Realtors: You'll never have a lead problem after this
Summary
TLDRIn this insightful episode, the hosts address a common challenge faced by real estate agents: the struggle with lead generation. They emphasize the importance of a multi-layered approach to prospecting, moving beyond one-dimensional tactics like single calls or emails. The discussion highlights the necessity of understanding the business as a whole, setting long-term goals, and developing a strategy to avoid running out of potential clients. The hosts also stress the significance of belief in one's ability to sell, the effort required to succeed, and the value of self-accountability in achieving consistent results in the real estate industry.
Takeaways
- 📈 Lead Generation Mindset: The script emphasizes the importance of changing the mindset from 'I don't have enough leads' to understanding that with a strategic approach, there will always be people to talk to.
- 🔄 Multi-Layered Approach: Agents should not be one-dimensional in their lead generation efforts. They need to employ various methods such as calling, texting, emailing, and door knocking to increase the chances of making contact.
- 📞 Persistence in Contacting: Successful agents will call a new lead multiple times within the first few days of acquiring the lead, demonstrating persistence and the importance of repeated attempts.
- 🏠 Door Knocking Effectiveness: The script suggests that door knocking is one of the most effective methods for generating leads, despite not being the most efficient.
- 🤔 The 'Now' Business Misconception: Real estate is not a 'now' business where immediate transactions occur. It requires patience and consistent effort over several months to build a successful pipeline.
- 🎯 Targeted vs. Wide Net: Instead of casting a wide net with many low-effort contacts, agents should focus on fewer leads and make multiple, high-effort contacts to increase the chances of conversion.
- 💡 Creative Problem Solving: Agents should think creatively about how to get in touch with potential clients, such as using social media, public records, and personal referrals to find common connections.
- 🚀 High Effort for High Reward: The script highlights that top producers in real estate invest significant time and effort into their business, often spending several hours a day on lead generation.
- 🔑 Belief and Conviction: Having a strong belief in one's ability to sell a property and the conviction to follow through with multiple contact attempts is crucial for success in real estate.
- 🔄 Consistency Over Time: Consistent effort in lead generation and following up with leads is more important than sporadic, high-volume attempts that lack persistence.
- 🛠 Skill Development: Along with effort and belief, developing the necessary skills for lead generation and conversion is key to becoming a successful real estate agent.
Q & A
What is the common issue that real estate agents face when it comes to lead generation?
-The common issue is that agents often feel they don't have enough leads or people to call, which they believe limits their business opportunities.
Why do agents often struggle with the concept of 'now business'?
-Agents struggle because they often misunderstand the nature of real estate transactions, expecting immediate results similar to other industries, whereas real estate typically requires a longer-term approach.
What is the main mistake agents make in their approach to lead generation?
-The main mistake is taking a one-dimensional approach, focusing on a single method of contact without diversifying their strategies or sources of leads.
Why is a multi-layered approach important for effective lead generation?
-A multi-layered approach increases the chances of making contact and engaging with potential clients by using various methods and sources, rather than relying on a single method.
What is the 'video sniper text' mentioned in the script?
-The 'video sniper text' is a strategy where agents send personalized video messages to potential clients, aiming to create a more engaging and memorable first impression.
How does the concept of 'sorting gumballs' relate to prospecting in real estate?
-It's a metaphor for the process of sifting through many unmotivated sellers (blue gumballs) to find the motivated ones (red gumball) who are ready to sell their homes.
What is the significance of door knocking as a lead generation strategy?
-Door knocking is highlighted as an effective strategy because it often requires fewer attempts to generate a quality lead compared to other methods, despite not being the most efficient.
Why is it recommended for agents to diversify their lead sources?
-Diversifying lead sources helps agents to mitigate risks associated with market shifts and competition, and it can also lead to less friction and rejection in the sales process.
What is the 'success triangle' mentioned in the script, and why is it important?
-The success triangle consists of belief, skill, and effort, with accountability at the center. It's important because it outlines the key components needed for an agent to be successful in real estate.
How does the script suggest agents should approach their daily activities in terms of lead generation?
-Agents should spend a significant portion of their day proactively generating high-quality conversations through various methods, rather than just the bare minimum.
