When is the best time to sell a home in Vermont?

Spring and summer tend to see the most buyer activity, but well-prepared homes sell year-round. Check out our full guide on Spring Home Selling Tips: https://www.nelandmark.com/spring-home-selling-guide/

Do I need to renovate my home before selling?

Not always. Focus on essential repairs, staging, and presentation to maximize buyer interest. Learn more in our Vermont Home Staging Guide: https://www.nelandmark.com/staging-tips-selling-your-vermont-home/

How can I sell my Vermont home quickly?

Proper pricing, professional photography, and working with a local real estate expert increase your chances of a quick and profitable sale. Read more on why FSBO might not be your best bet: https://www.nelandmark.com/blog/who-really-saves-money-fsbo/

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. 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

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 National Real Estate Trends, Vermont Real Estate Trends

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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.

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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.

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Nov. 13, 2024

Vermont's Focus on Housing Affordability Amid Trump's Return

By New England Landmark Realty LTD

As Donald Trump prepares for a second term, voters across the country expressed concerns about fundamental economic issues, with housing affordability not being a decisive factor for most. However, in Vermont, housing remains a top priority, and Governor Phil Scott has highlighted housing affordability as a central focus of his administration's agenda. With recent shifts in Vermont's legislative landscape, Scott's housing initiatives may gain momentum in the coming term.

Economic Concerns Dominate Nationally, but Vermont Prioritizes Housing

While national exit polls showed that economic issues like inflation and general financial stability were top motivators for Trump voters, Vermont voters have shown a different priority. Throughout his campaign, Governor Scott emphasized the need for increased affordable housing. He has outlined concrete plans to address this pressing issue for Vermonters. The recent elections provided Scott with a favorable legislative environment; the Republican Party gained 18 seats in the House and six in the Senate, the largest increase for any party in Vermont in decades. This new composition may provide the support Scott needs to advance housing reforms more effectively.

A Redfin survey showed that 29% of Trump voters considered housing affordability a factor in their decision. However, the primary focus was on inflation and the economy, with 67% of respondents rating the economy as "not so good" or "poor." In Vermont, where the high cost of housing remains a significant hurdle for residents, Scott's leadership reflects a more localized approach to addressing housing needs. The legislative gains indicate that Scott may find fewer obstacles in pursuing comprehensive housing reform.

Governor Scott's Housing Agenda for Vermont

Governor Scott's housing strategy centers on increasing housing supply and improving affordability through targeted initiatives. With greater legislative support, he can focus on implementing these plans effectively:

Expanding Housing Development Funds: Scott has advocated for increased state investment in housing projects to stimulate the construction of affordable units across Vermont. By channeling more resources into housing development, he aims to meet the demand for affordable housing and reduce the pressure on Vermont's rental and homeownership markets.
Streamlining Building Permits and Regulations: Scott has proposed reducing regulatory barriers for developers, making it easier and faster to build housing across the state. This includes simplifying the permitting process, which developers often cite as a reason for high costs and delays in project completion. With additional legislative support, Scott may be able to pass these regulatory reforms, accelerating Vermont's housing projects.
Incentivizing Rural Development: Recognizing Vermont's rural landscape, Scott plans to encourage housing development outside urban centers, creating more affordable options in smaller communities. By focusing on rural areas, Scott hopes to attract new residents and improve affordability for local Vermonters while preserving the state's character.
Leveraging Federal and Private Partnerships: Scott aims to collaborate with both federal programs and private investors to bring additional resources to Vermont's housing market. Partnerships with federal entities, such as the Department of Housing and Urban Development (HUD), could help fund projects and increase housing inventory.

Trump's Potential Impact on Housing Affordability

As Trump returns to office, his administration will make key decisions about housing policy, which could indirectly impact Vermont. Trump has indicated a desire to ease regulations on homebuilders and has floated ideas like selling federal lands to allow for more home construction. While these policies are geared toward increasing housing supply nationally, their relevance to Vermont's unique landscape remains to be determined. Federal regulatory changes may benefit states with large metropolitan areas and federal land, but Vermont may need more tailored solutions.

The Path Forward for Vermont's Housing Market

With economic pressures and housing shortages impacting residents, Governor Scott has made housing affordability a central focus of his administration. Vermont's unique approach, guided by local needs, addresses high housing costs and limited supply while balancing development with the state's distinctive character.

Recent legislative gains for Republicans could support Scott's housing agenda, potentially easing the passage of initiatives focused on affordability and increased housing inventory. The changes may also help advance efforts to reduce regulatory barriers for developers and expand funding for housing projects in urban and rural areas.

