Michael Russer

Mitch, if you are going to quote me, quote me correctly. I *never* said don't call online inquiries that leave their phone number. What I do say is that unless the inquiry comes from a highly targeted site, repond with an appropriate first response that gives them the option to opt-out of receiving a call. If they don't optout within 24hours call away. Michael Russer - aka Mr. Internet CEO, RUSSER Communications www.OnlineDominance.com www.mrinternetnews.com

Kristin, Your distinction above is so important. "Gatekeepers" typically haven't taken the time to come up with a compelling call to action, so they take the lazy way out and insist that if a visitor wants the goods, they have to register. The key to real sustainable success on the Web is to make your information so personal, compelling and unique that they want to share their information --willingly. Sale and marketing are two completely different endeavors yet easily collapsed by the mind of a typical real estate agent. I've been teaching these principles for over 13 years and it still amazes me how this is such an "aha!" moment when agents really get it. Michael Russer - aka Mr. Internet CEO, RUSSER Communications www.OnlineDominance.com www.mrinternetnews.com

Teresa is absolutely dead-on. Most real estate agents haven't a clue on how to deal with the online consumer. As a result they often attempt to "take control" any chance they can. Forced registration / disclosure is a prime example of this. Probing (i.e. "pouncing") is another. 95% of qualified online inquiries (they are not "leads" yet) are simply information gathering and are not ready to open up about who they are or their needs. The other 5% who are ready to do something within a short time frame still want to remain in control and be assured that their privacy will be protected. Now this is going to sound counter-intuitive to the command and control types reading this. However, I have countless examples of agents who have learned how to "speak the language" of the online consumer and have seen an incredible shift in the way that consumer interacts with them. For example, Charles Sullivan is a highly experienced RE/MAX agent in Maryland / DC who started using my "Critical First Response Email" to respond to initial consumer inquiries back in February. In the following months he brought in over $100,000 in additional commission in the following three months, just by using that email script. One that is specifically designed to engage and re-assure the online consumer. So go ahead, continue capturing away --but you are really driving the big ones in the other direction. Michael J. Russer - aka Mr. Internet