If you want to have a successful real estate business, whether alone or as a team, your first job every day is to generate leads for tomorrow’s business.
Think about it. Without leads, you have no business.
Until you have too many leads, you have no other job. – Gary Keller
When I first started selling houses way back in 2006, I really didn’t know a thing about running a business. I mean, I had an idea, but I didn’t understand what a sales funnel was or how important leads are.
Lead generation is an all or nothing game if you want a steady paycheck in real estate sales. When you systematically look for leads, for even just a few hours per day, you will be amazed at how quickly you are overwhelmed with too much business (that’s when you hire an assistant).
A long time ago, I was the slacker agent who thought “when this deal is done I’ll get around to finding another lead” and…
I Went Broke
Today, after some hard lessons, the team I’ve helped build closes 10-20 deals per month (as I write this, I can see on our office board we have 14 homes under contract, and 16 more in negotiations).
The reality is you can’t generate a lead, secure a client, work a deal, and then start over again. It just doesn’t work that way. Your day should consist of generating leads, following up with past leads to further the sales process, servicing current clients, and closing business. Each day should consist of working through all elements of the sales cycle for multiple people in the process.
Consistency Pays Big Bucks
If you don’t consistently generate leads, you can’t consistently follow up with past leads, and you can’t service clients you don’t already have from past lead generating activity, which means you certainly aren’t closing any business if you haven’t generated clients.
It’s a vicious cycle, and the real estate sales cycle is too long to use hope and prayer as your primary marketing strategies. You must always be looking for tomorrow’s business, because it certainly isn’t looking for you.
Until you have too many leads, you have no other job.
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