In the years ahead, Vermont's approach to housing will likely emphasize practical solutions that cater to local challenges. For residents looking to buy, rent, or invest in the state, Scott's leadership and a more supportive legislature may create opportunities for progress in housing development, even amidst a complex national economic environment.

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Posted in Vermont Real Estate Trends

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Nov. 10, 2024

Creating Your Own Digital Footprint: The Key to building an Online Presence and Attracting Clients Without Relying on Paid Leads

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 today's digital-first world, real estate agents have more power than ever to create a local brand and attract clients directly—without paying high fees to lead platforms like Zillow or Realtor.com. By investing in their online presence, agents can establish a digital footprint that generates leads, builds client trust, and ultimately creates a sustainable, self-sustaining business.

Here's why creating a digital footprint is the smarter approach and how it drives long-term growth, credibility, and independence for agents.

Build a Brand Clients Recognize and Trust

Big-box platforms like Zillow and Realtor.com position themselves as the go-to resource for buyers and sellers, which means clients often need to remember the platform, not the agent who worked with them. Agents who rely on these platforms risk becoming anonymous names in a long list of local agents.

By contrast, a strong digital footprint allows agents to build their own brand and become trusted authorities in their community. When clients see consistent, valuable content from an agent's website or social media, they associate that agent with expertise and reliability. They'll remember the agent—not a third-party website—when they're ready to buy or sell.

Takeaway: A personal digital footprint builds name recognition and positions you as the trusted expert clients turn to.

Local SEO: Own Your Presence in the Market

With local SEO, agents can attract organic leads from people actively searching for real estate information in their area. By optimizing their website, blog posts, and Google My Business profile for local keywords, agents can reach clients who are looking for an expert in their specific market—without paying per lead.

Investing in local SEO also builds long-term visibility. Unlike paid leads that disappear when the budget runs out, SEO creates a lasting impact by positioning the agent's website higher in search results over time.

Takeaway: When clients search for real estate services in your area, a strong local SEO strategy ensures they find you, not a middleman.

Content Marketing: Showcasing Your Local Expertise

Content marketing is one of the most powerful tools agents have for creating an engaging, informative digital footprint. By sharing valuable, locally focused content—such as neighborhood guides, market updates, and home-buying tips—agents can connect with potential clients early in their decision-making process.

Not only does this attract organic traffic, but it also demonstrates an agent's local knowledge and expertise. When people see content that speaks directly to their needs and questions, they're more likely to reach out to the agent who created it. This approach builds trust and credibility without relying on expensive, impersonal lead services.

Takeaway: Content marketing helps you become the local expert people trust, building relationships even before you connect directly.

Social Media: Direct Access to Your Target Audience

Social media platforms like Facebook, Instagram, and YouTube offer low-cost, high-impact ways to engage with potential clients directly. Agents can reach their target audience through regular posts, stories, and videos, fostering a more personal connection and making them feel more engaged and connected with their audience.

Social media also allows for a more personal connection, enabling agents to showcase their personalities and values while engaging with followers in real time. By sharing local market insights, tips for buyers and sellers, and even glimpses into life in the community, agents can establish a loyal following of local clients who are ready to reach out when they need real estate assistance.

Takeaway: Social media creates a personal, immediate connection with potential clients, building loyalty and engagement without lead-buying fees.

Email Marketing: Nurture Leads with Low-Cost, High-Value Content

Email marketing is essential for building and nurturing relationships with potential clients. Agents can stay top-of-mind with clients by creating an email list and sharing regular, high-value content—like market updates, new listings, and home maintenance tips—without incurring high lead acquisition costs.

An effective email marketing strategy lets agents reach a large audience with personalized messages that build trust and loyalty. With automated email sequences, agents can nurture leads over time, moving clients closer to a sale without needing constant manual follow-up.

Takeaway: Email marketing keeps you connected to clients over the long term, building familiarity and trust at a fraction of the cost of paid leads.

Paid Ads (Without the Middleman): Direct, Targeted Marketing

Agents can achieve highly targeted lead generation through their own paid advertising campaigns on platforms like Google and Facebook. These platforms allow agents to reach specific demographics, neighborhoods, and interests—ensuring that the ads attract potential clients actively looking for a local agent.

The key difference? By managing their ad campaigns, agents avoid the middleman, retain full control over the message, and pay a fraction of what they would to a third-party lead provider. And unlike purchased leads, agents can directly control how ads reflect their brand, values, and personality.

