Broward Council of the MIAMI Association of REALTORS



  • MIAMI REALTORS® Launches MIAMI Platinum PLUS for its Members

    May 17, 2018
    The MIAMI Association of REALTORS® (MIAMI) is now offering its members subscriptions to MIAMI Platinum PLUS, an exclusive and unparalleled suite of upgraded Realtor products and services, so Realtors can utilize an even higher level of industry tools to improve and expand their business while enhancing the home buying and home selling process for the public.
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  • Miami Luxury Home Sales Soar in 1Q 2018

    May 15, 2018
    Total Miami luxury home sales surged 12.3 percent in 1Q 2018 as median prices rose for the 25th consecutive quarter, according to a new report by the MIAMI Association of REALTORS® (MIAMI) and the Multiple Listing Service (MLS) system.
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  • MIAMI REALTORS CEO Named to South Florida’s Most Influential Business Women

    May 14, 2018
    MIAMI Association of REALTORS® (MIAMI) Chief Executive Officer Teresa King Kinney was named one of the top 25 Most Influential Business Women in South Florida. The South Florida Business Journal honored Kinney’s strong record of leadership, community involvement and industry innovation at an event on May 11 in Fort Lauderdale.
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  • Miami Luxury Single-Family Home Sales Jump in March

    Apr 23, 2018
    Miami luxury single-family home sales posted double-digit gains as median prices for all properties continued rising in March, according to a new report by the MIAMI Association of REALTORS® (MIAMI) and the Multiple Listing Service (MLS) system.
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  • South Florida Industrial Real Estate Prices, Transactions Rise in 4Q

    Apr 23, 2018
    South Florida industrial real estate prices increased 11.4 percent year-over-year in the 4Q 2017 and the Miami-Dade, Broward and Palm Beach tri-county region posted its second highest industrial transaction volume for the year,
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  • Patricia Anglero Elected 2018 Broward President of the MIAMI Realtors

    Apr 07, 2018
    The MIAMI Association of REALTORS® (MIAMI) has elected Fort Lauderdale broker Patricia C. Anglero as its 2018 Broward Council president. She and all of MIAMI’s leadership boards were installed Feb. 2 at the MIAMI 2018 Inaugural and Awards Celebration.
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  • MIAMI REALTORS Commercial Partners with Research and Data Firm Vizzda to Provide South Florida Commercial Statistics Reports

    Apr 05, 2018
    MIAMI Association of Realtors Commercial (MIAMI Commercial) has formed a strategic alliance with Vizzda (Visual Data) to provide The Quarterly Report – South Florida Commercial Real Estate, which will offer comprehensive commercial research and statistics to MIAMI’s 46,000 members and the consumers they serve.
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  • MIAMI Realtors Commercial Association Rebrands as MIAMI Commercial

    Apr 05, 2018
    The MIAMI Association of REALTORS® (MIAMI) has rebranded its commercial real estate organization, to MIAMI Commercial. MIAMI Commercial’s new name and logo is part of MIAMI’s successful expansion of the commercial reach of the Miami Association of Realtors that enhances the 25-year-old organization, which was formerly the Realtors Commercial Alliance MIAMI (RCA MIAMI).
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  • Miami Condo, Luxury Home Sales Rise in February  

    Mar 21, 2018
    Miami existing condominium and total luxury home sales increased in February, according to a new report by the MIAMI Association of REALTORS® (MIAMI) and the Multiple Listing Service (MLS) system.
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  • Miami Realtors Expands Presence of South Florida Real Estate at Global Expo

    Mar 14, 2018
    The MIAMI Association of REALTORS® (MIAMI) has increased its presence by 400 percent at the world’s largest commercial real estate conference, MIPIM. MIAMI Realtors will have exhibits promoting South Florida at MIPIM from March 13-16 in Cannes, France as part of the National Association of REALTORS® (NAR) expanded U.S. pavilion. This year, MIAMI has significantly expanded the U.S. and MIAMI/South Florida presence by adding its own adjacent exhibit space.
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  • Colombia Leads Countries Looking for Miami Homes in January

