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2.) The Illusive Internet Lead. Brokers realize leads are wasted if not acted on quickly – and having a responsible team manager within the office can help further this kind of action. The team manager can reinforce the importance of the immediate follow-up, as they can be much closer to the agents and have a level of accountability built within the team that reinforces the broker’s intent.

Regardless of whether broker has a corporate lead management system within the brokerage, a team within the office will account for the individual agent’s leads as well as the company leads. The two systems can work together with the broker keeping tabs on company business, and the teams investing time, effort and in systems to even further personalize the contacts between all team members and the agents. This bodes well not just for more closings, but also increases response time, service to consumers and ultimately the reputation of the team and the broker as well.

Frederick Herot is vice president of marketing for realtor.com®.

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