Vermont Real Estate Blog | New England Landmark Realty

New England Landmark Realty covers the Vermont real estate market

from the inside — market data, buyer strategy, seller timing, land

use regulation, and the policy decisions shaping what homes cost and

who can afford them.

Tony Walton has been working Vermont real estate since 1978.

The analysis here reflects that depth.

Browse by topic below, or use the search to find what you need.

Nov. 27, 2024

Historic Homes vs. Newer Builds: Who Won Vermont’s Pandemic Price War?

By New England Landmark Realty LTD

Vermont captivates with a charm that feels as if it were frozen in time. From the storybook allure of its postcard-worthy villages to the serene beauty of its rolling green mountains, the state offers more than just a place to live—it invites you to become part of a lifestyle rooted in warmth, history, and natural splendor. For those exploring Vermont real estate, every home comes with the promise of this unique way of life—whether it’s a historic gem or a modern escape nestled in the state’s breathtaking landscapes. But when the pandemic reshaped real estate markets across the country, an intriguing question arose: how would Vermont’s beloved historic homes fare against newer builds in a market unlike before?

The COVID-19 pandemic turned Vermont into a sought-after destination for buyers seeking escape from urban life. With its open spaces, slower pace, and remote-work appeal, the state became a haven for out-of-state buyers. Vermont's historic homes—built before 1940—found themselves in the spotlight, their vintage charm not just appealing but captivating buyers looking for authenticity and uniqueness. At the same time, newer homes offered modern conveniences and efficiency, appealing to those prioritizing practicality.

Both segments experienced a dramatic surge in prices. Historic homes saw their average price rise from $269,994 in 2020 to $410,458 in 2024—a 52% increase. Newer homes also appreciated significantly, climbing from $360,354 to $525,042, a 46% jump. What stood out was how competitive historic homes became in appreciation, rivaling newer builds traditionally dominating the market.

The story of the pandemic real estate market isn’t just about prices—it’s about inventory. Both historic and newer homes faced a significant scarcity, fueling fierce competition. Sales of historic homes peaked at 2,238 transactions in 2021 but declined steadily to 1,211 by 2024. Newer homes followed a similar pattern, with sales volume dropping from 6,397 in 2020 to 3,646 in 2024. This scarcity pushed prices higher as buyers vied for whatever was available, whether it was a classic farmhouse or a sleek contemporary design.

Another revealing trend was the speed at which homes sold. Historic homes, which traditionally lingered on the market, saw their average Days on the Market (DOM) plummet from 130 days in 2020 to just 49 days in 2024. Newer homes moved even faster, with DOM dropping from 103 days in 2020 to an astonishing 32 days in 2022. This rapid pace underscored the intense demand across the board.

The pandemic offered Vermont homeowners a clear lesson: historic and newer homes have distinct strengths. With their unique character and heritage, historic properties proved they could compete on value and desirability. Newer homes, meanwhile, maintained their edge in speed and volume, meeting the needs of buyers looking for move-in-ready options.

As Vermont’s real estate market continues to evolve, one thing is certain: the state’s housing market has room for both the old and the new. Whether you’re preserving a piece of history or building for the future, Vermont’s appeal as a place to live, invest, and thrive remains unmatched and enduring.

About The Author

Meet Tony Walton, owner and principal broker at New England Landmark Realty, your expert guide to Vermont's real estate scene. Discover personalized market reports, connect with our superior team of local Agents and Brokers, and access valuable resources for buyers and sellers. Delve into Tony's bio and kickstart your real estate journey today with New England Landmark Realty. Find his team at VTMove.com or call 802-253-4711 for personalized service and expert guidance

Posted in Vermont Real Estate Trends

no comments yet

Nov. 24, 2024

Building Your Own Lead Generation Pipeline: Best Practices, Costs, and ROI

This article is part of our series on building a sustainable lead generation strategy for real estate agents. To start from the beginning, read the first article here.

By New England Landmark Realty LTD

Creating your own lead generation pipeline is not just a smart investment, it's a powerful move that puts you in the driver's seat of your real estate career. Yes, it requires time, money, and consistent effort, but the payoff—a sustainable flow of quality leads that are exclusively yours—is well worth it. Unlike buying leads, where you’re subject to high costs, competition, and dependency on big-box platforms, a self-generated lead pipeline gives you control, allowing you to build lasting client relationships and retain a greater share of your commissions.

Here’s a clear roadmap for building your own lead gen pipeline, with best practices, examples of supporting vendors, associated costs (such as website builder and hosting, SEO services, content tools, ad spend, and CRM systems), and benchmarks to help you measure success.

Create a High-Quality, SEO-optimized website

Purpose: Your website is the cornerstone of your digital presence, where potential clients come to learn about your services, your expertise, and your brand. A well-designed, SEO-optimized website allows clients to find you through search engines when looking for real estate services in your area.

Steps:

Choose a Real Estate-Specific Website Builder: Use platforms like Real Geeks, Placester, or Squarespace for easy setup and fundamental estate-specific tools. These platforms offer templates and customization options geared toward real estate agents.

SEO Optimization: Use keyword-rich titles and meta descriptions and create locally focused blog content (like neighborhood guides, market insights, and property tips). Add internal links and relevant backlinks to improve search engine ranking.

Cost:

Website builder and hosting: $30–$100/month

Professional SEO services (optional, but recommended for quick results): $300–$1,000/month

Time Commitment: The initial setup can take 1–2 weeks. Consistent blogging or content updates will require a few hours per month.

Learning Curve: Moderate, especially if you’re new to SEO. Platforms like Yoast SEO (a plugin for WordPress) can guide you through the basics. Similarly, digital advertising may have a moderate learning curve, but with the right guidance, you can quickly grasp the essentials.

Benchmark for Success: Aim for a steady increase in organic website traffic over 6–12 months. You're on the right track if you’re getting 50–100 visitors a month and gradually increasing. This growth is a clear sign that your efforts are paying off and your business is on the path to success.

Leverage Google My Business (GMB) for Local SEO

Purpose: Google My Business (GMB) is a free tool that helps your business appear in local search results, especially when users search for agents “near me” or by location. A well-optimized GMB profile boosts your visibility and credibility.

Steps:

Set Up Your Profile: Claim your listing and add all relevant information—hours, phone number, website, photos, and service areas.

Encourage Client Reviews: Positive Google reviews improve your ranking and build trust with potential clients.

Post Regular Updates: To keep your profile active, share blog posts, local market insights, and recent listings as “posts” on GMB.

Cost: Free, though you may want to hire a professional for initial setup or ongoing management ($50–$200/month).

Time Commitment: About 1–2 hours per month.

Learning Curve: With a user-friendly interface, the learning curve for Google My Business is low. You'll find it easy to navigate and manage, giving you the confidence to make the most of this powerful tool.