    Mar 13, 2018
    Colombian consumers registered the most international web searches for Miami homes in January, according to a new report by the MIAMI Association of REALTORS® (MIAMI). South Florida remains the most-searched U.S. market by international consumers and a top-five market for homebuyers in the world’s six largest regions, according to January data.
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  • Urgent Legal Alert from Florida REALTORS General Counsel

    Mar 06, 2018
    Recently, Florida Realtors became aware of several lawsuits filed against real estate brokers in Miami Dade and Broward counties concerning allegations of discriminatory advertising—a violation of fair housing laws. Specifically, brokers are being sued for discriminating against tenants with Section 8 vouchers. These violations, however, pertain to local ordinances, not the Federal Fair Housing Act. Under these local ordinances, landlords and Realtors are precluded from discriminating against tenants with Section 8 vouchers, as this falls under the protected class "source of income."
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  • Miami Condo, Single-Family Home Sales Jump in January

    Feb 22, 2018
    Miami existing condominium and single-family home sales rose in January as $1 million-and-up luxury transactions jumped for all properties, according to a new report by the MIAMI Association of REALTORS® (MIAMI) and the Multiple Listing Service (MLS) system.
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  • Colombia Tops Countries Looking for Miami Homes

    Feb 20, 2018
    Colombian consumers posted the most web searches among foreign countries for Miami homes in December, according to a new report by the MIAMI Association of REALTORS® (MIAMI). South Florida finished as the most-searched U.S. market by international consumers and is a top-five market for consumers in the world’s six largest regions, according to December data.
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  • Miami Single-Family Homes Post Fifth Biggest Sales Year in History

    Feb 13, 2018
    Miami recorded the fifth-most annual single-family home sales in county history in 2017 as total dollar volume and median prices rose at year-end and in 4Q 2017, according to a new report by the MIAMI Association of REALTORS® (MIAMI) and the Multiple Listing Service (MLS) system.
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  • MIAMI Realtors Releases New 2017 South Florida International Real Estate Report

    Feb 08, 2018
    Foreign home buyers spent more on South Florida homes and purchased more local residential properties in 2017 than the year before, according to the new 2017 Profile of International Home Buyers of MIAMI Association of REALTORS® (MIAMI) Members conducted by MIAMI and the National Association of Realtors (NAR).
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  • Jorge L. Guerra Jr. Elected 2018 MIAMI Realtors Residential President

    Feb 06, 2018
    The nation’s largest local Realtor association has elected Miami broker Jorge L. Guerra Jr. as its 2018 Residential President. He and the entire Board of Directors were installed Feb. 2 at the MIAMI Association of REALTORS® (MIAMI) 2018 Inaugural and Awards Celebration.
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  • MIAMI Realtors to Honor South Florida Real Estate Industry Leaders

    Feb 06, 2018
    he MIAMI Association of REALTORS® (MIAMI) will honor South Florida real estate’s industry leaders with its 2017 MIAMI Awards at its 2018 Inaugural & Awards Celebration today. “From educator of the year to humanitarian of the year to public policy advocates, the MIAMI Awards honors individuals and groups that made the real estate industry and all of South Florida a better place,” MIAMI CEO Teresa King Kinney said.
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  • Miami Native Brian Sharpe to Lead MIAMI Commercial Realtors

    Feb 06, 2018
    The Realtors Commercial Alliance of the MIAMI Association of REALTORS® (MIAMI) has elected Miami native Brian Sharpe as its 2018 president. He and the 2018 RCA Board of Governors were installed Feb. 2 at MIAMI’s 2018 Inaugural and Awards Celebration.
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  • MIAMI Realtors to Honor South Florida Real Estate Industry Leaders

    Feb 02, 2018
    The MIAMI Association of REALTORS® (MIAMI) will honor South Florida real estate’s industry leaders with its 2017 MIAMI Awards at its 2018 Inaugural & Awards Celebration today.
    Full story

The Top 8 Factors For Increasing Real Estate Leads and Conversions

by | Apr 22, 2014

8factors_delta1Succeeding in the real estate business boils down to gaining more leads than everybody else, and then ultimately converting those leads into sales.

