Insider Secrets

First and foremost, remember that you must lead generate every day, every day, every day. It needs to be as much of a habit as brushing your teeth or washing your hair. The increased frequency of lead generation is the secret strategy that top producers never stray from. They understand that in order to continue to have business coming in, they must acquire and service all leads. Lead generate to get clients, put them in your database and service them through things like mailers, postcards, letters and phone calls. Leave no lead untouched; you never know where a lead will ultimately go, so you can’t afford to skip the chance to follow it. Be ready to be surprised. In 2006, my team hit 15 million in sales volume. I can tell you that it was because of the consistent practice of lead generation. You have your 8x8 for new leads, but once that is done, the lead is placed in a 12 direct program, which is a once a month contact. So with the COI, the 8x8 leads, the 12 direct program and a geographic farm of neighborhoods I choose to market, you can see how easily it adds up. We sent out 6,000 postcards a month, emailed newsletters and/or neighborhood market stats to our clients, and called our COI two times a year. It was a lot of contacts, but we received 50 referrals and sold 120 homes that year. Keep in contact until they tell you to hit the road. Getting leads is the central part of your business; it’s the core of your activities and the fuel that will drive your real estate engine. The kind of attention you give to lead generating activities will determine whether your leads help you drive a new, fully loaded Mercedes Benz business or one resembling someone’s used, now obsolete Ford Pinto. Which one would you rather drive? You and I both know that that’s a rhetorical question. If you adhere consistently to one secret of success from this book, make it this one. If you systematically generate leads daily, it will keep a constant flow of sales coming in the door. Simple but powerful Insider Secret #4: Consistent activity produces consistent results. Knowing how to systematize the process of lead generation and determine relevant actions is imperative to success.