Takeaway: By running your own ads, you reach the right clients directly—at a lower cost and with total control over your message.

Building a Digital Footprint is a Lasting Investment

When agents invest in creating their digital footprint, they're building an asset that generates value over time. Unlike paid leads that disappear as soon as the budget is cut, a solid online presence grows with each post, email, and piece of content, providing a sense of security and reassurance about the future of their business.

A digital footprint establishes you as a credible, independent agent connected to the community. Each client who comes through your website, social media, or email is your lead—not one you're renting from a third-party platform. Over time, this self-sustaining lead system becomes one of an agent's most valuable assets.

Takeaway: Your digital footprint is not just a marketing tool; it's a long-term investment that grows your reputation, independence, and profitability year after year.

Conclusion: Your Digital Footprint is the Ultimate Asset

Creating your own digital footprint is one of the most effective ways to build a profitable, sustainable real estate business. By investing in local SEO, content marketing, social media, and direct advertising, agents can reach clients directly—without paying a premium for leads.

When clients find you through your website or social media, they see you as the expert. They come to you for advice, knowledge, and guidance because you've established yourself as a trusted local authority. Instead of paying to borrow leads, create an online presence that brings clients to you, demonstrates your expertise, and creates lasting relationships.

Your digital footprint isn't just a marketing tool; it's an investment in your future as a trusted, successful real estate professional.

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Nov. 7, 2024

Why Purchased Leads Complicate Profitability and Success

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, profitability isn’t just about making sales—it’s about keeping as much of your commission as possible, reinvesting wisely, and growing a sustainable business. But for many agents, buying leads from platforms like Zillow and Realtor.com has become a costly habit that eats into their bottom line without delivering actual, sustainable returns.

In truth, purchased leads often cost far more than agents realize, creating a drain on profits, time, and energy. Here’s why buying leads can actually complicate your success. On the other hand, a self-generated pipeline gives agents greater control, more profitability, and a stronger foundation for growth, empowering you to steer your business in the direction you desire.

The Hidden Costs of Purchased Leads

The appeal of buying leads often lies in its simplicity—pay a fee, get leads delivered. But this surface-level simplicity hides deeper costs that quickly add up. In competitive markets, leads can cost anywhere from $20 to $60 each, and with conversion rates averaging only 2%, agents often shell out thousands to close a single deal. These costs include not just the per-lead cost, but also referral fees from the platform, and the brokerage split, which can significantly reduce the agent's commission.

In addition to the per-lead cost, agents may also face referral fees from the platform, and then, of course, there’s the brokerage split. By the time the agent receives their share, a significant portion of their commission has already been eaten up by the upfront investment in purchased leads.

Takeaway: Lead-buying does not guarantee an ROI. In most cases, agents would be better served by investing these funds in building an organic lead generation system with compounding returns.

Lead Buying Creates a Dependency that Lowers Profit Margins

Buying leads is a lot like renting—just as you’d pay a monthly fee to rent a property, you’re paying a continuous fee for access to new clients. The leads dry up as soon as you stop paying, leaving you with no pipeline and nothing to show for all the money you spent. This dependency doesn’t just add ongoing costs—it keeps agents reliant on high-fee middlemen for a steady flow of clients.

By contrast, investing in self-generated leads allows agents to build an independent pipeline. Each new client has the potential to lead to referrals and repeat business, creating a self-sustaining system in which clients come from trusted relationships rather than cold transactions, giving you the freedom to shape your business as you see fit.

Takeaway: With self-generated leads, you’re not just creating an asset that grows over time, you're also building a business you can be proud of, not an expense that drains your profits.

Big-Box Leads Undermine True Profitability

Profitability in real estate goes beyond just revenue—it’s about maximizing the return on your time, energy, and financial resources. With purchased leads, agents often spend hours following up with contacts that are only lukewarm or uninterested. This time could be spent nurturing warm, high-potential leads generated through organic efforts, like local SEO, social media marketing, or client referrals.

The reality is that purchased leads don’t just cost you financially—they also drain your time. Time is one of the most valuable assets for agents, and spending it chasing cold leads doesn’t just affect your profitability; it impacts your overall business growth.

Takeaway: Self-generated leads require an initial investment but produce a better time-to-profit ratio in the long run.

