Mike Nastri, on Active Rain, Raised this question HERE
The quote below is from Realtor ®Mag and referenced by Mike. It is repeated below for clarity.
Best Practice #2: Don't Call Them
If you've somehow acquired a prospect's phone number and you're tempted to pick up the phone, stop yourself. It's generally a bad idea. Why? You risk driving that potential client away because in all probability, he or she just wanted information, not a salesperson trying to set up an appointment.
Most human beings feel vulnerable and defensive when they're on the phone with a salesperson with whom they don't have a relationship. That's one reason why Internet is such a popular place for prospects' to gather information before speaking to a real estate professional.
So, is it ever appropriate to call an online prospect in response to an online inquiry? Yes, there are a couple of exceptions.
•If the prospects explicitly ask you to call them and provide their phone number.
If it is clear that the lead has come directly from your highly targeted Web site, and the prospects offered their phone number voluntarily (in other words, they were not forced to reveal it in order to access information on your site or order a report). It's so important the lead comes from your highly targeted Web site because then it's more likely they've already learned about your business and have started trusting you. That's a contrast from most inquiries from third-party lead generation services or "one size fits all" sites are actually quite cold.
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Since this is such a hot topic, I asked the Trulia Audience the following:
There is a debate raging within the professional real estate ranks. The conundrum centers on this question: Should real estate professionals take the initiative to call people who register on their websites?
As a real estate consumer, your opinion is highly valued. What follows is a prominent dilemma we face as professionals in this very competitive field.
Scenario: You (the real estate consumer) arrive at a super real estate website. You have come to the site because you want to search home listings for a certain area. You click on FREE Search and arrive quickly at the search area. Here you input your search criteria, press search, and there you have it--a parade of listings that hold your interest. When you press for the next page-a registration page appears. You are asked for contact information. Please give us your name; telephone number, and email address are the basic questions. In order to proceed with your search, you have to input your information.
Question: Is this a fair trade off in your mind? You are trading your personal information for the opportunity to continue searching. You realize that the outfit asking for the information will probably contact you. Do you want to be contacted? If yes, in what way? Via email? Via Phone? Both?
Question: It is difficult to know what consumers want and or expect. When you leave your personal contact information are you leaving it so you are contacted? Leaving it as the price of admission and feel coerced? Angry that the website owner/sponsor requires you leave personal information.
As a legitimate consumer seeking real estate services, what approach should real estate professionals use to gain your business? This is the central issue.
Your responses are truly appreciated and will open up thousands of eyes in our field. Thanks for your help folks.
John Kavaller
Licensed NYS Agent & REALTOR®
845-482-3200 Ext. 13: Office
845-492-0261: John's Cell
john@catskillsales.com
http://www.catskillcountryrealestate.com/
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