What is the impact of consistency on an agent's long-term income in real estate?
-Consistency is crucial as missing key days of effort can significantly reduce long-term income, emphasizing the importance of regular and persistent lead generation.
Outlines
📞 Lead Generation Challenges and Strategies
The video script addresses a common issue among real estate agents who feel they lack sufficient leads. The speaker suggests that this mindset can be transformed through a lead generation masterclass. They emphasize the importance of understanding the business holistically, setting long-term goals, and having a strategy. The episode aims to change the perspective on lead scarcity and highlights the mistake of a one-dimensional approach to lead generation. The speaker proposes a multi-layered approach to create conversations and stresses that prospecting is a marketing activity with the goal of finding motivated homeowners to sell.
🔄 The Multi-Layered Approach to Prospecting
This paragraph delves deeper into the multi-layered approach to lead generation, contrasting it with the common one-dimensional method. The speaker argues that successful agents do not just call or message potential clients once. Instead, they employ various methods such as video texts, social media messages, direct mail, and cold emails over several days. The emphasis is on the frequency and variety of attempts to contact leads, which significantly increases the chances of making actual contact and securing listings. The paragraph also touches on the importance of having a strong belief in one's ability to sell and the necessity of high effort in lead generation.
🚪 The Efficacy of Door Knocking and Deep vs. Wide Prospecting
The speaker discusses the effectiveness of door knocking as a lead generation strategy, suggesting it requires fewer attempts to generate quality leads compared to phone calls. They challenge agents to focus on a multi-layered approach, including door knocking, for a month and track their results. The paragraph also addresses the idea of 'now business,' suggesting that real estate is not a 'now' business where immediate transactions are common. Instead, it requires patience and consistent effort over several months to achieve success.
💰 The Reality of Real Estate Business and Patience
This section of the script highlights the misconception that real estate is a 'now' business and emphasizes the need for patience. The speaker points out that most agents have financial pressures and may underestimate the time and effort required to be successful in real estate. They compare real estate to other industries, noting the differences in transaction speed and the effort required to secure deals. The paragraph also discusses the common background of agents, suggesting that many enter real estate not by choice but as a second option, and that success often comes to those who have paid their dues in other industries.
🔄 Diversifying Lead Generation for Long-Term Success
The speaker encourages agents to diversify their lead generation strategies beyond just for sale by owners (FSBOs) and expired listings. They argue that focusing solely on these sources can be challenging due to high competition and the nature of real estate transactions. Instead, agents should consider targeting other segments such as downsizers, properties free and clear of liens, and absentee owners. The paragraph also stresses the importance of building a pipeline with less competitive lead sources to ensure a steady flow of listings in the future.
🕒 The Importance of Consistent Effort and Time Management
The final paragraph addresses the issue of effort and consistency in real estate lead generation. The speaker criticizes agents who claim to do everything possible to succeed but only spend a minimal amount of time on proactive lead generation. They advocate for a time audit to assess how much time agents actually spend on acquiring clients and suggest that most are not putting in the necessary work. The paragraph concludes with the idea that success in real estate comes from consistent effort, treating the business seriously, and avoiding distractions.
Mindmap
Keywords
💡Lead Generation
💡One-Dimensional Approach
💡Prospecting
💡Pipeline
💡Multi-Layered Approach
💡Expired Listings
💡For Sale By Owner (FSBO)
💡Marketing Activity
💡Motivation
💡Accountability
💡Success Triangle
Highlights
Agents often feel they don't have enough leads, a common issue discussed in the episode.
The importance of understanding the long-term goal and having a strategy for lead generation.
The common mistake of agents taking a one-dimensional approach to lead generation.
The concept that prospecting is a marketing activity aimed at finding motivated homeowners.
The need for a multi-layered approach to creating conversations for effective lead generation.
The ineffectiveness of calling leads just once or twice and then giving up.
The strategy of calling new expired or for sale by owners multiple times on the first day.
The use of video text messages, social media, and direct mail as part of a comprehensive lead approach.
The exponential increase in contact likelihood with multiple attempts and methods.