Your real estate leads probably come to you from all sorts of places--from ads, referrals, online, your brokerage, or through a service you pay monthly for a set number of leads, or per lead. However they come through, leads are the starting point to every transaction you'll generate.

So, the more leads you have coming in, the more sales you will have the ability to close.

But getting leads is only the first half of the equation. Once you have them, you must be able to convert them.

Your conversion rate is one of the most important elements of your business because it's turning your leads and contacts into closed transactions that result in you and your brokerage earning more money. It also means happy clients, and potentially getting referrals off the excellent service you provided.

Improving your lead conversion rate is the other half of growing your real estate business, and there is always room to improve in this area. And in our research, your lead conversion rate is dependent upon the quality of your incoming leads and your ability to respond to them effectively.

To help you be more successful with leads and conversions, we've assembled a list of the top 8 factors critical for gaining leads and improving your conversion rates on those leads. We invite you to read through the list and examine how they apply to you and your business!

1. Your Real Estate Website

8factors_delta2Most leads come from the web. There might still be some debate as to how much marketing budget to put into non-web areas, but there's little debate any longer about how the overwhelming majority of real estate leads are generated these days.

However, generating quality leads from the web requires more than a nicely designed website or MLS property search functionality. It requires a robust brokerage platform or custom agent website that's built around advanced search in order to push your visitors effortlessly to exactly what they're looking for.

If a customer can't immediately find what they're looking for, they'll go right back to their Google search and find another local real estate website, and you'll lose that lead. So make sure that your website has the advanced search capabilities consumers now demand.

2. Email Marketing

8factors_delta3Once a visitor finds the listing they're looking for on your real estate website, they need to be able to quickly and easily request any additional information they would like, and receive that in a timely manner. If it's a showing request, they should receive an email notifying them instantly that the request was received, and an email within a couple of hours from an agent confirming that the showing was scheduled, or is in the process of being scheduled.

If your visitors are interested in a specific area, they need to be able to request and receive not only email updates of listings in that market, but detailed information of real estate trends in that market. They should receive comprehensive market reports, which all provide the info necessary for them to make a well-informed decision.

A well-designed email report will prompt a consumer to take action when they find the information they're looking for, which equates to lost leads for you if you are not offering that report to prospects.

3. Mobile Real Estate Website

8factors_delta4If the visitor is browsing on a mobile device, they should be redirected immediately to a mobile real estate website. They should be able to find your website through a search engine (which can't happen with an app), should be able to find listings around them regardless of where they are, and should be able to quickly submit leads a request directly from their mobile device for more information on that listing or schedule a showing.

To that visitor, your mobile website is a more convenient version of your desktop site. And it should feature functionality optimized to work well on smartphones. Gone are the days of mobile websites that served only as watered down versions of desktop sites. Smartphones are smart, and can leverage location data to provide a much better user experience to consumers.

If your mobile website doesn't provide a cutting-edge mobile user experience, your website visitor will find one that does, and you'll lose that lead.

4. Mobile Lead Management


Leads submitted to your mobile website should route the same way they would if submitted from a desktop site.


Many of the integrated real estate websites we build and manage see one-third of all visitors coming from mobile devices, and mobile shoppers are interested in making a buying decision. Desktop computer users might be more likely to browse, but a lead submitted on a mobile website from a visitor sitting in their car near that listing is a hot lead.

Those leads should route through a central lead management system that distributes them to you instantly. You should be able to log into your lead management system to see all your leads, whether from desktop or mobile, in the same database. You should be able to follow up with them just as quickly, and with the same options.

How your leads are managed greatly impacts your ability to convert them, and whether you'll receive more. Mobile leads that aren't responded to quickly might as well have never been leads at all.