Lead Buying Turns Commission Splits into Profit Drains

Agents often overlook how dramatically commission splits affect their take-home profit on purchased leads. Let’s say you close a deal with a $10,000 commission. If you bought this lead from a platform with a 25% referral fee, you’re down to $7,500 right off the bat. Add in a 30% brokerage split on top of that, which is the portion of the commission that goes to the brokerage, and you’re left with just over $5,000. What started as a $10,000 commission has been reduced by nearly 50% due to these commission splits.

This commission reduction occurs repeatedly for agents who rely on purchased leads. By comparison, a self-generated lead involves no referral fee and no middleman cut, allowing agents to keep significantly more earnings.

Takeaway: Self-generated leads mean more money in your pocket and a healthier profit margin on every deal.

High Cost Per Acquisition: The Math Doesn’t Add Up

Real estate agents who buy leads from big-box platforms face a major profitability challenge: the high cost per acquisition. When you calculate the total cost of purchasing leads and the time spent qualifying and converting them, the return on investment often isn’t worth it.

Let’s break down an example: If an agent spends $3,000 monthly on leads and closes one deal from that spend, they’re paying $3,000 for one acquisition. For agents who can self-generate leads through organic marketing strategies, the cost per acquisition decreases significantly as their brand recognition grows and they attract more clients through word of mouth.

Takeaway: When agents focus on self-generated leads, their cost per acquisition drops as their brand awareness and referral base grow, increasing overall profitability.

Self-Generated Leads Provide Lasting ROI

One of the most compelling reasons to shift away from purchased leads is that self-generated leads provide lasting value, creating a compounding return on investment over time. By building a reputation in your community, investing in your own website, and optimizing for local SEO, each new lead you attract is a potential client who trusts your expertise and will likely refer you to others.

With purchased leads, there’s no lasting ROI. Once the transaction ends, there’s no guarantee that the client will return to you, especially if they see Zillow or Realtor.com as their primary source of real estate information.

Takeaway: Self-generated leads build your business as an asset, not a temporary fix. Each client represents a long-term investment that brings repeat and referral business.

Conclusion: Invest in Your Own Profitability

Lead-buying is a short-term solution that drains profits, time, and growth potential. While it may seem like a quick fix, buying leads comes with steep hidden costs, dependency, and reduced commission splits that ultimately complicate an agent’s path to true profitability.

Instead, agents can achieve lasting profitability and success by investing in self-generated leads—building an independent pipeline, strengthening their brand, and keeping more of their hard-earned commission. Take the time to invest in yourself, and watch as your business becomes a self-sustaining asset that brings more value to each new client.

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Nov. 5, 2024

The Middleman Drain on Personal Connections and Trust

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 the realm of real estate, trust is the cornerstone. Clients seek assurance that their agent is well-versed in the market, is invested in their objectives, and will be a constant companion throughout the journey. However, when agents procure leads from big-box platforms like Zillow and Realtor.com, a significant drawback often goes unnoticed. These platforms, acting as intermediaries, erect a barrier between agents and clients, potentially eroding trust and constraining personal connections.

Here's why relying on these middlemen can weaken relationships—and how agents who generate their own leads build trust from the first interaction.

Big-Box Leads Create a Transactional Relationship

When a client comes to you through a big-box platform, they're often only interacting with you because you happened to be the agent assigned to their inquiry. They don't know you, your local expertise, or your track record. For them, this interaction is a transaction—an impersonal exchange without the foundation of trust or personal connection.

In contrast, clients who approach you through self-generated leads (be it from your local marketing, community involvement, or direct referrals) do so based on your reputation or market presence. These clients have already made the decision to trust you enough to initiate contact. This is a relationship you can nurture and build upon.

Takeaway: Self-generated leads are warmer leads. They're more likely to trust you from the start, which opens the door for a relationship that feels genuine rather than transactional.

Big-Box Platforms Position Themselves as the Expert, Not You

Zillow, Realtor.com, and other platforms are designed to capture the client's attention first, putting their brand front and center. When a lead finally gets to you, they may feel more connected to the platform than to you as the agent.

Moreover, the big-box platform holds significant data on that client's journey—from properties they've viewed to saved listings and price preferences. This positions the platform as the "expert" in the client's mind, meaning that when clients think back to their real estate journey, they may remember the platform and not necessarily the agent who ultimately helped them.

Takeaway: When you generate the lead, you're the expert. Clients see you as their main resource from day one, which sets up a relationship that can lead to referrals and repeat business, strengthening your brand rather than a third party's.

