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Sign into your accountChanging Buyer Behavior to Convert More Web Leads: A Q&A with San Diego broker Jesse Zagorsky
April 10 2017
A dynamic leader who started his career in 2003, San Diego real estate broker Jesse Zagorsky is a self-proclaimed, unabashed geek when it comes to digital marketing and lead generation. In this brief interview, he shared how he has churned through various lead sources to find the one that works best for him, and how his team works to change web lead behavior starting on the very first call.
If you were to go back and look at customers you have met online – when did it first come onto your radar? Were you an early adopter of online marketing?
I was an early adopter – I was focusing on online marketing since I got into my real estate career in 2003. That was pretty much the beginning of online marketing. I have worked with every provider in the real estate space. Some were referral models and others were pay for lead programs. At this point, I must have tried every provider of online leads.
You were an early adopter, but I imagine you have a lot of competition now! According to NAR's 2016 Profile of Home Buyers and Sellers, 51 percent of last year's home buyers found their future property online and brought it to the attention of a real estate professional. Does this seem possible to you?
Absolutely. I actually think 51 percent may be low. Even though we have instant access to properties as agents, so do our clients, and the reality is that buyers are looking at houses often before a REALTOR® has had a chance to look that day.
I actually think this is a good thing. The value proposition has changed; our role as an agent is not just to find the house, as it is in executing all of the other elements of the process.