Imagine these real life scenarios – perhaps familiar to many sales reps and real estate agents:

 

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I am moving to a new area and plan to buy a house. I don’t know any real estate agents in Eugene, Oregon, but I have a clear idea of what my needs are in a house. I am a savvy Internet user and type in keywords that narrow search results for homes for sale.

Page one Google search results are dominated by ad spots; top-ranking organic results are lead aggregator portals. I visit several websites, read about neighborhoods, sale prices, schools. I’ve probably viewed 50 homes for sale online at various websites.

I then decide to save a search, and “favorite” a home. What happens next is critical. Am I ready to talk with an agent yet?