5. Responding to a Customer

It seems silly, but some might feel they can pre-qualify leads based on feeling or intuition. They might receive a lead and assume, based on its verbiage or the tone in the voicemail, the customer probably won't move soon--if at all. So they move that lead to the bottom of their priority list, intending to respond at a later date.

8factors_delta5Or perhaps the agent just got so busy that they forget to respond. Maybe they put it off for an hour, which grew to a day, then a week.

And brokerages can contribute to a non-response as well. In many cases, brokerage management has noautomated system for tracking the lead or maintaining accountability for what happens to leads after they distribute them. Many brokers send leads to agents thinking he or she will respond to the customer instantly. And if that agent doesn't respond to the customer at all--this reflects negatively on the brokerage.

A customer who feels that he or she is being ignored will not only not want to work with you, they'll also refer additional business elsewhere. Now you've lost a lead conversion and future business.

6. Time of Response

8factors_delta6Improving your lead response time is one of the top ways to instantly improve your lead conversion rate.

Consumers want instant gratification. If you called to order a pizza and no one answered the phone, you'd likely move on to the next pizza shop in the market. Consumers will move to the next real estate agent they find if you don't respond to them virtually instantly.

Brokerages might be sending quality leads to agents who don't quickly respond to them. In our lead analytic reporting, we've found that a slow response time is one of the top contributors a sub-par conversion rate. We've also found that in some cases brokerages or agents attribute a low conversion rate to their leads being "low quality" or cold. However, independent research often shows that the customer experienced slow response time, or received no response at all.

7. Quality of Response

8factors_delta7Your customers turn to you because you're the market expert. They approach you with a predisposition that you are there as an advocate to help them.

The quickest way to turn them off is failing to uphold their image of your professionalism and expertise.

If you respond to their inquiry in a vague or uninterested manner, they might feel like you might not know as much as they expect you to. If you respond late or seem preoccupied while responding, they might feel like you don't consider them important enough to work with.

Those actions will push that visitor along to another agent that they will feel more comfortable working with, and you'll wonder why you lost that opportunity.

8. Understanding Word of Mouth

All the negative lead responses we listed above make for unhappy potential customers. In the age of social media and the instant ability to communicate to a wide audience, only the naïve think that poor responses to a lead (or no responses at all) will go unnoticed.

8factors_delta8A customer might decide to send a post or tweet to hundreds of friends or followers on Facebook or Twitter to complain about your service without you even knowing that you upset them. This could make for a lot of people in the marketplace who might not have known you're the name of your business before, but will remember to not work with you now.

The old adage is not correct with social media today—any exposure is NOT good exposure. Bad PR does exist and is extremely hard to repair, particularly when there are so many more real estate brokerages, agents and websites in your market competing for the same business.

On the other side of the coin, good word of mouth can be a great attribute to your business. Making the extra effort for a customer—whether it's responding to them when they submitted that lead late at night, going out of your way to answer a question, or listening and understanding their situation when others might not have—can go miles in regards to referrals.

A lead referred through word of mouth might be ready to convert as soon as you respond to it, because they already trust you and are not considering working with anyone else.

Our research show that you can greatly improve the chance that a lead will convert by increasing the leads you receive through referrals. And the referrals you receive are driven by word of mouth directly from the excellent and attentive service you've provided.

So where do you start?

Taking an honest, in-depth look at the each of the eight factors listed above and examining how they grade out for your business is the first step. After you do that, here are a couple simple questions to ask yourself...

Do you feel that you need additional expertise with your marketing technology? How about some help improving your incoming lead and conversions rates with a mobile website or more advanced lead management features? Perhaps you are looking for a true strategic partner, not just a vendor?

Contact Delta Media Group. We can help.

We will partner with you and help you implement proven, integrated solutions that will grow your leads and improve your lead conversion rates... which ultimately grow your business!

To view the original article, visit the Delta Media Group blog

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