Forum for Science, Industry and Business

Sponsored by:     3M 
Search our Site:


Depressed Housing Market Demands Change in Lead Generation Techniques

A down housing market calls on real estate agents to change their tactics, according to Dr. Chris Pullig, Director of the Keller Center for Residential Real Estate Sales & Marketing at Baylor University’s Hankamer School of Business. His recent study of lead conversion rates revealed that varying market conditions call for different approaches to lead generation.

In his article, “Lead Generation: What Really Works?,” published in the Keller Center Research Report this month, Pullig reported that strength of market and lead conversion strategy have a complex nonlinear relationship.

Pullig’s study analyzed lead generation efforts as being either “seek” or “attract” strategies. A seek orientation employs tactics such as phone calls, networking and referrals. An attract, or marketing, strategy, employs tactics such as advertising, direct mail and then waiting for the phone to ring.

“We found that the best lead generation approach did depend significantly on the type of market the realtor was in, with a predominantly seek orientation being more productive in converting leads into appointments and transactions when the market conditions are not as favorable,” Pullig said of the study.

The research showed that a balance of 60% seek-oriented activities and 40% attract-oriented activities delivered the highest lead generation conversion rates in a tough market.

“When the market is tough you need to be more aggressive and creative with your lead generation activities. You should do some things that are non-traditional and not rely so much on advertising and direct mail. In a tough market, focus more on building networks, acquiring referrals, and other ways that you can generate leads by proactive means.”

The research also showed that in a stable market, a balance of 50% seek- and 50% attract-oriented activities created the highest lead conversion level, while in a healthy market 40% seek- and 60% attract-oriented activities were most productive.

To read the full text of this article, please visit the Keller Center Research Report online at

The Keller Center encourages the participation of realtors in its research. To be added to the Keller Center mailing list, please send your name, address and email to

About Baylor Business
The Hankamer School of Business holds to a visionary standard of excellence whereby integrity stands shoulder to shoulder with analytic and strategic strengths to build leaders, not simply careers. BusinessWeek ranks the program in 36th place. U.S.News & World Report ranks the undergraduate business program in 58th place. Baylor's Entrepreneurship program is ranked 14th by U.S.News and its Accounting program is ranked 24th by Public Accounting Report. Visit for more information.

Cynthia Jackson | Newswise Science News
Further information:

More articles from Business and Finance:

nachricht Blockchain Set to Transform the Financial Services Market
28.09.2016 | HHL Leipzig Graduate School of Management

nachricht Paper or plastic?
08.07.2016 | University of Toronto

All articles from Business and Finance >>>

The most recent press releases about innovation >>>

Die letzten 5 Focus-News des innovations-reports im Überblick:

Im Focus: New 3-D wiring technique brings scalable quantum computers closer to reality

Researchers from the Institute for Quantum Computing (IQC) at the University of Waterloo led the development of a new extensible wiring technique capable of controlling superconducting quantum bits, representing a significant step towards to the realization of a scalable quantum computer.

"The quantum socket is a wiring method that uses three-dimensional wires based on spring-loaded pins to address individual qubits," said Jeremy Béjanin, a PhD...

Im Focus: Scientists develop a semiconductor nanocomposite material that moves in response to light

In a paper in Scientific Reports, a research team at Worcester Polytechnic Institute describes a novel light-activated phenomenon that could become the basis for applications as diverse as microscopic robotic grippers and more efficient solar cells.

A research team at Worcester Polytechnic Institute (WPI) has developed a revolutionary, light-activated semiconductor nanocomposite material that can be used...

Im Focus: Diamonds aren't forever: Sandia, Harvard team create first quantum computer bridge

By forcefully embedding two silicon atoms in a diamond matrix, Sandia researchers have demonstrated for the first time on a single chip all the components needed to create a quantum bridge to link quantum computers together.

"People have already built small quantum computers," says Sandia researcher Ryan Camacho. "Maybe the first useful one won't be a single giant quantum computer...

Im Focus: New Products - Highlights of COMPAMED 2016

COMPAMED has become the leading international marketplace for suppliers of medical manufacturing. The trade fair, which takes place every November and is co-located to MEDICA in Dusseldorf, has been steadily growing over the past years and shows that medical technology remains a rapidly growing market.

In 2016, the joint pavilion by the IVAM Microtechnology Network, the Product Market “High-tech for Medical Devices”, will be located in Hall 8a again and will...

Im Focus: Ultra-thin ferroelectric material for next-generation electronics

'Ferroelectric' materials can switch between different states of electrical polarization in response to an external electric field. This flexibility means they show promise for many applications, for example in electronic devices and computer memory. Current ferroelectric materials are highly valued for their thermal and chemical stability and rapid electro-mechanical responses, but creating a material that is scalable down to the tiny sizes needed for technologies like silicon-based semiconductors (Si-based CMOS) has proven challenging.

Now, Hiroshi Funakubo and co-workers at the Tokyo Institute of Technology, in collaboration with researchers across Japan, have conducted experiments to...

All Focus news of the innovation-report >>>



Event News

#IC2S2: When Social Science meets Computer Science - GESIS will host the IC2S2 conference 2017

14.10.2016 | Event News

Agricultural Trade Developments and Potentials in Central Asia and the South Caucasus

14.10.2016 | Event News

World Health Summit – Day Three: A Call to Action

12.10.2016 | Event News

Latest News

Resolving the mystery of preeclampsia

21.10.2016 | Health and Medicine

Stanford researchers create new special-purpose computer that may someday save us billions

21.10.2016 | Information Technology

From ancient fossils to future cars

21.10.2016 | Materials Sciences

More VideoLinks >>>