "Real Estate Rainmaker: Guide to Online Marketing."

"The secret," he says, "is distributing appointments, not raw leads to agents. Brokerages actually have the wherewithal to produce far more sophisticated Web sites, track what works — and what doesn't — improve the site constantly and capture more leads than individual agents can. How to manage the leads, through the prospect pipeline until they are ready to meet with an agent, is critical."