Self-Generated Leads Foster Loyalty and Long-Term Connections

Clients who come to you directly (through your local marketing or referrals) are more likely to remember you as their go-to real estate expert because they associate you—not a middleman platform—with their real estate experience. This personal connection translates into better loyalty. They're more likely to think of you when they have questions or want to make a move, and they're far more likely to refer you to friends and family.

On the other hand, when a client comes to you through Zillow or Realtor.com, there's a risk they'll go back to the platform for future needs rather than reaching out to you directly. This limits your ability to create the kind of trust and loyalty that leads to lasting client relationships.

Takeaway: Direct clients are more likely to become long-term clients. By cultivating a pipeline of self-generated leads, you're investing in relationships that continue to yield benefits over time.

Middlemen Take Control Over the First Impression

First impressions matter in real estate. When clients interact with an agent through a big-box platform, they're often handed off without any personal touch. Platforms might verify basic information but rarely represent who you are, what you stand for, or why you're an excellent choice for the client.

Contrast this with a client who reaches out to you directly: they're likely already familiar with your brand or have been referred by someone they trust. That means their first impression of you is shaped by genuine connection or recommendation, not a third-party platform's algorithm.

Takeaway: Owning the first impression gives you control over the client relationship. Self-generated leads are more likely to engage with you because of who you are, not because an algorithm paired you with them.

The Personal Cost: Missing Out on the Agent-Client Connection

Every time agents buy a lead from a big-box platform, they rent a client relationship rather than building one. This rented connection often means fewer referrals and missed opportunities for future business. Over time, relying on these leads can drain agents of the personal fulfillment that comes from cultivating genuine connections with clients. There's a unique satisfaction that comes from knowing your clients trust and value your expertise, and this is a feeling that agents who invest in self-generated leads get to experience.

Takeaway: Direct leads create more rewarding, meaningful client relationships. When agents actively build a client base that values their expertise, they're not just making sales—they're building a career based on trust, connection, and fulfillment. This is the kind of career that inspires and motivates, and it's within reach when you focus on self-generated leads.

Conclusion: Lead the Relationship, Don't Rent It

Buying leads from big-box platforms creates a barrier to genuine client relationships. The middleman effect positions the platform as the client's primary trust point, leaving agents with a cold, transactional connection. Agents who invest in self-generated leads, on the other hand, are seen as trusted experts and build relationships from day one. By leading the relationship, you're in control and empowered to create the kind of client connections that lead to long-term success.

If you want a career built on strong, loyal client connections, skip the middleman and focus on creating your pipeline. Your clients—and your business—will thank you.

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Posted in Agent Resources

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Nov. 3, 2024

Why Buying Leads is Costing Realtors More Than They Think

By New England Landmark Realty LTD

In the world of real estate, leads are like gold. New agents, seasoned pros, and underperforming brokers alike know that a steady pipeline of potential clients is critical to success. But in recent years, many agents have turned to buying leads from big-box platforms like Zillow and Realtor.com, hoping these companies will deliver the business they need to thrive.

The problem? Buying leads isn’t just expensive—it’s costing you more than you realize. From hidden fees to lost opportunities for real growth, relying on big-box leads stunts your potential and builds a business that isn’t truly yours. Instead, agents have a powerful, overlooked alternative: to invest in themselves, establish their own local presence, and build a sustainable, independent, and infinitely more rewarding business pipeline. This approach not only saves costs but also empowers you, giving you full control over your business and boosting your confidence in your abilities.

Here’s why buying leads may be the biggest mistake an agent can make—and how building your own lead pipeline can bring better results, stronger client relationships, and a business you control.

The Big-Box Lead-Buying Trap: A Costly Middleman with Hidden Fees

The promise of instant leads from big-box platforms seems appealing, but it’s a classic case of paying a middleman for something agents could achieve themselves. Zillow and Realtor.com capture basic information from people curious about properties, then package those as “leads” and sell them to agents at a premium. Many agents assume these leads are “better” because they’re sent as live contacts, but in reality, they’re often little more than cold contacts with a hefty price tag.

The Reality: Big-box leads are only “live” because the platform qualifies them minimally—something you could do yourself at a fraction of the cost. And once you close a deal, you realize how much you’ve given up: referral fees, brokerage splits, and lost branding opportunities. The same money spent on these middlemen could go toward building a lead pipeline that’s genuinely yours.

Explore more in our detailed article on the “Middleman Drain on Personal Connections and Trust.”