The necessity of having a strong belief in one's ability to sell a property for effective lead conversion.
The idea that agents need to treat each lead generation activity as if it's crucial for immediate success.
The suggestion to go deep with fewer leads rather than wide with many, especially with high competition leads like expired listings.
The importance of patience and understanding that real estate is not a 'now' business for quick transactions.
The challenge for agents to track their lead generation efforts and the outcomes over 30 days.
The argument that agents should diversify their lead sources to avoid being one-dimensional.
The impact of consistent effort in lead generation and the power of not missing key days of work.
The role of self-accountability as the highest level of accountability for top producers.
Transcripts
so one of the agents we're we're
coaching
um brought up something that I think is
super common that I want to talk about
in today's episode and that is this that
this agent just feels been like you know
I just don't have enough leads I don't
have enough people to call uh I get
questions like that all the time on
YouTube too you know I'll post um I'll
post a video maybe talking about for
sale by owners or expired listings and
in the comment section 100% of the time
it's like well I just don't get that
many expired in my market and so uh who
else am I supposed to call if I want
business right now and so it's a it's a
thing that I think most agents really
really struggle with and what I think
today's episode's going to turn into is
probably like a lead generation master
class in that when we walk through what
we're about to go through I think people
will look at this whole mindset of I
don't have enough leads they will look
at that completely differently at least
that's my goal and and I'm sure you see
this all the time too right 100% yeah
and and I think really we'll just unpack
this point by point but in a nutshell
it's um just just really understanding
your business as a whole what is the
long-term goal and having a strategy and
if we set that up ahead of
time and we really attack this the right
way you're never ever to your point
going to run out of people to talk to
yeah that's exactly right so let's let's
first talk about this idea
of Agents taking the approach of lead
generation and being
one-dimensional so here's here's I think
the biggest mistake that I'm seeing that
that agents are making when it comes to
lead generation is they say okay I need
what they call now business I get it
most agents in the business need now
business because they don't have a
pipeline and for a lot of different
reasons maybe we'll get into that maybe
we won't but most agents take a
one-dimensional approach to lead
generation what what does that mean that
means that if they're going to go after
let's just say new for sale by owners
and new expired listings they might call
them once or twice not get in touch with
them and say well I have no one to talk
to and from a coaching perspective I'm
not surprised and so they have to take a
multi-layered approach to creating
conversations the thing that I think a
lot of Agents misunderstand is that
prospecting actually is a marketing
activity it's a marketing activity
meaning that the goal of prospecting is
to is to find a homeowner who has the
motivation to sell their home that's the
goal of prospecting it's like you and I
have always talked about it's like
sorting gumballs right it's like going
to the gumball machine that's filled
with blue gumballs with the promise of
finding the red gumball and it's like
nope blue Gumball blue Gumball blue
Gumball blue Gumball and so so what is
the point the point is if the goal of
prospecting is really just a marketing
uh um it's a marketing activity they
call it t marketing for a reason right
and so if that's the goal we have to
look at this and say okay we need a
multi-layered approach if I'm going to
have enough of these conversations to
find somebody with motiv to sell a house
so that I can get into the sales process
and the sales process picks up when you
find somebody who has the motivation to
sell does that make sense 100% yeah just
the simplest way I'm sitting here and
think about is a billboard you're
marketing to masses telemarketing it's
one to one one at a time yep that's
exactly right so let's just look at the
the new what I think is the most common
when we talk about getting new expired
listings and new for sale by owners it's
probably the most common lead pillar
when it comes to prospecting that most
agents think about and so let's give
some examples of what I mean by
multi-layered approach so if you're just
going to let's just say you get a new
expired lead and you're just going to
pick up the phone at 8:00 a.m. and call
that person once or twice my belief Ben
is that you shouldn't even you shouldn't
even make the call if that's what you're
going to do and think that that approach
is going to get you enough
conversations based on your competitors
it just won't save yourself the time
save yourself the the the the emotional
frustration that you're going to have
when it comes to prospecting if that is
all you're going to do because what I'm
about to walk through is what agents
that have a lot of success actually do
so I can give agents some perspective
because I think they don't know what
their competitors are doing to actually
convert an expired listing or for sale
