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Has the MREA Lead Generation Model Changed in this Economy?

I came across this interesting video with Gary Keller talking about the differences in the KW Lead Generation Model in the current economy. It's interesting how when the book originally came out the explain that the Lead Generation Model was "Marketing" based, and "Prospecting" enhanced...and now its the other way around..in other words..make a connection first..market yourself later. What do you think?

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Posted by Laura Monroe- Real Estate Virtual Assistant on 10/26/2009 09:53 PM

Comments (7)

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7 Comments on Has the MREA Lead Generation Model Changed in this Economy?

OCT

Hi Laura,

Thank you for an educational and helpful article. It depends on the area and the situation.

John Pusa

Laura, seems like we are always evolving, no matter what. I still like Marketing, as in branding, first, because if you don't know or convey who you are, how will others know?

Hi John~ You're welcome..it does depend on the market but I'm wondering if even the "mind-set" of the consumers is different just because of the economy, so they "listen" differently to marketing and prospecting?

Hi Barb~ Right..I think I agree with that..if you brand yourself first, then reach out to make real connecxtions you have the best of both:) Thanks for commenting..always good to get another take.

OCT

Hi Laura..Everyone is different some do well Marketing, other Cold Prospecting and other referral based prospecting. Do what works for you.

Cheers

Very good stuff Laura, thanks for posting this. The mindset of the consumer is constantly shifting and we need to adjust the way that we prospect and market.

I think the internet has now created a paradigm shift that may indeed have flipped the lead generation model on it's head. To what extent the economy has caused this I'm not sure, Is the point here that economics have made marketing more difficult because of the amount of cash needed to effectively market?

Make offers for immediate response - I like that.

OCT

The mindset of the consumer is changing and consumers react to the news. A year ago, everyone was scared to buy, we all had leads, but buyers were afraid to pull the trigger. Motivation is a moving target. You have to find out what motivates consumers to buy, and then adjust your prospecting to attract those types of leads.

NOV

Laura - I'm surprised they're not mentioning that Marketing uses DOLLARS and Prospecting uses TIME.

So, if you have more time than money, prospecting.

....but, if you have more money than time, then marketing!

this is small business 101!

p.s. I helped start a KW office 5 years ago and I am still with KW - I love Gary, but these guys should be a little bit more specific on what should work for each person's situation.

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