Benchmark for Success: Monitor your “Profile Views” and “Search Views” within GMB. Aim for consistent growth in these metrics, with at least 1–2 new monthly client inquiries coming directly from GMB within 3–6 months.

Start a Targeted Content Marketing Strategy

Purpose: Content marketing lets you connect with potential clients by providing valuable, localized information. Blog posts, guides, videos, and social media updates establish your expertise and help you attract clients organically.

Steps:

Identify Key Topics: Focus on local topics like “Best Neighborhoods for First-Time Homebuyers in [Your City]” or “Monthly Market Updates in [Your Area].”

Create Consistent Content: Aim for 1–2 monthly blog posts, supplemented with social media posts.

Repurpose Content: Share your blog posts across platforms like Facebook, Instagram, and LinkedIn for maximum reach.

Recommended Tools:

Jasper AI: This is for content ideas and assistance in writing posts.

Canva: For designing social media graphics and blog images.

Cost:

Content tools: Jasper AI ($29–$99/month), Canva (Free to $12.99/month)

Content writer or editor (optional): $100–$300 per blog post

Time Commitment: Writing and publishing take approximately 3–6 hours per month, depending on frequency.

Learning Curve: Low, especially with content aids like Jasper AI.

Benchmark for Success: Monitor blog traffic and social media engagement metrics (likes, shares, comments). Aim for steady growth in both, with a goal of 1–2 monthly leads from content within 6 months.

Run Paid Social Media Ads and Google Ads

Purpose: Paid advertising allows you to target specific audiences, such as first-time buyers or people interested in moving to your city. When set up correctly, Facebook and Google ads are particularly effective for local lead generation.

Steps:

Set a Budget: Start small, with $200–$500/month, and increase once you see results.

Define Your Audience: Use Facebook and Google's targeting options to narrow down specific demographics, interests, and geographic areas.

Optimize Landing Pages: For the best conversion rates, send ad traffic to landing pages with clear calls to action (CTAs).

Recommended Vendors:

Facebook Ads: Great for targeting local audiences and boosting brand awareness.

Google Ads: Ideal for capturing clients searching for terms like “buy a house in [Your City]” or “top real estate agent in [Your Area].”

Cost:

Monthly ad spend: $200–$1,000/month

Professional ad manager (optional): $300–$1,000/month

Time Commitment: Initial setup can take a few hours; ongoing management requires 1–2 hours per week.

Learning Curve: Moderate to high if you’re new to digital advertising. Hiring an ad specialist may be worth it for optimization.

Benchmark for Success: Track your ad click-through rate (CTR) and cost per lead. Aim for a CTR above 1% and a price per lead that fits your budget (ideally $10–$30 per lead).

Use a CRM for Lead Nurturing and Follow-Up

Purpose: A CRM system allows you to manage leads, follow up with clients, and keep track of ongoing communications. This is crucial for staying organized, ensuring no lead falls through the cracks, and providing personalized service to your clients, which can lead to higher conversion rates and customer satisfaction.

Steps:

Choose a CRM: Follow Up Boss, HubSpot, and LionDesk are tailored for real estate, offering tools to segment leads, schedule follow-ups, and set reminders.

Automate Follow-Ups: Nurture leads using automated email or text sequences, sending personalized messages based on clients' current stages of the buying or selling process.

Segment Your Leads: Organize your leads by category—such as “Hot,” “Warm,” and “Cold”—so you can prioritize outreach effectively.

Cost:

CRM software: $50–$300/month, depending on features and add-ons

Time Commitment: Initial setup and training require about 5–10 hours. Ongoing maintenance takes about 1–2 hours per week.

Learning Curve: Moderate, especially with more complex CRM systems. Most vendors offer tutorials to ease the process.

Benchmark for Success: Track lead conversion rates and follow-up consistency. A 5–10% conversion rate on nurtured leads is a solid target, with ongoing increases as you refine your CRM practices.

Encourage and Manage Online Reviews

Purpose: Reviews are powerful social proof that can make or break a client’s decision to contact you. A steady flow of positive reviews on platforms like Google, Yelp, and Facebook boosts your credibility and helps you rank higher in local search results.

Steps:

Ask for Reviews: After a successful transaction, request a review from the client. Make it easy by sending them a direct link.

Respond to All Reviews: Engage with positive reviews by thanking clients and professionally addressing any concerns raised in negative reviews.

Highlight Reviews on Your Website and Social Media: Showcase your best reviews to strengthen your brand and encourage other clients to reach out.

Cost: Free, though some agents use reputation management software (optional, $10–$50/month) to streamline review requests and tracking.

Time Commitment: About one hour per month.

Learning Curve: Low, but persistence is vital.

Benchmark for Success: Aim for 1–2 new reviews per month and strive for an average rating of 4.5 stars or higher. Reviews should increase website visits and client inquiries.

Success Story Example: Proof That It’s Possible

“Carrie, an agent in a small town, decided to shift from buying leads to creating her own pipeline. She started by setting up a website, writing one blog post a month, and building her social media presence. Six months in, Carrie was receiving 5–10 quality leads per month, with about 20% of those converting into clients. By the end of her first year, Carries business was 100% self-sustaining, and she didn’t spend a single dollar on lead platforms.”

Carrie’s journey shows that building your own pipeline isn’t just possible—it’s transformative. By focusing on her own brand and connecting directly with clients, Carrie took control of her business, even as a solo agent in a small market. In just one year, she moved from relying on expensive, unpredictable leads to creating a steady stream of clients who trust her expertise and reach out to her by choice. Her success proves that any agent can build a self-sustaining pipeline that drives long-term growth and independence with the right tools and dedication.

Quick-Start Guide: Your First 30 Days

Week 1: Set up your Google My Business profile and ask past clients for reviews.

Week 2: Create your website (or optimize your existing one) and add two blog posts on local topics.

Week 3: Open accounts on Facebook and Instagram and post about real estate trends, local events, and your insights twice a week.

Week 4: Run a small Facebook ad campaign targeting buyers in your area and test different ad formats to see what works best.

This guide helps break down the first steps to build momentum and see results quickly.

Long-Term ROI and Final Thoughts

Building your own lead generation pipeline is a long-term investment, but with sustained effort, it’s a high-return approach that grows in value over time. Remember:

“Agents with a strong personal brand report a 3x increase in referrals and repeat business.”

“Organic leads convert at rates 50% higher than paid leads, meaning each self-generated lead has a greater chance of becoming a closed deal.”

“Real estate agents with active social media presence are 37% more likely to engage potential clients than those without one.”

By taking control of your marketing and client acquisition, you’re building a reliable and profitable system that respects your time, prioritizes quality clients, and reflects your unique value.

Final Benchmark: Measure success by tracking cost per lead, conversion rate, and lead source quality. A high-performing pipeline should yield a 5–10% conversion rate on qualified leads and provide enough inquiries to sustain your business goals.

Creating your own lead generation system frees you from big-box fees and gives you control over your brand, clients, and business. Invest in yourself, build something truly yours, and watch your reputation and business grow.