by owner I think that would be really
helpful if we if we shared that so A
multi-layer approach and I'll get your
thoughts on this Ben in in a second
would be this is what people listening
to the show this is what your
competitors are doing so yes they are
calling for sure absolutely that is part
of the process but they probably call a
new expired or a new for sale by owner
call it four to six times on the first
day that thing hits the market they're
going to show up uh and knock on that
person's door they're going to send that
person a video textt message we call it
the video sniper text they're probably
going to send that person some type of
direct message via social media on
Facebook Instagram or LinkedIn or all of
the above they're uh they're they're
probably going to have something go
through the mailbox so they can reach
them via that methodology as well
they're probably going to send them a
cold email as well this is all going to
take place over the first 3 to 5 days
that a new expired listing comes into
the marketplace and so when you look at
the multi-layer approach any any person
with any type of marketing experience
would tell you that it is about the the
the depth at which you go from an
attempts perspective that will determine
whether or not you ever make contact or
not versus let's just say you've got 10
leads if you were to attempt to contact
all 10 leads once
and go wide it's not going to work very
well versus having those 10 leads and
attempting all 10 leads 10 different
times versus with 10 different
methodologies the likelihood of making
actual contact with that person goes up
uh uh exponentially more and so when we
talk about a multi-layer approach that's
what I'm referring to you know what are
your thoughts on on that first
point how hungry are you is what comes
to mind because you say you need now
business you you say you
want a check tomorrow right well why are
the agents that are having a lot of
closings each month doing 10 times the
activity like how bad do you want this
yeah what would you do if you had to get
in touch with somebody that that's what
just comes to mind and the way that you
outlined it if I have to get a hold of
somebody I shoot I'm I'm going to knock
on their door I'm going to try calling
them I'm shoot let me try Facebook let
me try this and you sit there with a
list of people to
call you don't get a hold of them and
then you just say well I guess this
doesn't work right what would you do if
you had to get like treat each one of
those like I have got to talk to this
person um just we we talked so much
about the success triangle we have
belief we have effort we have
skill okay we can give you all the
skills right right now you're talking a
lot about effort but if you don't have
the belief as well layered on top of
this you're you're only going to be as
weak or as strong as your weakest link
in that success triangle so I think it's
helpful to kind of just with that
mindset as we attack the skill and
effort side that you're talking about
with it all um that's really going to
connect it all for you and get you those
results that's a really good point when
you talk about the belief because you're
you're you hit youal you brought
something up that I didn't even think
about which is if an agent doesn't have
the belief that they can actually get
this property sold like we're talking
about true conviction One agent says I
need to get a hold of this person
because I know I can sell that house I
know that neighborhood um I know I can
sell that house it is insane that that
home failed to sell I know I can sell it
I'm I need need to get a hold of this
person I can really help this person out
I know I can help them versus the agent
who's you know filled with fear
insecurity doubt you know I I don't even
know what I would even say to that
person if I even got him on the phone I
don't hell I I don't know what I would
do Ben if I even got to the home to
demonstrate how I would even attempt to
to sell their home any differently than
any other agent I don't know that I
don't believe that and so thus their
effort shows up in a way that is very
very low that's a really really good
point for the audience to take away the
other thing is you're exactly right if
you had to get in touch with this person
what would you do and if you are in the
audience to Ben's Point you'd sit there
and come up with a lot more creative
ideas than just call one
time I I I guarantee it if you had to
get in touch with this person if there
was the best insired listing lead that
came up in your neighborhood you knew
the property you knew the neighborhood
you were super confident if you had to
get in touch with that person what would
you do and you'd come up with a lot more
than I just brought up like another one
that's really good is to is to go into
the public record search for the
property owner put them in Facebook and
see who you have friends in common reach
out to the person that you know and see
if you can get a personal referral see
if you can get a personal introduction
this is a another L another approach
that most agents don't take chances are
if you're selling real estate in the
city in which you live you probably are
going to have someone in common not
always not always I can just see people
in the comments section well what if I
don't we just gave you I don't know five
10 different ways to make contact
contact and so the point is going deep
versus wide if it if you're going to
