Many people feared the internet would take away the relationship between agent and client, that high tech would replace high touch. It's actually led to a good merging of high tech AND high touch. As Matt Heaton said in his blog, the goal should be fostering the relationship.
Interesting - more internet prospects choose to work with real estate agents than print advertising prospects. They're choosing agents who give them lots of information to peruse at their own convenience, who give them prices and addresses, pictures and visual tours. They read advice on preparing a home for sale, and things to do in advance of looking at properties. They get information overload, and are looking for interpretation - for observations and help from an agent who really knows the local market, who can sift through the 3,628 homes that fit their initial criteria.
From the beginning we should establish a dialogue, go three deep into their questions and answers, so that we can sort homes for them, not send them a link to 1,000 of them. They can "play" with varying criteria on realtor.com. At your site they can get serious.
In general, they DON'T want to identify themselves, and if forced they may sign in as Bugs Bunny. Many of our clients have said that they pursued us when ready because we did not force information from them.
What you say and how you say it are key to websites, blogs, e-mails, phone conversations, meetings. They are part of your branding, part of who you are. Keep them consistent.
Sharon,
Amen :)
Ray Saenz