About The Author

Posted in Agent Resources

no comments yet

Nov. 21, 2024

Owning Your Brand: How to Create a Reputation on Your Terms

This article is part of our series on building a sustainable lead generation strategy for real estate agents. To start from the beginning, read the first article here.

By New England Landmark Realty LTD

In real estate, brand identity isn’t just a logo or a tagline—it’s your professional reputation, the values you stand for, and the way clients remember you; for agents who rely on big-box lead platforms like Zillow and Realtor.com, building an independent brand can be challenging. These platforms present agents as interchangeable options, limiting their ability to create a unique identity and grow a reputation that reflects their expertise.

Agents can establish a brand that clients recognize, trust, and remember by generating their own leads. This approach not only allows you to take control of your business, but also to create a unique brand identity that reflects your expertise. Here’s why owning your brand is crucial to building a sustainable real estate business and how to create a reputation on your own terms.

Big-Box Platforms Dilute Your Brand Identity

Big-box platforms are designed to position their own brand—not the agents they feature. When clients find an agent through Zillow, Realtor.com, or similar websites, they’re more likely to remember the platform as their main point of contact rather than the agent who ultimately served them. This not only dilutes the agent’s brand, but also makes it harder to stand out and build a memorable presence. It's time for a change in strategy.

Self-generated leads come directly to you, bypassing the middleman and creating an immediate, personal connection with clients. Without the third-party filter, clients associate their real estate experience with your brand and your unique qualities as an agent, strengthening their loyalty and trust.

Takeaway: A self-generated lead experience keeps the focus on your brand, allowing clients to associate you with their successful real estate journey—not a third-party platform.

Create a Brand Identity That Reflects Your Unique Value

Every agent has unique strengths, values, and approaches to the business. When agents rely on purchased leads, they miss the opportunity to showcase what makes them different. Big-box platforms focus on numbers and algorithms, treating agents as interchangeable options rather than unique professionals with specialized expertise.

By generating your own leads, you can create a brand that highlights your unique strengths, whether it’s your local expertise, commitment to client satisfaction, or dedication to the community. When clients find you directly, they see you as an expert in your market, and you can shape your brand to reflect the qualities that make you the best choice.

Takeaway: Owning your brand allows you to emphasize what makes you unique, setting you apart from competitors and attracting clients who resonate with your values.

Building a Direct Brand Connection Increases Client Loyalty

Clients are likelier to stay loyal to an agent who presents a clear, authentic brand that aligns with their needs and values. When agents generate their own leads, they can convey this brand identity from the very first interaction, establishing a strong foundation of trust and respect.

In contrast, clients who come through big-box platforms often feel a weaker connection to their agent. They may view the agent as just another contact in a sea of options, which reduces loyalty and increases the likelihood of clients switching agents for future transactions. A strong brand connection keeps clients engaged and more likely to return when ready for their next real estate move.

Takeaway: A direct brand connection nurtures loyalty, increasing the chances of repeat business and referrals.

Self-Generated Leads Support a Consistent Brand Message

Consistency is key to building a memorable brand. When agents depend on third-party leads, they lose control over the messaging clients see before connecting. Clients may be introduced to agents through vague or inconsistent descriptions, creating a brand experience that doesn’t align with the agent’s goals or values.

Self-generated leads give agents full control over how they’re presented to clients, ensuring that every piece of content—from website copy to social media posts to email responses—reinforces a consistent brand message. This consistency strengthens brand recognition, builds client trust, and helps agents stand out as reliable, professional experts.

Takeaway: Generating your own leads lets you control your message, ensuring clients receive a consistent and professional experience every time.

Establish a Brand That Clients Will Remember and Refer

One of the greatest benefits of building an independent brand is the potential for organic referrals. Clients with a strong, positive impression of an agent’s brand are likelier to share that experience with friends and family. Agents who create their own leads establish a memorable brand that clients will refer others to, bringing in high-quality leads at no extra cost.

Agents who rely on big-box leads often miss out on these organic referrals because clients associate their experience with the platform rather than the individual agent. By creating a brand directly tied to the client’s experience, agents ensure that satisfied clients remember their name—not Zillow’s or Realtor.com’s.

Takeaway: A strong, independent brand drives organic referrals, helping you build a sustainable business with clients who come to you by choice.

Build a Brand That Reflects Your Values and Mission

When agents rely on purchased leads, they effectively align themselves with the values of the platform they’re buying from—not necessarily their own. Big-box platforms prioritize fast transactions, high volume, and scalability, which don’t always reflect the agent’s personal mission or commitment to the community.

Agents can build a brand that reflects their values by generating leads. If you’re passionate about helping first-time homebuyers, supporting local businesses, or educating clients, your brand can embody these values, attracting clients who appreciate your unique mission. This alignment creates a more fulfilling business model that resonates deeply with clients and builds long-term loyalty.

Takeaway: A self-generated lead system allows you to build a brand that reflects your mission, creating a more rewarding career and attracting clients who share your values.

Conclusion: Own Your Brand, Own Your Business

Building an independent brand is one of the most powerful moves an agent can make for long-term success. When you create a brand that reflects your unique strengths, values, and expertise, you’re setting yourself apart from competitors and building a sustainable business that clients recognize, remember, and refer to.

Big-box lead platforms create an impersonal, competitive environment that reduces your brand to a name in a list. By focusing on self-generated leads, you take control of your brand, allowing you to connect directly with clients, communicate consistently, and showcase your expertise on your terms. Invest in your brand, build an identity that clients trust, and create a business that reflects your passion, professionalism, and unique value.

About The Author

Posted in Agent Resources

no comments yet

Nov. 19, 2024

Avoiding Burnout: How Building an Independent Pipeline Saves Time and Energy

This article is part of our series on building a sustainable lead generation strategy for real estate agents. To start from the beginning, read the first article here.

By New England Landmark Realty LTD

In real estate, burnout is an all-too-common reality. Agents feel pressured to respond to leads instantly, chase every client, and juggle constant demands—all while trying to close deals. This sense of pressure is even greater for agents who rely on big-box lead-buying platforms like Zillow and Realtor.com. Competing for the same leads and feeling obligated to chase cold contacts often leads to long hours, mental exhaustion, and a high likelihood of burnout.

The solution? Building an independent lead pipeline. This approach not only reduces burnout by allowing agents to manage their workload more effectively but also creates a more sustainable business model that prioritizes quality, client relationships, and efficiency over endless lead-chasing. Some strategies for building an independent lead pipeline include creating a strong online presence, networking within the community, and providing valuable content to attract potential clients.

Lead-Buying Often Results in High-Pressure, Low-Reward Work

When agents buy leads, they’re paying for access to contacts who may or may not be ready to decide. Many purchased leads are lukewarm or simply people browsing listings, requiring constant follow-up, nurturing, and attention. This “chasing” creates an endless cycle where agents spend most of their time on clients who might never convert.