The Financial Pitfall of Lead Buying: High Costs, Low Returns

The numbers don’t lie. Buying leads can drain your commissions faster than you realize, especially when you break down the true cost per client. Let’s look at the math: A single Zillow lead can cost upwards of $50 in a competitive market. If only 2% of those leads convert, you’re looking at a steep price per client—and that’s before brokerage splits or referral fees.

The Alternative: With that same budget, you could invest in local SEO, social media ads, or community engagement, which will bring you warm leads who already trust you. The returns on these investments grow over time, unlike paid leads, which provide a temporary, expensive fix. This not only brings in more leads but also ensures a stable and secure financial future for your business.

For a deep dive into the financial side of lead-buying, check out “Why Purchased Leads Complicate Profitability and Success.”

The “Free Leads” Illusion: Commission Splits and the High Cost of “Free”

Some agents argue that paying a percentage of the commission for a referral lead isn’t a real cost because they only pay upon closing. But this ignores the harsh reality: when you split your commission with the referring agency and your brokerage, you’re walking away with only half—or less—of what you earned. Those “free” leads are anything but.

The Truth: Every referral lead you close costs you both money and opportunity. Instead of building your own local network, you’re paying a big-box company to act as your middleman. It’s not just about the money lost—it’s about the relationships you could be developing directly.

Local Leads Are Just as Good (If Not Better) Than Big-Box Leads

Agents often perceive big-box leads as “better” or higher quality because they’re packaged as ready contacts. But big-box leads are rarely ready-to-buy clients. They’re usually browsing and interested in learning about the market but are far from purchasing.

Why Local Leads Win: When agents generate their own leads locally, they reach people actively interested in working with a local expert, not just browsing a national website. Local leads often convert at a higher rate because they’re warmer contacts from the beginning.

To learn more, see “The Myth of the Big-Box Lead: Why Local Leads Are Often Better.”

You Can Qualify Leads Yourself and Save Big

Big-box companies justify their high fees by “qualifying” leads. But this qualification process is often as simple as verifying contact information—something every agent can do independently. By managing your own lead qualification, you’ll have better insight into what buyers or sellers in your market are looking for, giving you a competitive edge.

The DIY Approach: Building your own lead qualification process saves money and gives you direct control over the client relationship. You can filter clients based on criteria that matter to you, like readiness to buy or local market knowledge. This level of control not only saves costs but also gives you the power to shape your business according to your preferences.

For more details, see “Do It Yourself: How Agents Can Qualify Leads Without Paying Premiums.”

Lead-buying hampers Client Retention and Repeat Business

Clients who come through a big-box lead platform are often less attached to you as an agent. They don’t know you; they know the platform. This creates a transactional relationship instead of a trust-based one that drives repeat business and referrals.

The Retention Challenge: Building your local lead funnel leads to stronger relationships because clients come directly to you. This results in better client retention, repeat business, and referrals—something big-box leads rarely offer.

Discover more in “How Lead-Buying Undercuts Client Retention and Repeat Business.”

Lead-Buying Creates Dependency and Stunts Business Growth

Buying leads fosters dependency on big-box platforms, which means agents don’t develop the crucial skills needed to grow independently—like branding, networking, and marketing. This dependency keeps agents paying for leads without learning how to create them independently.

The Solution: Invest in yourself by developing skills that allow you to generate leads independently. Building a strong local brand is more sustainable and gives you full control over your business growth.

Explore this topic in “How Buying Leads Stunts Real Business Growth.”

Today’s Agents Can Build Pipelines Faster Than Ever

Today’s new agents have an advantage seasoned pros could only dream of. With social media, direct-to-consumer advertising, and local SEO, reaching your target audience quickly and affordably is easier than ever. Unlike older methods—postcards, radio ads, and community involvement—these tools deliver results fast and help agents build influence and credibility.

The Modern Advantage: You have the tools to build your business at your fingertips. Investing in online visibility and personal branding allows you to establish yourself as a trusted local expert without the middleman.

Learn more in “Today’s Agents Have the Power to Build Their Own Pipeline Faster Than Ever.”

The Final Word: Owning Your Brand Means Owning Your Future

Relying on big-box lead-buying is a crutch that weakens your business foundation. When you build a pipeline yourself, you’re not just saving money—you’re owning your brand, increasing your market presence, and creating a business that’s 100% yours.

The choice is clear: Instead of paying big-box companies to hand you leads, take control of your business and build an independent, sustainable pipeline that pays off in both profits and personal fulfillment.

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Oct. 30, 2024

Why Are Home Prices Still Rising in Central Vermont Despite Higher Mortgage Rates?

