--- title: "Why We Stopped Selling \"SEO\" to a Brokerage and Started Selling Enquiry Sources" url: "https://consultantmagazine.co/insight/why-we-stopped-selling-seo-to-a-brokerage-and-started-selling-enquiry-sources/" author: "Nassira Sennoune" published: "2026-09-25" updated: "2026-09-25" --- # Why We Stopped Selling "SEO" to a Brokerage and Started Selling Enquiry Sources **TLDR:** Describing my work internally as "SEO" made it sound like a marketing line item the brokerage could cut in a slow quarter. Reframing the same work as ownership of an enquiry source, alongside portals and referrals, changed how the owner budgeted for it and changed how I prioritised what to build next. The words we use for a service inside a business decide how seriously that business protects it. For the first year in this role, when the owner asked what I was working on, I said "SEO," and I said it the way most in-house people say it, as a catch-all for a pile of technical and content work that was hard to summarise in a hallway conversation. It was accurate. It was also a bad answer, because "SEO" sits, in most owners' minds, in the same budget category as social media posting and the occasional flyer: useful, replaceable, first to go when the quarter is tight. The moment that made me change how I described it was a budget review where the owner asked, without any hostility, whether we still needed "the SEO thing" given how well the portals were performing that quarter. He was not wrong to ask. He had no other way to weigh the two against each other, because one was described to him as a channel with a number attached to it, and the other was described as an activity. ### **The Reframe** I stopped calling it SEO in every internal conversation and started calling it what it actually was: our owned enquiry source, the one channel that produced buyer contact without paying a portal for the introduction and without depending on a referral we could not schedule. I put it on the same comparison sheet the owner already used for portals, ranked by enquiries per month and by cost per enquiry, using the actual number of enquiries our organic pages produced rather than a proxy metric like traffic or rankings. [The National Association of Realtors' research and statistics hub](https://www.nar.realtor/research-and-statistics) is a reminder of how the industry itself talks about lead sources, split cleanly by channel with a number attached to each one, because that is the only framing an owner can act on. Marketing activity described in isolation, without a comparable number next to the alternatives, will always lose the budget argument to a channel that has one. ### **What Changed Once the Comparison Existed** Once organic enquiries sat on the same sheet as portal enquiries, with a real cost per enquiry next to each, the conversation about cutting it disappeared entirely, because the sheet showed our owned pages producing enquiries at a lower cost than any portal, even before accounting for the fact that a portal enquiry is shared with other agencies and ours is not. - Portal enquiries: highest volume, highest cost per enquiry once the monthly fee was divided across them, and shared with competing agencies by design. - Referral enquiries: lowest cost, highest close rate, but entirely outside our control month to month. - Organic enquiries from our own pages: the middle ground on volume, the lowest cost per enquiry of any paid or fee-based source, and fully ours, with no dependency on a third party's ranking algorithm for placement fees. Michael Porter's [five forces framework](https://hbr.org/2008/01/the-five-competitive-forces-that-shape-strategy) is built around understanding where real bargaining power sits in a value chain, and reframing our organic work as a channel rather than an activity was the same exercise in miniature: it showed the owner exactly where our real advantage over the portals came from, which was never going to be visible inside a report that only described tasks. ### **What I Prioritise Differently Now** Once the work was measured as a channel, the roadmap changed. Pages that answered specific buyer questions, foreign ownership, the notary process, currency transfer, moved ahead of pages built mainly to target a keyword with volume, because the enquiry-per-page number showed which pages actually produced contact rather than which pages produced traffic. **A channel gets protected and funded. An activity gets debated every time the budget is tight.** That single distinction, more than any technical change I made to the site that year, is what kept our owned pages on the roadmap through two subsequent slow quarters where other line items were cut without discussion. ### **What to Try in Your Own Brokerage** Put your organic enquiries on the same sheet as your portal and referral numbers, with a real cost per enquiry next to each, before your next budget conversation happens. If you cannot produce that number today, that gap is itself the finding, and it is worth fixing before anyone asks whether the work is still needed. A brokerage of any size can build that comparison sheet in a day, and [the version we built](https://originnproperties.com/) is now the first slide in every quarterly review we run. --- Nassira Sennoune is the SEO consultant at [Originn Properties](https://originnproperties.com/), a luxury real estate brokerage based in Marrakech working with buyers and owners across Morocco and the Gulf.