With an independent pipeline, agents engage with leads who are genuinely interested in their services. These are what we refer to as 'self-generated leads ', which are warmer, often seeking specific expertise or interested in a personal connection. Instead of chasing every inquiry, agents can focus on high-potential clients, reducing time wasted on cold leads.

Takeaway: Direct leads are of higher quality, allowing you to prioritize meaningful work such as client consultations, property evaluations, and negotiation strategies, instead of constantly chasing low-conversion prospects.

Self-Generated Leads Mean Less Competing and More Connecting

When agents buy leads, they’re usually not the only ones reaching out to the client. Multiple agents often contact the same lead, creating a competitive dynamic that pressures agents to respond faster, push harder, and stand out among a crowd. This constant competition can lead to burnout, as agents feel they must always be “on” to keep up.

Self-generated leads eliminate this competition. Since the client came directly to the agent, there’s no need to rush or overextend to secure their attention. This allows agents to work more naturally, focusing on building a connection rather than trying to win out over multiple other agents.

Takeaway: With self-generated leads, you can focus on forming a connection rather than competing, which reduces stress and promotes more effective client relationships.

An Independent Pipeline Allows You to Set the Pace

Purchased leads often expect immediate follow-up and constant attention, leading to a reactive work style. This fast-paced, reactive approach is exhausting and leaves little room for a balanced schedule or time to focus on meaningful tasks. When agents rely on big-box leads, they’re not setting the terms—the platform is.

With an independent pipeline, agents are free to set the pace of their business. They can prioritize leads based on readiness, develop intentional follow-up schedules, and create a workflow that supports their energy and time management. This proactive approach is not only more sustainable, but it also allows agents to provide higher-quality service.

Takeaway: When you control your pipeline, you set the pace, making balancing your workload more accessible and reducing the chances of burnout.

Personalized Relationships Are More Fulfilling Than Transactional Interactions

Clients who come through big-box platforms often view their relationship with an agent as transactional—they’re looking for someone to help them browse listings, schedule showings, and manage paperwork, but they may not see their agent as a trusted advisor. This transactional nature can lead agents to feel undervalued, resulting in a lack of job satisfaction and, ultimately, burnout.

Self-generated leads, on the other hand, are built on personalized connections. Clients who choose an agent directly often do so because they’re looking for guidance, local expertise, and a partner in the real estate process. Building meaningful relationships with clients is rewarding and reminds agents why they got into real estate in the first place.

Takeaway: Direct leads foster personally fulfilling relationships, reducing stress and increasing career satisfaction.

Self-Generated Leads Are Easier to Qualify, Reducing Wasted Effort

One of the challenges of purchased leads is that they require a lot of qualifying. Agents spend hours following up with contacts who may need to be severely more or ready to buy, leading to wasted effort and frustration. This effort contributes to mental and physical burnout as agents feel their time isn’t being valued.

With self-generated leads, agents control the qualifying process from the start. They can focus on attracting leads who meet specific criteria and filtering out unqualified contacts before entering the pipeline. This leads to more productive conversations and less time wasted, creating a healthier, more efficient work environment.

Takeaway: Self-generated leads save time by attracting genuinely interested clients, reducing the stress of sifting through unqualified contacts.

Self-Reliant Lead Generation Puts Agents in Control of Their Schedule

One of the most frustrating aspects of buying leads is the need for more control over business flow. When agents rely on big-box platforms, they’re subject to the platform’s lead flow, often resulting in an unpredictable and inconsistent workload. Some months might bring a flurry of leads, while others go dry, creating a feast-or-famine cycle that’s mentally and financially taxing.

By creating their lead pipeline, agents can build a steady stream of clients and control their workload. This consistency allows for better planning, a more stable income, and a balanced schedule that reduces the risk of burnout.

Takeaway: A steady, self-generated lead flow creates a more predictable workload, reducing the stress of unpredictable business cycles.

Conclusion: Invest in Yourself, Not Just the Next Lead

The pressure of chasing purchased leads can quickly lead to burnout, which can affect agents’ mental health, energy levels, and overall job satisfaction. Building an independent lead pipeline helps agents avoid this burnout and creates a more enjoyable, fulfilling, and balanced career.

By focusing on self-generated leads, agents can control their workflow, attract clients who value their expertise and engage in meaningful relationships that make real estate rewarding. Say goodbye to burnout and hello to a more sustainable way of doing business. Invest in yourself, build your own lead pipeline, and enjoy a career that respects your time, values your energy, and supports your growth.

About The Author

Posted in Agent Resources

no comments yet

Nov. 19, 2024

Why Frequent Vermont Visitors Are Becoming Second-Home Owners: Is It Your Turn?

By New England Landmark Realty LTD

For those who've spent their weekends skiing down the slopes of Stowe, wandering through the autumn trails of Woodstock, or soaking up the serenity of Lake Champlain, Vermont is more than just a vacation spot—it's a feeling. The brisk air on a clear fall day, the charm of small-town shops, and the unspoiled beauty of rolling hills seem to stretch forever. This feeling leads to a natural next step for many frequent visitors: making Vermont their second home.

If you are drawn back to the Green Mountain State repeatedly, it might be time to consider putting down some roots. But why now? And why Vermont? Here's what you need to know about the compelling reasons behind this trend—and how you can become part of it.

A Vacation Lifestyle Year-Round

Picture your cherished retreat becoming your everyday sanctuary. Vermont presents a rare fusion of natural allure and year-round activities that cater to every outdoor enthusiast. From the renowned ski slopes of Stowe and Killington to the hiking paths of the Long Trail and the pristine waters of Lake Champlain and Lake Willoughby, Vermont is not just a destination you visit; it's a lifestyle you can embrace.

Data Point: According to a 2023 report from Vermont's Department of Tourism, over 13 million visitors came to Vermont in 2022, with 47% returning at least twice within the same year. This high rate of return visits underscores how magnetic Vermont's offerings are for those who experience it.

Remote Work Makes Flexibility Possible

The rise of remote work has transformed how people think about their primary and secondary homes. Many frequent Vermont visitors now have the flexibility to split their time between their city apartments and a tranquil retreat in the mountains.

Data Point: A study by Realtor.com found that over 60% of second-home owners in Vermont work remotely for part of the year, and this trend has only increased post-pandemic. The result? More people are converting vacation time into a sustainable part-time residence.

Strong Investment Potential

Owning a second home in Vermont isn't just about creating personal experiences—it's also a strategic investment. The state has seen consistent appreciation in property values, especially in desirable areas close to outdoor activities and quaint town centers, providing a strong investment potential.

Data Point: The median sales price for homes in Stowe increased by nearly 15% from 2020 to 2023, reaching around $675,000. Similarly, Woodstock and Manchester have experienced price appreciation of 12% and 10%, respectively, over the same period. For second-home buyers, this means potential equity growth alongside personal enjoyment.

