On this edition of Agent Insights we feature guest blogger Janis Benstock, a real estate broker from Philadelphia, PA. For more from Janis be sure to check out her website and Active Rain profile!

On this edition of Agent Insights we feature guest blogger Joan Cox, a real estate agent from Denver, CO. For more from Joan, be sure to check out her website and Active Rain profile!

What is a lead? It appears that there might be a bit of a disconnect between what a lead is, and what real estate agents think a lead is. So today we will break down that wall and discuss the realities of what an online real estate lead really is.

 It’s easy to think that all real estate leads are the same. Lead generation is a huge part of your day-to-day job as a real estate agent – lead generation without lead nurturing is a goldmine of untapped potential.  

Lead nurturing is “the process of developing relationships with buyers at every stage of the sales funnel, and through every step of the buyer's journey. It focuses marketing and communication efforts on listening to the needs of prospects, and providing the information and answers they need.” (Marketo)

This means that understanding who your real estate leads are and what they need is crucial to being able to close them.

Agent Insights - In this edition of Agent Insights, Tom Horn, a Real Estate Appraiser in Birmingham, AL gives us insight on a few mistakes agents make and how to avoid them. Included here are the first 5 mistakes, but please be sure to check out his blog to read the next 5. 

It’s only normal for home buyers and sellers to have questions! It’s highly unlikely that anyone in real estate would complete a transaction without some hesitation and objections. Given, this can feel challenging as a real estate agent. You wear many hats in your job, and the salesman hat can be intimidating.

Remember: you’re here to help them! Leads you are talking to all need something you can provide, and even if they aren’t ready to commit right away, starting the conversation and overcoming their main objections can help you stay top of mind for them when they are ready.

We know, appearance isn’t everything. But similar to your online presence, your dress code as a real estate agent says volumes about you before you ever introduce yourself. You project a lot about yourself and your professional reputation in the way you dress.

Real Estate Express explains further, saying that “a NAR article on “The Importance of Image and Appearance” quotes three Realtor® clients regarding whether having purple hair and tattoos or driving an ugly car would influence their decision to use the agent. One client replied that she would have run away when meeting an agent with purple hair at an open house. Another was impressed because the agent drove the same quality car as the client. Finally, the last one stated clearly that he believed in first impressions. It concluded with, “You should be concerned about how your clients perceive you.” "

How do you control the way clients perceive you and make a great first impression?

In West Philadelphia born and raised, on the playground is where I spent most of my days. There are plenty of takeaways for those of you that have played basketball or are big fans of the sport.