With the proliferation of online real estate lead-generation services, including Zillow.com, HomeGain, HouseValues, and HurryHome, seasoned real estate agents who haven't exactly embraced 21st Century technology are beginning to get a little nervous. How are these Internet lead-generation services going to affect the industry? More importantly, what effect will these services ultimately have on my bottom line, and what can I do to remain competitive?

Although Internet lead-generation services are certain to shake up the industry, this technology is only the most recent to affect the way we do business on a daily basis. When colleagues ask me what they can do to remain competitive, I offer the same advice I have been giving throughout my career as a real estate mentor, coach, and author:

• Embrace change.

• Master new technologies.

• Market wherever your customers go.

Embrace change

Whenever a new technology affects your industry, you have three choices: resist it, accept it, or embrace it. Those who resist almost always lose their competitive edge. As soon as the competition adopts the new technology, you fall at least one step behind. The early you adopt the change, the sooner you can master the new technology and the easier it is to keep up with changes as it matures.

Agents who adopted Internet lead-generation technology in its infancy (2003-2004), have discovered ways to reduce bad leads, optimize their conversion rates on good leads, and minimize costs. Those who wait face a much steeper learning curve. I encourage you to get started today.

Master new technologies

At first, adopting a new technology may cause a slight dip in productivity, but over time, they almost always boost productivity. I can remember the time when the only gadgets I used to run my real estate business were a telephone and a handheld calculator. Now, I have computers, fax machines, a PDA, a Blackberry device, a digital tape measure to estimate room sizes, broadband Internet access, over 200 websites and blogs, email, instant messaging, a conference call center, and more. I can travel to Kenya while closing on a house in Detroit and talking with a virtual assistant who works out of her home in Mexico City.

Every technology, no matter how easy it may be to master requires some investment and "getting used to." The same is true of Internet lead-generation services. If you're accustomed to "by referral" prospecting and print-marketing techniques, this new method may feel a little awkward at first, but I would bet that when you first entered the business, the whole thing felt a little awkward.

Market wherever your customers go

To thrive in sales, in any industry, you have to market via any and all media that your customers rely on for information. In the past, that meant marketing in print publications, via direct mail, on television and radio, on billboards, and by word of mouth. With more and more people seeking information on the Internet, you had better have a presence there, as well.

I encourage you to have your own website or blog, where people can find information about you and your business, homes you have listed for sale, information about the neighborhoods in your farm area, and any other information that current and prospective clients will find useful.

In addition, sign up for an Internet lead-generation service. These services provide one of the easiest ways to tap the power of the Internet for leads without having to market extensively. The lead-generation service does the heavy lifting -- marketing the service to prospective home buyers and sellers, gathering their information, filtering out low-quality leads, and delivering promising prospects right to your computer.

Remember, only you hold the answer to the ultimate question: "Internet Lead Generation: Boom or Bust?" By embracing this new technology, you can capitalize on a host of new opportunities. Resist the change, and you're likely to become technology's latest casualty.

Published: August 31, 2007

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Ralph R. Roberts, CRS, GRI is an award-winning and internationally recognized real estate agent, author, coach, and speaker. Throughout his career, Ralph has proven his commitment to helping other real estate and sales professionals build upon their past and present success, grow and expand their businesses, and provide a rich and rewarding future for themselves, their customers, their employees, and their families. As president and CEO of Ralph Roberts Realty, Ralph has personally helped thousands of consumers realize their dream of homeownership. While selling over 10,000 homes (and buying and selling over 3,000 investment properties) throughout his 30-year career, Ralph has made the time to mentor and coach hundreds of professionals in real estate, sales, and a host of other fields. Ralph is a recognized authority on Real Estate and Mortgage Fraud; Residential Real Estate; Personal Salesmanship; Sales Force and Office Management, Motivation, Design, and Team Building; and Foreclosure Self-Defense and Loan Modification, fields in which he has demonstrated his commitment to preserving the American Dream of Homeownership. Ralph's numerous websites, blogs, seminars, and speaking engagements engage, entertain, and educate both consumers and professionals. Ralph is also an accomplished author with several successful titles to his credit, including: Power Teams: The Complete Guide to Building and Managing a Winning Real Estate Agent Team Financing Real Estate Investments For Dummies (John Wiley & Sons) Mortgage Myths: 77 Secrets That Will Save You Thousands on Home Financing (John Wiley & Sons) Foreclosure Self-Defense For Dummies (John Wiley & Sons) Protect Yourself from Real Estate and Mortgage Fraud: Preserving the American Dream of Homeownership (Kaplan) Foreclosure Investing For Dummies (John Wiley & Sons) Foreclosure Myths: 77 Secrets to Saving Thousands on Distressed Properties (John Wiley & Sons) Advanced Selling For Dummies (John Wiley & Sons) Flipping Houses For Dummies 52 Weeks of Sales Success (John Wiley & Sons) Walk Like a Giant, Sell Like a Madman (John Wiley & Sons) Cross-Cultural Selling For Dummies (John Wiley & Sons) To learn more about Ralph, visit AboutRalph.com, check out his daily insights on real estate and mortgage fraud prevention at FlippingFrenzy.com, or visit his latest blog dedicated to helping distressed homeowners fight foreclosure, KeepMyHouse.com. You can reach Ralph at or by calling (586) 751-0000.