Rental Income Opportunities

One of the biggest draws for prospective second-home owners is the ability to offset costs through vacation rentals. Vermont's popularity as a year-round tourist destination means your property can attract visitors during all four seasons—whether they're looking to ski, hike, or escape the city, providing a steady stream of income.

Data Point: According to AirDNA, vacation rentals in popular Vermont areas like Stowe and Woodstock boast an average occupancy rate of over 65%, with peak seasons seeing occupancy as high as 90%. This robust demand translates to a steady stream of income for second-home owners who choose to rent out their properties when not in use.

An Escape That's Close to Home

For many out-of-state buyers, Vermont's location is ideal. It's far enough to feel like an escape but close enough to major cities for convenient travel. Driving from Boston to Stowe takes just over three hours; from New York City, it's under five. This proximity allows frequent visitors to make the most of long weekends and spontaneous getaways.

Data Point: Vermont's real estate market has seen a 25% increase in out-of-state buyers since 2020, according to the National Association of Realtors (NAR). This surge is primarily driven by buyers from nearby states seeking accessible yet distinctly different surroundings.

Community and Quality of Life

One of the most compelling reasons frequent visitors become second-home owners in Vermont is the state's unique sense of community. Vermont towns are known for their welcoming atmosphere, locally-owned businesses, and community events that bring people together. From farmers' markets and craft fairs to music festivals and town parades, these small communities offer a rich, connected experience that city life often needs to improve.

Data Point: A recent survey by Livability ranked Vermont as the 2nd best state for quality of life, highlighting its low crime rates, high air quality, and a strong sense of community. For second-home owners, this means a beautiful place to live and a fulfilling way of life.

Is It Your Turn to Own a Piece of Vermont?

If Vermont has been calling you back season after season, it's time to consider making that connection permanent. Imagine having your retreat—a place where you can create memories, enjoy a flexible lifestyle, and invest in a growing market.

Tony Walton and his team at Nelandmark.com understand the draw of Vermont better than anyone. With years of experience helping out-of-state buyers find their perfect second homes, Tony is committed to making the process seamless. From identifying the right towns to navigating the intricacies of Vermont's real estate market, they're your local experts every step of the way.

Ready to take the next step? Contact his team at Nelandmark.com or call 802-253-4711 to explore how you can turn your favorite getaway into a place of your own

Posted in Home Buying Tips, Luxury and Vacation Homes, Vermont Real Estate Trends

no comments yet

Nov. 18, 2024

Vermont Real Estate Market Outlook for 2024-2025: Opportunities Amid Uncertainty

By New England Landmark Realty LTD

The national housing market has endured a challenging few years, with rising mortgage rates since 2022 stifling growth. However, as we edge closer to 2025, cautious optimism is brewing—and Vermont’s real estate market is poised to benefit uniquely.

National forecasts suggest an upswing in home sales, with the National Association of Realtors (NAR) projecting a 9% increase in 2025 and a further 13% boost in 2026. But how will Vermont’s distinct market dynamics respond to these broader trends? Let’s dig in.

Vermont’s Distinct Advantage in a Shifting Market

In Vermont, the housing market is more resilient than most, thanks to its blend of natural appeal and a steady influx of buyers seeking a lifestyle upgrade. The Green Mountain State continues to attract urban escapees from nearby metros like Boston and New York, drawn by its picturesque landscapes and slower pace of life. This enduring demand and a relatively stable local economy position Vermont as a standout in uncertain times.

According to NAR’s chief economist, Lawrence Yun, job growth and mortgage rates will drive the housing market recovery. Vermont’s lower unemployment rates and the burgeoning tourism-driven economy could amplify these positive effects locally. While national GDP growth is projected to slow to 2.3% in 2024, Vermont’s regional economic performance—supported by its growing outdoor recreation industry and expanding remote workforce—offers a brighter outlook.

Mortgage Rates: A Game-Changer for Buyers and Sellers

The biggest wild card for the Vermont market, as elsewhere, will be mortgage rates. Yun anticipates rate cuts in 2025, a potential lifeline for prospective buyers who have been priced out of the market due to high borrowing costs. Vermont homeowners sitting on low-rate mortgages from earlier years might finally feel confident enough to list their properties, boosting inventory levels.

However, the specter of inflation looms large, especially with incoming President-elect Donald Trump’s proposed tariff policies. If tariffs on foreign imports spike inflation, household budgets across the country—including in Vermont—could face additional strain. For buyers, the resulting higher costs of goods and construction could make homeownership less attainable. Builders in Vermont, already dealing with rising material prices and labor shortages, could see costs surge further.

2024 Trends to Watch in Vermont

Home Price Stability: Unlike overheated markets in the Sunbelt, Vermont is expected to see steady, not spiking, price growth. This is good news for buyers waiting on the sidelines.
Inventory Growth: Vermont’s inventory could expand modestly as more homeowners feel confident about selling, particularly if rates stabilize.
Days on Market: Expect homes to stay on the market slightly longer than in the peak COVID-era frenzy, reflecting a return to a more balanced market.
Tourism Impact: The booming ski and summer tourism industries fuel demand for vacation homes, particularly in areas like Stowe, Killington, and the Champlain Valley.
Remote Work: Vermont’s allure as a remote work haven continues to grow. More professionals are trading urban apartments for rural charm, driving demand in towns like Middlebury, Woodstock, and Brattleboro.

Will Trump’s Policies Alter the Path?

President-elect Donald Trump’s approach to fiscal policy could create ripples—or waves—in the housing market. While lower interest rates might boost affordability, proposed tariffs could add to inflationary pressures. In Vermont, where many construction materials are imported, tariffs could exacerbate already high building costs, delaying new projects and straining affordability further.

As Yun points out, if the Trump administration can credibly reduce the federal budget deficit, mortgage rates could decline even further, offering much-needed relief. A calmer fiscal policy would be a significant boon for Vermont, which thrives on stability and long-term investment.

Vermont in 2025: A Land of Opportunity

Looking ahead, the Vermont housing market is set to benefit from its unique blend of lifestyle appeal, economic resilience, and stable demand. While external pressures like national policy shifts and inflation will play a role, Vermont’s allure as a haven for those seeking space, community, and a connection to nature will keep its market vibrant.

Critical takeaways for Vermont in 2025:

Sellers: Price your home competitively to attract motivated buyers in a stabilizing market.
Buyers: If mortgage rates decline as expected, 2025 could be the year to secure your Vermont dream home.
Investors: Keep an eye on short-term rental markets in popular tourist towns; demand for vacation properties remains high.

Vermont real estate is about more than just transactions—it’s about lifestyle transformation. If you’re ready to move or invest in the state’s bright future, Tony Walton and his team are here to guide you every step of the way. With decades of local expertise and a commitment to personalized service, we’re your trusted partners in Vermont’s real estate market. Visit VTMove.com or call 802-253-4711 to start your journey today.