By New England Landmark Realty LTD

If you're watching Central Vermont's housing market with a mix of intrigue and disbelief, you're not alone. Mortgage rates have climbed, and anyone holding out for a steep drop in home prices has been met with disappointment. So, what's the story here? Predictions of a housing crash have been around for over a decade, but prices keep climbing—or, at the very least, they're holding steady.

Let's be blunt: the Central Vermont housing market isn't crashing because the fundamentals don't support it. We're not in 2008, folks, and today's situation is a whole different ballgame.

Why Predicted Crashes Have Missed the Mark Since 2012

From "shadow inventory" in 2012 to the so-called "silver tsunami" of 2024, each year brought a new prediction of doom in the housing market. Some claimed rising rates, others pointed to various economic factors, but none panned out. In truth, since 1942, home prices have generally trended up, with only a few minor blips. The outlier? The 2007-2011 period, when a flood of distressed sellers drove an actual crash. Central Vermont, along with much of the U.S., simply isn't facing those conditions today.

Central Vermont's Inventory Challenge

The data tells us that the national housing market inventory is lower than historical norms, hovering around 1.39 million active listings compared to the 2–2.5 million average since the early '80s. Central Vermont mirrors this tight supply. This isn't the spike to 4 million we saw in 2007; instead, we're witnessing a calm, steady inventory increase, far from the flood needed to drive prices down.

But why is inventory tight? Fewer new listings. In 2023 and 2024, new listings have remained at their lowest levels in five years, between 30,000 to 90,000 weekly across the country, compared to the 250,000–400,000 during the last crash. Many homeowners, who have been secure in their mortgage rates since before the recent hikes, have chosen to stay put, limiting the homes available for sale in Central Vermont and across the country.

Foreclosures Are a Non-Issue

To replicate the crash conditions of 2008, you'd need a wave of distressed sellers. Today, foreclosure levels are historically low, with fewer homeowners underwater. Only about 1.7% of American homeowners owe more than their homes are worth, and over 40% of homes have no mortgage at all. This healthy equity position means that despite rising rates, there's no pressure for mass sell-offs, a key reason Central Vermont's prices remain resilient.

The Role of Equity: A Protective Cushion

In Central Vermont, as with much of the nation, the amount of equity homeowners have is a stabilizing force. Financially secure homeowners with significant equity in their homes simply aren't selling at a discount. Many prefer to wait out the high-rate environment rather than accept a lower offer, which keeps prices from dipping.

Central Vermont Demand Meets Limited Supply

Central Vermont's charm—its natural beauty, small-town appeal, and close-knit communities—continues to drive demand. While demand has softened slightly with higher rates, it hasn't fallen off a cliff. Many people are still drawn to Vermont's lifestyle, creating a floor under prices.

The current situation reflects a market in balance, not one heading for a nosedive. Sure, Central Vermont's home prices have cooled compared to the frenetic pace of 2021 and 2022, but cooling isn't crashing.

Why the Crash Advocates Have Been Wrong

The reality is that a national housing crash requires a perfect storm of factors: a massive economic downturn, high levels of forced selling, and little to no government support. Like the rest of the country, Central Vermont doesn't meet these criteria. High rates alone won't do it, especially not in an area with steady demand, limited supply, and low foreclosure rates.

The Bottom Line: Stability Is the New Normal

Unless Vermont's housing market sees a drastic and unlikely surge in distressed sellers, Central Vermont's home prices will remain stable, even as mortgage rates challenge affordability.

This isn't the housing market crash many predicted, and in Central Vermont, it's unlikely to ever be. Prospective buyers must consider today's rates and inventory because waiting for a crash may just mean getting priced out. For sellers, it underscores the value of patience as Central Vermont's appeal and limited inventory continue holding up prices.

Whether buying or selling, understanding Central Vermont's unique market conditions is essential, and that's where Tony Walton and his team can help. With a deep understanding of Vermont's real estate landscape, Tony offers unmatched expertise and personalized service. For guidance tailored to your real estate goals, visit VTMove.com or call Tony at 802-253-4711.

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Posted in Market Updates, National Real Estate Trends, Vermont Real Estate Trends

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Oct. 21, 2024

Why Central Vermont Homeowners Should Skip Zillow and Realtor. Com—and Go Local Instead

Thinking of selling your home in Vermont? Our Ultimate Vermont Home Seller’s Guide covers everything from pricing strategies to staging, marketing, and closing deals.

