As I travel the country giving seminars on how to overcome prospecting and lead generation reluctance (see www.yourcalltosuccess.com), I hear a common theme from agents. Many agents believe that their market is different, that they are facing unique challenges and that selling real estate is easier or better “somewhere else.” The reality is any agent can be successful (regardless of what the “market” is doing) if they focus their time and attention on the six income producing activities that lead to success in this business.
Top producing agents focus 80% of their time on these six activities:
- Lead Generation/Prospecting.
- Lead Follow Up.
- Listing Appointments/Taking Listings.
- Showings (to qualified buyers – if you are on the buys side of the transaction).
- Negotiating Contracts.
- Taking Price Reductions.
This may seem overly simplistic however if you are engaged in these 6 activities most of the time, your business must improve. Many agents say to me, “I don’t have contracts to negotiate, or I don’t have any showings, so how can I focus 80% of my time on those activities?” Although most agents don’t want to hear this…here it is “you must be prospecting and lead generating a minimum of 2 hours per day.” When you are prospecting, all the other activities take care of themselves. In other words, when you are prospecting you will have leads to follow up on. You’ll have appointments and listings to take, etc. It all starts with prospecting.
Now I know there are a lot of new ideas out there about how to generate leads. The bottom line is people buy real estate from people. People list homes with people. Technology is a wonderful thing however there’s no substitute for getting face to face with a potential client and talking with them.
If you are having difficulty prospecting or if you are just outright afraid to do so, take a look at www.yourcalltosucess.com . Within 30 days you can significantly improve your results.
John Alexandrov
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