Posted in Vermont Real Estate Trends

no comments yet

Nov. 17, 2024

Competing for the Same Leads: How Big-Box Websites Artificially Increase Demand

This article is part of our series on building a sustainable lead generation strategy for real estate agents. To start from the beginning, read the first article here.

By New England Landmark Realty LTD

In real estate, competition is natural—but not all competition is productive. Big-box lead platforms like Zillow and Realtor.com capitalize on this by selling the same leads to multiple agents, creating an artificially inflated demand that leaves agents scrambling for the same few clients. This practice drives up the cost of leads and forces agents into an exhausting race to win over clients already overwhelmed by options.

This article explains why lead-buying pits agents against each other in costly and unnecessary ways and how self-generated leads can eliminate this artificial competition, leading to a more productive, client-focused business model.

Purchased Leads Are Often Sold to Multiple Agents

Big-box platforms sell the same lead to multiple agents in the same market, often leaving buyers and sellers bombarded with calls and emails from several realtors. While this practice is lucrative for the lead platforms, it’s a major disadvantage for agents, who find themselves competing in a crowded field for the same client’s attention.

The result? Agents often feel pressured to respond faster, lower their fees, or make special offers to stand out among other agents. This turns lead-following into a race to the bottom, where agents sacrifice time, resources, and often profit margins to close a deal that was never exclusive to begin with.

Takeaway: Self-generated leads are exclusively yours, allowing you to work with clients without unnecessary competition and better control over pricing and negotiation.

Big-Box Platforms Create a False Sense of Demand

The practice of selling leads to multiple agents gives the illusion that the demand for leads is far greater than it actually is. By making agents pay top dollar for access to the same prospects, big-box platforms drive up prices while creating a scarcity that pressures agents into buying more leads than they need.

This model benefits the platform, not the agent. In reality, agents could access the same or better quality leads by creating their own pipeline, but lead platforms create an artificial sense of competition that makes agents believe they must buy leads or be left behind.

Takeaway: Self-generated leads don’t come with a premium price tag or artificial scarcity—they’re built from genuine client interest, allowing you to focus on quality over quantity.

Lead-Buying Turns Agents Into Commodities

When agents purchase the same leads from a big-box platform, they’re stripped of their individuality. Clients don’t necessarily see one agent as better than another—they see a list of names sent to them by Zillow or Realtor.com, which makes agents appear interchangeable. This creates an environment where clients might prioritize agents based on quick responses or discounted services rather than trusting a specific agent’s expertise.

With self-generated leads, agents are chosen by clients who recognize their value, not by a platform’s recommendation. These clients are contacting you because they’re interested in your local expertise, unique branding, or specialized knowledge—not because you were one of many agents on a list.

Takeaway: A self-generated lead is already invested in working with you specifically, so there’s no need to compete with others for their attention.

Multiple Agents Chasing the Same Lead Dilutes Client Experience

When multiple agents approach clients, they may feel overwhelmed and pressured, negatively impacting their experience. Rather than feeling guided by a single, trusted agent, they’re dealing with a crowd of agents eager to make an impression.

This leaves clients feeling like they’re just another number in a system rather than a valued client. Agents who generate their own leads can avoid this issue entirely, providing a seamless, client-centered experience from the very beginning. A direct relationship between the agent and client results in more personalized service, less stress for the client, and a greater likelihood of referrals and repeat business.

Takeaway: Self-generated leads allow you to offer a personalized, high-touch experience that sets you apart and builds stronger client loyalty and satisfaction.

Self-Generated Leads Attract Clients Who Value Your Expertise

When agents generate their leads, they attract clients specifically interested in what they offer—not just an available agent. This means that clients come in with a higher level of trust, are more likely to respect the agent’s guidance, and are less inclined to price-shop or seek out other options. This approach fosters a high-value relationship, building loyalty and long-term satisfaction. On the other hand, when agents compete over a purchased lead, clients often become "price shoppers," focusing on which agent will offer the lowest commission or the most immediate availability. This mindset doesn't foster a high-value relationship-it creates a transactional approach that doesn't build loyalty or long-term satisfaction.

On the other hand, when agents compete over a purchased lead, clients often become “price shoppers,” focusing on which agent will offer the lowest commission or the most immediate availability. This mindset doesn’t foster a high-value relationship—it creates a transactional approach that doesn’t build loyalty or long-term satisfaction.

Takeaway: Direct clients value your unique expertise and are less likely to treat your services as a commodity, leading to a stronger relationship from the start.

Self-Generated Leads Allow You to Set the Terms

When you generate the leads, you have full control over your business terms and can select clients who align with your values and services. Instead of feeling pressured to respond within minutes or compromise on your fees, self-generated leads allow you to engage with clients on your terms, building a practice that respects your time and expertise. In contrast, purchased leads often come with the expectation that agents will chase them, sacrificing time, resources, and sometimes profit margins to close deals. This type of interaction is draining and, ultimately, unsustainable for agents who want to build a stable and profitable business.

In contrast, purchased leads often come with the expectation that agents will chase them, sacrificing time, resources, and sometimes profit margins to close deals. This type of interaction is draining and, ultimately, unsustainable for agents who want to build a stable and profitable business.

Takeaway: Generating your own leads gives you full control over client selection, pricing, and response time, allowing you to maintain the integrity of your business model. This control ensures you can build a stable and profitable business that respects your time and expertise.

Conclusion: Avoid the Artificial Competition—Build a Direct Pipeline

Big-box platforms are designed to maximize their own profit by creating artificial competition among agents. By selling the same leads to multiple agents, these platforms drive up prices, increase pressure, and position agents as interchangeable options rather than unique, trusted professionals.

Agents who invest in building their own lead pipeline avoid these pitfalls entirely. This achievement of generating your own leads is exclusive, meaning you don’t have to compete with other agents or sacrifice your terms to close a deal. By focusing on direct leads, you create a business model that values quality over quantity, respects your time, and builds client relationships based on genuine trust and connection.

Skip the middleman, focus on generating your own leads, and build a business that’s truly yours—one without artificial competition or inflated costs.

About The Author

Posted in Agent Resources, National Real Estate Trends

no comments yet

Nov. 16, 2024

Trump Wins: What This Means for Vermont’s Mortgage Rates

By New England Landmark Realty LTD

Vermont Mortgage Rates May Climb Higher

Trump’s anticipated policies on federal spending have already influenced financial markets. The 10-year Treasury yield, a key indicator for mortgage rates, has risen to 4.475%. As a result, mortgage rates are expected to follow this upward trend. Currently, the 30-year fixed mortgage rate averages around 7%, but it could increase further.

Logan Mohtashami, Lead Analyst at HousingWire, projects short-term rate increases. “Rates are going up!” he states, suggesting that a rise to 8% could happen if the 10-year Treasury yield hits 5%. For Vermont homebuyers, this scenario could mean significantly higher borrowing costs, potentially straining affordability in an already challenging market.

