There are many lead generation strategies that exist in real estate. You can find a dozen nationally known experts who all have different systems. Brian Buffini teaches referral business. Craig Proctor espouses direct response marketing. Hobbs and Herder encourage agents to market themselves. Roger Butcher makes scripts and dialogues a priority.
All of these are important, and agents should get to know the different philosophies and systems that exist. Each of these systems, however, depends on one overriding concept. Without this, everything else may as well be tossed in the trash.
That concept? Mindset!
Mindset is the building block, the foundation that everything else builds upon. What type of mindset do you need?
First of all, you need a mindset of success. You WILL succeed. If you think the opposite, you WILL fail. Self-fulfilling prophecies are a real thing. If someone convinces themselves that they aren't good enough, or they can't do something, then they will (amazingly) find that they are right. On the other hand, should you have a positive mindset - a mindset that you'll succeed, you will find that you are right as well.
Please note that I didn't say that you would succeed in all of your wildest dreams (at least not immediately), because you must also consider the second item: You must accept that you will fail.
WHAT???? Bill, you just said that if I think success, it will happen... now what the heck are you talking about??? We're going to fail???
Yes, not failing is NOT an option, but hear me out. You have to learn to fail well. In your quest for success, you are going to have small successes and small failures. Things won't work at times. Understand that this is NORMAL and GOOD. If great people didn't fail at times, they would probably remain mediocre. Failure allows us to re-group and re-evaluate. Systems and models can be tweaked, marketing can be changed, etc.
Without failure, we would never get to the highest level of achievement. So embrace failure. Know that failure will happen. View failure as the opportunity to succeed even more than before. Read Failing Forward by John Maxwell for some more excellent ideas on failure.
So we need the right mindset, and we have to embrace failure in our quest for success. The third item that you need to consider in preparing for success through lead generation is focus.
Focus is a big part of success. Focus is keeping yourself on task. Consider your commitment to meeting your BIG WHY or your BIG GOAL. Keep in mind that NOTHING is more important than your BIG WHY (which is why it's the BIGGEST). Therefore, remember that if you lose focus, you start fading away from your BIG WHY. If anything is taking you away from fulfilling your BIG WHY, it's affecting your focus.
There are a lot of catch phrases on focus. "Keep your eye on the ball." "Stay on target". The point is this: To the exclusion of all other things, you must remain on task and complete the items necessary to move closer to your goals. The bottom line is this: When you are doing your lead generation activities, you need to stay away from distraction, and "stay on target." The fulfillment of your BIG WHY depends on it!
So to summarize, remember the three parts of your foundation. Get the right mindset. Prepare for, and embrace, failure. Finally, maintain focus. If you build your lead generation upon this foundation, it will start you off on the path towards success.
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