3 Tips for Managing Your Realtor.com and Zillow Leads

Purchasing leads through listing portals like Realtor.com and Zillow is a great way to get your hands on some contact information that might be useful. The thing to remember is that the information can only be useful if you can pull it up when you need it, and if you effectively nurture those leads to fruition.

Lead nurturing is an exercise in patience. Most research shows that converting a lead requires a minimum of five "touches." Considering the nature of real estate—the fact that transactions are quite rare for the average person—it stands to reason that moving from lead to sale can take considerably longer. It all depends on the lead's situation when initial contact occurs.

Past customers are our best source of referrals as well, so staying in touch after the sale is just as important. Occasional contact with some morsel of relevant information is often all it takes to keep your name in a client's mind. It's critical to have a comprehensive system for managing leads, all in a central location.

Unless you're using your CRM to manage these leads, you're likely not making the most of that investment. When leads are stored in separate accounts on various listing portals, they can't be categorized and manipulated in many useful ways like they can on a CRM platform.

By syncing those listing services with your CRM, you can import the leads directly into your database. This has several advantages right out of the gate:

#1. Single log-in

When everything is in your CRM, you don't have to log-in to multiple sites to get the information you're looking for. This saves considerable time and aggravation.