Uncertain Impact of Trump’s Housing Agenda on Vermont

The details of Trump’s housing agenda remain mostly unclear. Previously, he linked immigration to increased housing demand, arguing that it drives competition and raises home prices. However, there is limited evidence to support a direct impact on states like Vermont, where housing dynamics differ from those in high-immigration areas. Any effect on Vermont from changes to immigration policy would likely be indirect and minimal.

Trump has also indicated support for renewing the 2017 tax cuts, which could increase disposable income for some households. However, the effects on Vermont’s housing affordability remain uncertain. While tax changes may slightly influence household budgets, other factors—such as interest rates and local housing supply—play a more significant role in determining affordability in Vermont.

Trump has also shown interest in removing Fannie Mae and Freddie Mac from federal conservatorship. This complex policy shift could take years to implement and faces substantial regulatory hurdles. Should privatization proceed, it may reshape the national mortgage landscape, but specific impacts on Vermont’s access to credit and mortgage costs remain speculative. Opponents argue that privatization could limit credit options and raise fees, making homeownership more difficult, but these concerns are hypothetical at this stage, with no immediate evidence of a direct effect on Vermont.

Deregulation and Vermont’s Housing Sector

A Trump administration is expected to roll back regulations, which could affect housing agencies such as the Federal Housing Finance Agency (FHFA) and the Consumer Financial Protection Bureau (CFPB). With Republican control of Congress, Trump’s agenda may include reducing regulatory requirements that currently affect Vermont lenders and real estate professionals, potentially lowering costs and simplifying processes.

However, Vermont’s housing market may also see some challenges. Trump has backed tariffs on foreign goods, which could raise prices for construction materials like lumber. For Vermont builders, this would mean higher costs, which may, in turn, increase home prices and slow new housing development.

Key Takeaways for Vermont Buyers and Homeowners

If mortgage rates climb to 8%, Vermont’s already strained housing affordability could worsen. Buyers might need to adjust their budgets or reconsider purchasing in the near term. Meanwhile, developers may face increased construction costs, potentially impacting home availability and prices.

About The Author

Posted in National Real Estate Trends, Vermont Real Estate Trends

no comments yet

Nov. 15, 2024

Market Knowledge: The Asset That Lead-Buying Can’t Buy

This article is part of our series on building a sustainable lead generation strategy for real estate agents. To start from the beginning, read the first article here.

By New England Landmark Realty LTD

Knowledge is one of the most valuable assets an agent can have in the real estate industry. From understanding neighborhood trends to knowing local price fluctuations, having deep market insight sets great agents apart. Unfortunately, agents who rely heavily on buying leads from big-box platforms like Zillow or Realtor.com miss out on a critical part of building that knowledge: direct engagement with their market.

This article explores why self-generated leads benefit your bottom line and provide the hands-on experience needed to gain true market expertise, creating a sustainable edge that paid leads can’t replicate.

Lead-Buying Creates a Buffer Between Agents and the Market

When agents purchase leads from big-box platforms, they often deal with clients who come through a pre-filtered, algorithm-driven system. While this might seem efficient, it creates a buffer between agents and the local real estate landscape, isolating them from crucial details about market shifts, client preferences, and neighborhood trends.

Generating your own leads is a unique process that demands agents to stay actively engaged with their market. Whether it’s through local networking, social media, or SEO-driven blog posts, self-generated leads come directly from the community, providing agents with firsthand insights that are invaluable for understanding their area.

Takeaway: Directly engaging with your market empowers you with specific, actionable, and unique insights into your local area, making you a knowledgeable expert in your field.

Local Knowledge Is a Key Selling Point for Clients

Clients today are more informed and selective than ever. They aren’t just looking for any agent; they want someone who understands the area's nuances and can offer them local expertise. When agents rely on purchased leads, they’re not actively building that reputation as a local expert—instead, they’re dependent on big-box platforms that portray all agents as interchangeable options.

By building your brand locally, you’re letting clients know that you are the resource for information specific to their needs. Agents with deep market knowledge can confidently discuss trends, pricing, and neighborhood amenities that set them apart from competitors.

Takeaway: Market knowledge builds trust and differentiates you as a go-to local expert, giving you a significant edge over agents who rely on third-party leads.

Real Market Expertise Can’t Be Bought—It’s Built Over Time

Market knowledge isn’t a one-time acquisition; it’s built over time through observation, experience, and community involvement. Agents who invest time studying their local area, attending community events, and even talking with local businesses gain insights far beyond what’s available on a website.

Purchased leads come with a detached, “one-size-fits-all” quality that doesn’t prepare agents to understand what really matters to clients in a specific neighborhood. Contrastingly, agents who generate leads organically are constantly engaged with local buyers and sellers, allowing them to hone their skills and intuition about the market.

Takeaway: Agents who build their business locally acquire expertise that goes far deeper than what can be gained through a third-party platform.

The Power of Predictive Insight: Spotting Trends Before They’re Data

One of the biggest advantages of having strong market knowledge is the ability to spot trends early. Agents who consistently tune into the local market—whether through open houses, neighborhood events, or online engagement—often pick up on emerging trends before they’re even reflected in broader market data.

For example, if you notice that buyers are increasingly interested in specific amenities or gravitating toward certain neighborhoods, you can advise clients accordingly and position your listings more effectively. This predictive insight allows agents to serve clients proactively, a level of service that clients remember and refer to others.

Takeaway: Real-time market knowledge helps you advise clients on emerging trends, positioning you as a forward-thinking agent with invaluable expertise.

Self-Generated Leads Give Agents a Firsthand Pulse on Client Preferences

Purchased leads are often cold or lukewarm contacts that do not provide much insight into the clients’ preferences or motivations. By contrast, self-generated leads come directly from clients seeking specific information or services that are locally relevant. This gives agents a valuable opportunity to learn what matters most to buyers and sellers in their area, from preferred home features to the neighborhoods they’re interested in.

Over time, these insights allow agents to fine-tune their strategies, ensuring that their listings, marketing materials, and buyer consultations align with current client needs. This market knowledge will enable agents to stay agile and responsive, adjusting their approach as client preferences evolve.

Takeaway: Engaging directly with clients through self-generated leads allows you to develop a detailed understanding of what they want, fostering a strong sense of connection and empathy and giving you a competitive edge in catering to your market.

Building Local Market Knowledge Helps You Stand Out from the Competition

In a world where clients can easily find a list of agents on any big-box real estate website, standing out is essential. When you understand the local market, you can provide information and insights that generic platforms can’t match. Agents who generate their own leads have a chance to highlight their unique expertise and establish a reputation as the agent clients turn to for deep, localized knowledge.

This helps attract clients and makes you a go-to source for local media, online reviews, and referrals. Market knowledge makes you memorable, credible, and respected, setting you apart from competitors who rely solely on bought leads.