By New England Landmark Realty LTD

Let's Get Real About Selling Your Vermont Home

You've got one of your biggest assets—your home or land—in Central Vermont. You're thinking about selling or just curious about its value. What's the first move? Hop onto Zillow or Realtor.com for an instant valuation, right? Seems simple. No commitment. No hassle. Just a few clicks, and you've got a number.

But here’s the truth: you're not their customer—you're their product. These platforms aren’t giving you something for free; they’re gathering your data and selling it. Sure, they pass your information on to real estate agents—usually ones paying for leads, not necessarily experts in your area—but that’s just the start. Your data could be sold to mortgage companies, insurance providers, home improvement contractors, marketing firms, and even property investors looking to lowball you. Once you're in their system, you're a target, not a client.

Why Local Matters

When it comes to pricing your home or land in Central Vermont, national platforms can't compete with the knowledge of a local broker. Here’s why:

1. Local Brokers Know Vermont. Zillow Doesn't.

Do you want to know what your property is worth? Sure, an algorithm can spit out a number. But can it tell you how seasonal tourism affects your neighborhood’s demand? Or how new local businesses and an influx of professionals are shifting property values? No, because it’s just a dataset sitting on a remote server.

2. Accuracy Comes from Insight, Not Algorithms.

Zillow’s Zestimate? A rough estimate at best. According to Zillow’s data, their estimates can be off by up to **7% or more** in rural areas like Vermont. That’s a $21,000 difference on a $300,000 home. Are you comfortable with that margin of error on your biggest investment?

A local broker doesn’t rely on algorithms. They rely on **real-time insight**. They visit your property. They understand what Vermont buyers value—whether it’s a mountain view, energy efficiency, or historic charm. They provide a pricing strategy rooted in expertise, not a software-generated guess.

3. A Local Broker Works for You. Zillow Sells You.

When you hire a local brokerage, you're hiring someone who works **for you**—not an algorithm that sells your data to the highest bidder.

4. Full Service, Start to Finish.

A local broker doesn’t just provide a price estimate and walk away. They guide you through **pricing, marketing, negotiations, and paperwork**, ensuring a smooth and successful sale.

5. Vermont Buyers Want Vermont Brokers.

Buyers moving to Vermont want agents who **know the area**, the community, and what it’s like to live here year-round. They trust **local expertise** over a national listing service.

The Bottom Line

The big platforms want you to believe they offer an easy solution. But what they’re really doing is collecting your data and selling it. **Your property deserves more than an algorithm’s guess—it deserves expert insight.**

You don’t need a Zestimate. You need **a real, detailed understanding of your property’s value** from someone who knows Vermont inside and out. Someone who has your back from **start to finish**. Someone who isn’t just trying to sell you but is invested in the success of your sale.

So, next time you’re tempted to click "get my free home value," remember: **your property deserves more than a guess.** It deserves **the expertise and dedication** of a Vermont real estate professional.

Meet Your Vermont Real Estate Expert

Meet Tony Walton, owner and principal broker at New England Landmark Realty. With 22 years of experience in Vermont’s real estate market, Tony and his team provide **local expertise, premium marketing strategies, and a personalized approach to every sale.**

Find his team at NELandmark.com or call 802-253-4711 for expert guidance.

Get the Ultimate Seller’s Guide

For a complete breakdown of everything you need to know before selling your Vermont home, visit our Ultimate Seller’s Guide.

Posted in Home Buying Tips, Home Selling Tips, National Real Estate Trends, Vermont Real Estate Trends

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Find Your Vermont Dream Home

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

Vermont's Focus on Housing Affordability Amid Trump's Return

Creating Your Own Digital Footprint: The Key to building an Online Presence and Attracting Clients Without Relying on Paid Leads

Why Purchased Leads Complicate Profitability and Success

The Middleman Drain on Personal Connections and Trust

Why Buying Leads is Costing Realtors More Than They Think

Why Are Home Prices Still Rising in Central Vermont Despite Higher Mortgage Rates?

Why Central Vermont Homeowners Should Skip Zillow and Realtor. Com—and Go Local Instead

Let's Get Real About Selling Your Vermont Home

Why Local Matters

1. Local Brokers Know Vermont. Zillow Doesn't.

2. Accuracy Comes from Insight, Not Algorithms.

3. A Local Broker Works for You. Zillow Sells You.

4. Full Service, Start to Finish.

5. Vermont Buyers Want Vermont Brokers.

The Bottom Line

Meet Your Vermont Real Estate Expert

Get the Ultimate Seller’s Guide

Find Out What Your Home is Worth

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