Need to create a fresh, new source of leads? Why don't you search, prospect and actively network ONLINE? Here's how:

Get out a piece of paper, and answer the following questions:

• In what communities do you sell?
• What is the average price range for the area?
• What are the local newspapers?
• What megafirms such as Lucent or AT&T reside in your community?

Stop there! You now have some pretty crucial data at your fingertips. Let's say you sold properties in Warren, NJ, and you knew that the prices of houses range from 400K on up and local newpapers were The Echo Sentinel and The Courier News.

If these papers publish an online version, getting your properties posted at their sites would be a great start for generating new leads and for gaining effective Internet publicity.

If you knew that Lucent has over 3,000 employees at a particular facility, you would realize that eventually, some of them would want to leave their current community and settle in this area, thus reducing their commute.

Understanding the price range would give you a general clue as to what other items might interest potential buyers (The purchasers of million dollar homes, for example, don't usually buy 1988 Berettas; they go for the luxury and/or long-lasting makes of automobiles. The Lexus dealer in nearby Bridgewater might be interested in exchanging related business links with your Brokerage -- you can send home buyers in his direction and he can mention your firm to folks looking to relocate!

Wasn't that simple? The Internet allows you to minimize time, meaning you can make arrangements and generate leads faster, easier, and more enjoyably than you ever imagined.

Here's another example. Download a free copy of Copernic99 here: http://www.copernic.com. Then, search the web and/or newsgroups using the search phrase "city state FSBO" or some other similar combination. Within minutes you will be presented with live, viable leads!

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Published: June 8, 1999

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Editor's Note: This article reflects the opinions of Robert Fore only and not necessarily the views of this or any other publication, organization or Website owner.