The latest economic and policy trends facing mortgage servicers

Join this webinar for an in-depth roundtable discussion on economic and policy trends impacting servicers as well as a look ahead at strategies servicers should employ in the next year.

2021 RealTrends Brokerage Compensation Report

For the study, RealTrends surveyed all the firms on the 2021 RealTrends 500 and Nation’s Best rankings, asking for annual compensation data for the 2020 calendar year.

Steve Murray on the importance of protecting property rights

In this episode, Steve Murray, RealTrends advisor and industry stalwart, discusses some of the issues facing private property rights, including how a case in Germany could potentially affect U.S. legislation.

Lenders, it’s time to consider offering non-QM products

The non-QM market is making a comeback following a pause in 2020. As lenders rush to implement, Angel Oak is helping them adopt these new lending products.

Real EstateFintech

What conversion rate should real estate agents expect when they purchase leads?

Here's what real estate agents can do in order to get the most bang for their lead-generation buck

No matter how experienced a real estate agent is, he or she relies on leads for business growth. And, since a National Association of Realtors survey showed that 53% of buyers in 2019 used an agent that was either referred to them or was someone they used in the past, that means that about half of all buyers (47%) are available to any agent willing to compete for them.

Robyn headshot
Robyn A. Friedman
HW+ Columnist

But industry professionals report that there’s a misconception among agents about conversion rates. “There’s a preconceived notion in the industry that when a consumer crosses the anonymity barrier online – they’re interested in a property and want to receive more information – the expectation is that 100% of those consumers are going to be ready to purchase or sell within a matter of days or weeks,” said Prem Luthra, CEO of Elm Street Technology, a real estate technology and marketing solutions provider based in Dallas. “What we typically do to manage expectations on behalf of our lead generation customers is to tell them that if we generate 30 leads for you in a given month, you should expect anywhere from 1% to 3% of those leads to do some sort of transaction within 120 days.”

What about the other 97% to 99% – the consumers who expressed interest but aren’t ready to purchase right now?

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