Don’t Throw Out the Baby with the Bathwater!

By: Matt Jones

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online shopper 150I was talking to a veteran agent the other day who’s seen a lot of changes during his 10-plus years practicing real estate.  Like many of us, he’s been sold program after program and has wasted thousands of dollars on many of the “latest and greatest” ways of solving the age-old problem: finding that next customer.

We talked about some of the dumb ideas we’d both tried, from walking neighborhoods handing out expensive fliers and refrigerator magnets, to personal brochures, to fancy newsletters, to various homes magazines… you name it, between us we had tried about every idea that had come down the pike.

He talked about buying leads, and I told him how I had bought leads too, only to find out that the same leads had been sold to other agents in my market.  We talked about how referrals seem to have dried up and how we never got a call off our yard signs any more.

Both of us had also tried technology, thinking that if the customer had gone online, maybe we needed to go online to attract them.  We compared notes about the different websites we’d tried and laughed about how much money we’d wasted on internet marketing.  But here is where our paths had taken different directions.

He had gotten frustrated with online marketing and basically written it off.  He’d thrown out the baby with the bathwater, so to speak.  On the other hand, because I was having so little results with everything else, I made up my mind that I was going to “crack the code” and figure out how to capture some of the business that everyone knew was out there on the internet.

He had gotten frustrated with online marketing and basically written it off. He’d thrown out the baby with the bathwater, so to speak.

He asked me how my website was doing now, and I was able to tell him that literally 99% of my business came from my online marketing.  I told him it changed everything for me and that now I have multiple inquiries every day.  He wanted to believe me but I could tell he was struggling with it.

He then candidly shared with me how he’d only had a handful of leads from his website in the entire time he’d had it, and not a single closing.  I assured him that I completely understood and that was how my website was at first.  But I had finally figured out how capture online shoppers using a tool I had to build myself.  The tool: my LCM gateway.

As we discussed it and I answered many of his questions, he asked me about using my LCM and I told him I’d be happy to let him license it and that I already licensed it to lots of other agents around the country and would be honored to have him use it too.  I felt like it would make a real difference for him and it would take a lot of the pressure off.

To make a long story short, he signed up that day and sat in on a very simple training session along with a couple of other agents who were just getting started too.  In a matter of 24 hours he began generating new business from the internet using nothing but my LCM, his website, and free online advertising like we taught him.

Did my technology make him a better agent?  No.  Did it make him any smarter?  No.  Did it make him more money?  Absolutely.  Most importantly though, it took away the stress of not having customers to work with on a daily basis.  And I can tell you from experience, having that freedom is priceless.

So if you’re reading this and wondering if it could work the same for you… If you are frustrated with spending money on technology that is not making you money… If you would like to experience, first hand, the freedom of never worrying about where the next customer is coming from… then check out my LCM gateway technology.  You might just be amazed!

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Matt Jones PhotoMatt Jones is the founder and CEO of, nationally syndicated columnist, broker, and best selling author of LCM: The Secret to Success in the New Age of Real Estate, The Ultimate Listing Presentation, Traffic: How to Sell Fast and Net More, Becoming a Mega-Producer, The Science of Online Marketing, 10 Steps to Real Estate Success, 20 Questions: Everything You Always Wanted to Know about Real Estate but Were Afraid to Ask, The Virtual Office Model, Max-Bang!, and The NEW Ultimate Listing Presentation. Jones' North Carolina-based company has been profiled by major media outlets as an innovator and a pioneer in the industry, and CNN's Pulse on America claimed is "changing the way real estate is being done in America." This article is syndicated in the following locations: iTunes, YouTube, Stitcher Radio,,,,,, and now Amazon Kindle.


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