Q:  Denise, what do you think about online lead generation systems – the kind where I pay for leads to come my way?

A:  This is a great question, and one that I have some very strong feelings about. Online lead generation that is handled by a third party has had mixed reviews over the past few years. Some agents think it is fantastic while others complain about how much money they have thrown away. The answer depends on whether the agent has a system to cultivate the leads. Getting a lead is only the first step in actually seeing a return on your investment. Before you can reap the rewards of a lead you must do the work to cultivate that lead.      

Before ever signing up for an online third party lead generation system, make sure you have your cultivation system in place. Getting the leads is fairly simple, but it is how you work that lead that determines if the lead works with you and ultimately closes on a property.