Takeaway: Your local expertise becomes part of your brand identity, establishing you as a trusted authority clients remember and recommend.

Conclusion: Invest in Market Knowledge, Not Middlemen

Buying leads may seem like a shortcut to business, but it can’t replace the invaluable benefits of genuine market knowledge. Agents who invest in building their own leads aren’t just gaining clients—they’re building the insights, skills, and community presence that create lasting success, fostering an optimistic and forward-thinking approach to their business.

The more you know about your market, the more effectively you can serve your clients, whether it’s spotting trends, offering specialized advice, or understanding what buyers in your area want most. Real estate success comes from knowing your market inside and out, and that’s an asset that no big-box platform can buy.

Instead of paying middlemen, invest in becoming a market expert and watch your reputation and business grow.

About The Author

Posted in Agent Resources

no comments yet

Nov. 13, 2024

How Lead-Buying Undercuts Client Retention and Repeat Business

This article is part of our series on building a sustainable lead generation strategy for real estate agents. To start from the beginning, read the first article here.

By New England Landmark Realty LTD

A steady stream of leads is essential in real estate, but one-time clients aren’t what build a successful, long-lasting business—retained clients and referrals are. Building a solid client base can be challenging for agents who rely on big-box lead-buying platforms. Leads purchased from sites like Zillow and Realtor.com create a transactional relationship rather than one rooted in trust and loyalty.

Here’s why lead-buying can work against you regarding client retention and repeat business—and how agents who focus on generating their own leads see far better client loyalty, satisfaction, and referrals.

Purchased Leads Don’t Foster Personal Connections

Clients who come to you through big-box platforms rarely see you as their chosen agent. They’ve filled out an online form or clicked on a listing, which means they’re likely being matched with multiple agents, each competing for their attention. The relationship often feels transactional, and the client may not feel any particular loyalty to the agent they’re assigned.

For instance, clients who come to you through direct referrals, local SEO, or content marketing already know a bit about who you are. They may have read your blog, followed you on social media, or heard about you from a friend. This creates a personal connection before you even meet, laying a foundation for trust and loyalty.

Takeaway: Self-generated leads come from clients already connected to you, increasing the likelihood of repeat business and referrals.

Big-Box Platforms Retain the Client’s Loyalty, Not You

When clients use a big-box platform to find an agent, they’re often inclined to think of that platform—not the agent—as their primary resource. Zillow, Realtor.com, and similar sites have massive brand recognition, which makes it easy for clients to remember the platform, especially if they continue using it to browse properties after the sale.

As a result, when these clients have questions about future transactions, they may return to the platform instead of contacting you directly. This limits your ability to develop a long-term relationship that keeps them returning for future real estate needs.

Takeaway: A self-generated lead sees you as their main resource, not a third-party platform, increasing the likelihood of client loyalty over time.

Rented Leads Mean Fewer Client Referrals

Client referrals are one of the most valuable sources of leads for real estate agents, providing high-quality prospects at little or no cost. But referrals don’t happen without a relationship. Clients who meet you through a big-box lead service are less likely to see you as their chosen agent and more likely to see you as part of a transactional process. This lack of connection reduces the likelihood that they’ll refer friends and family to you.

Clients who find you through your own efforts—whether through social media, community involvement, or word-of-mouth—are more invested in the relationship because they came to you intentionally. They’re also far more likely to refer you to others since they have a more personal connection.

Takeaway: Direct leads lead to more referrals, helping agents grow their business without the high costs of paid lead generation.

Repeat Business is Built on Trust, Not Transactions

Retaining clients means building trust, which takes more than a single transaction. Clients who come to you through a purchased lead often feel like they’re being “handed off” to an agent rather than choosing someone they genuinely want to work with. This creates a hurdle to building a meaningful relationship that will bring them back for future transactions.

Clients who feel personally connected to their agent are more likely to return when they’re ready to buy or sell again. They trust you because they’ve chosen you for your knowledge, values, and reputation—not because a platform matched you together.

Takeaway: When clients trust you from the beginning, they’re more likely to return for future real estate needs, creating a stable, loyal client base.

Self-Generated Leads Mean Direct Ownership of Client Relationships

When agents rely on third-party platforms, they’re essentially renting client relationships. Each new client represents another transaction that needs to be paid for. In contrast, self-generated leads come to agents directly, without any intermediary, allowing agents to fully 'own' that relationship. This means you have more control over the client's experience and can build a more personal, long-lasting connection.

Clients who find you directly are more likely to seek advice and assistance in the future, knowing you as a trusted resource rather than a transactional agent. These connections grow over time, leading to a more sustainable business model and greater client satisfaction.

Takeaway: By building your own leads, you “own” each client relationship, fostering trust, loyalty, and repeat business.

Lead-Buying Often Turns Clients into Price Shoppers

Big-box platforms frequently match clients with multiple agents simultaneously, which can turn the selection process into a race for the lowest fees or fastest response time. This transactional mindset leads clients to focus on short-term factors like price, rather than the long-term value and expertise an agent brings to the table. In other words, they may prioritize cost over the quality of service or the agent's experience.

In contrast, when clients find an agent organically, they’re often more interested in building a relationship than negotiating a quick deal. They see the agent as a trusted professional, not just another name in a list of search results. This fosters respect and increases clients' chance to return for future transactions, viewing their agent as a long-term advisor.

Takeaway: Self-generated clients are often more relationship-driven, making them more likely to stay with you over the years rather than jumping from agent to agent.

Conclusion: Relationships Matter—Build a Client Base That Lasts

Building a business in real estate is more than closing deals; it’s about creating relationships that lead to long-term loyalty and repeat business. Lead-buying complicates this process by creating a transactional relationship that can undermine loyalty, trust, and client retention.

Agents who focus on self-generated leads set a foundation for long-term success. By building genuine connections with clients, they’re investing in a base that values their expertise, respects their advice, and keeps returning whenever they’re ready to move. Take ownership of your client relationships, and watch your business grow more robust and resilient.

About The Author

Posted in Agent Resources

no comments yet

Previous Page Next Page

Find Your Vermont Dream Home

Historic Homes vs. Newer Builds: Who Won Vermont’s Pandemic Price War?

Building Your Own Lead Generation Pipeline: Best Practices, Costs, and ROI

Owning Your Brand: How to Create a Reputation on Your Terms

Avoiding Burnout: How Building an Independent Pipeline Saves Time and Energy

Why Frequent Vermont Visitors Are Becoming Second-Home Owners: Is It Your Turn?

Vermont Real Estate Market Outlook for 2024-2025: Opportunities Amid Uncertainty

Competing for the Same Leads: How Big-Box Websites Artificially Increase Demand

Trump Wins: What This Means for Vermont’s Mortgage Rates

Market Knowledge: The Asset That Lead-Buying Can’t Buy

How Lead-Buying Undercuts Client Retention and Repeat Business

Find Out What Your Home is Worth

Explore Topics