Robert Lyszczarz, president of RE/MAX Select, owns 13 RE/MAX offices in Central/North Jersey and Florida, with over 325 agents.
Lyszczarz created a proprietary lead conversion process that is used by more than half of RE/MAX Select agents. He and his team were disappointed in the past because many of the leads they received were not serious buyers. The company has had a positive return on investment since pivoting to realtor.com, because they receive leads, not impressions. Lyszczarz found that his offices’ conversion rates went up significantly, which helped him attract a team of experienced agents when he opened a Florida office. His team now receives over 4,000 leads per month.
Knowing the conversion rate helps Lyszczarz anticipate profits when he makes a purchase. Realtor.com provides response tools that allow agents to react quickly to leads and respond consistently, as well as market insight reports that agents use to nurture their pipeline of seller leads by keeping them informed about market conditions. In addition, realtor.com provides access to real estate professionals who use the system and hosts a summit to share information.
Lyszczarz’s offices track agents’ performance, hold them accountable and have a culture of prospecting. The company reaches out to past customers at least four times per year through phone calls or personal visits, and uses Top Producer to schedule and track those activities. Lyszczarz has spoken at multiple RE/MAX, National Association of REALTORS® and realtor.com conferences about his prospecting systems.
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