What Works for One May Not Work for Others
Opinions matter or we wouldn’t be asking questions.
I’ve been thinking a lot about questions on “lead generation”. Should we buy leads, should we farm, should we do pop-bys or are handwritten cards better?
We can ask the same question to a hundred people and get different answers. If you are a new agent or someone who’s been in the business for a while and looking to increase your production, you want to know what worked for others so you can repeat or what didn’t work so you can stay away. I caution you though, first, ask yourself if you are one hundred percent positive you’re receiving honest answers. Some are very honest and open and will tell you how they’re generating leads, others, not so much.
I’ve compiled a list of questions that are asked often and would like to share my opinion.
-Paid Leads- This could be Z, T, R.com, HomeGain and many others. There are also companies that sell you a list of phone numbers and emails of those who live in specific neighborhoods(very costly).
I personally know a successful agent who uses Z. In the past, this method resulted in 1-2 listings every three months but Z is not the same as it once was. While she continues to pay, the results are not the same.
Me on the other hand, I never bought leads, I don’t want to and choose not to contribute to their bottom line.
But, here’s the deal. You can take two different agents and give them each the same amount of leads and the outcome of those leads might look different for each one. Leads don’t walk to the closing table on their own, they need nurturing. You must follow up with them until they buy or tell you to stay away. Most agents will try once, maybe twice and of course, their success rate will be low. So, if your heart and mind are set on paying for leads, ignore what I’m telling you, listen to someone who’s currently doing exactly that and having much success.
-Cold Calls- this is something I will not do no matter what I hear from others. I wouldn’t even entertain the idea. I hang up on those who call me so why would I want to do it to someone else. However, if this matches your personality and market, do it..all..day..long. Just do yourself and those you are calling a favor and know what you will say to them. Have a script, your very own, not someone else’s words.
I’m sick and tired of spam calls myself. If I don’t know the number and they’re calling to either solicit or just extort money, I classify the call as spam. The owner of the phone number doesn’t know you and you are calling to solicit.
Door knocking- I’ve done this myself a very long time ago as a new agent and it worked. That was seventeen years ago. I know many still do it today and it works for them but not for me.
-Pop-bys- many do it and have a huge success rate. Just plan it correctly and know for sure it works in your area. If you were the recipient of the gift, what would you do with it?
-Facebook Ads- should you hire a company to do them for you? Yes..No..I don’t know..Facebook Ads work, they don’t work. I know they work if done right. Another channel to think about, I have also done Facebook ads but stopped a couple of months ago. 
-Mailouts- If you choose to mail out to a certain subdivision/area, consistency is the key. Choose your postcards/letters wisely so your message is read by the recipients.
-Building relationships-it’s not easy to receive referrals if you are a new agent, especially if you’re new to the area. It takes time. You have to start somewhere. You can join local clubs, the chamber, become an ActiveRain Rainmaker and start commenting.
Bottom line is, any of these would work if you know how to work them. It takes water, the perfect location, the right pot and lots of love to grow a plant and it takes time. They don’t grow tall overnight, well prospecting is no different. You may not see the results immediately but if you're consistent, it will come.
We’re only in June so start something new today, pick anything and give your best for one whole year.
What Works for One May Not Work for Others
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