Industry News

Business strategies for a changing housing market

Real estate pros talk lead conversion, advertising, technology

Nurturing sales leads, converting more inquiries into closed sales and advertising judiciously are important ways real estate agents and brokers can deal with a slowing housing market, real estate professionals said during a recent audio conference. "Agents are going to have to stay in touch with prospects for a longer period of time," said Scott Hoen, executive vice president of Fidelity National Real Estate Solutions. "They can use lead generation systems to stay in touch with them." Along those lines, "Fifty percent of all Internet-generated real estate leads aren't followed up on," said Rich Sharga, vice president of marketing for RealtyTrac, an online marketplace for foreclosures. "If you are minding your knitting and following up on your leads you probably aren't going to be the one to die out in this mass extinction," Sharga said. Sharga was referring to the market softening that many are predicting to take place in the coming year. His fellow panelists during an Inman New...

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