focus on what we would consider now
business and expired listing or for sale
by owner I'm going to make the argument
that you go deep versus wide now an
approach we're going to talk about in a
second might contradict that and I'll
and I'll tell you why in just a minute
but if you're going to go after now
business the downside of that fsbos and
expired is the level of competition
you're going to have so if you're going
to make those lead sources work you're
going to have to go deep not wide that
means this that means that rather
than if you get 10 20 expired a week
rather than calling all of them a few
times and then saying well I get what I
get select less of those leads and focus
on a higher contact attempt approach
over a longer period of time and your
results will be a lot better that's what
I would say when it comes to for sale by
owners and
expired most agents I see if I go Shadow
an agent here's what I see maybe they
get their leads from a Vulcan 7 which is
where we recommend you get this type of
data from they load up the dialer at 8:
a.m. they hit start and whatever
contacts they get from that activity is
what they get for the day I'm like well
that's
it well yeah what else should I be doing
right they're doing exactly what
everybody else is doing so I think you
brought up a lot of good
points I think too just with with the
point you just made uh
we this is going to be hopefully not
derail people or you know we're talking
about not being one-dimensional if if
you've gotta really go after
somebody and you're talking about
contacts and you are going after expired
you're going to have less but if you
have the right ones the goal is to get
the listing to get the appointment so
let's just not lose sight of that
because if you made one call you made
one appointment do you and you get one
listing do you care how many contacts
you made no that's a second factor that
we factor in right so if you really are
going
super deep on this and you're talking to
the right people you might not need to
make 40 contacts every day 50 contacts
yeah no it's such it's another great
point you bring up because it's like
when we talk about average contact rates
and average
conversions that's why I have a lot of
the agents that I coach Ben I'll ask
them to say listen how many times if
you're going after these expired
listings as part of your lead generation
strategy how many doors are you showing
up on because we know with door knocking
just as an
example you don't first off you don't
have to have as many attempts and you
don't need as many conversations to
generate one quality lead certainly when
it comes to listing appointments set
door knocking is probably the most
effective now I get it's not the most
efficient I didn't say efficient I said
effective to your point here's the
challenge I would give every agent
that's that's listening to this if
you're going to go after expired and for
sale by owners if you're going to do
that we talked about having a
multi-layered approach but I would
challenge every single one of these
agents to say
okay go and make door knocking one of
your focuses of the of of your approach
for the next 30 days and track it and
see what happens go and track the number
of conversations to lead generated that
ratio and I bet you it's way better than
phone call to lead generated that'd be
number one number two then go track
conversation or or or yeah lead to
appointment set ratio bet you it's way
better than 20% that's what we see over
the phone listen I love the phone I grew
up on the phone I'm a huge phone guy
right I'm just saying having a
multi-layer approach okay so we talked
about for sale by owners we talked about
the the now business the last point I
want to make on now and then I'm going
to shift gears and talk about a
different lead pillar in a second is
is this mindset or understanding about
what now means you see this is the other
issue that we have with our industry is
a lack of
patience I understand that most of the
agents in this business have money
problems and the reason why they have
money or or because of they have because
they have money
problems they behave in a way that hurts
them even more it pushes them even
further and further and further away
from actually making money with the need
and the desper and all that stuff that
comes with
it the problem with our industry is we
are not in a now business uh we're not
in a now type of transactional Industry
selling real estate as everybody already
knows is not like selling Widgets or
cell phones or even insurance or even
mortgages for that matter because when I
was in the mortgage business Ben you
could call any homeowner that had a
mortgage and potentially look at a
refinance today you could like make
sales today off the first Contact like
that's what we do you know what I mean
that's why um real estate is so
difficult to find a deal it's not like
Insurance even when we had our insurance
company you could call anybody who owned
a home or a car and look at uh redoing
their their insurance if you could give
them better coverage and lower their
overall Insurance exposure and cost dude
you could get deals every day we did get
deals every single day it was way way
easier and so my whole point in this is
that this whole idea of now
business you're not in an industry where
you're getting paychecks as you guys all
know like okay I got to get paid Friday
dude this is going to take a couple
months of
of an from an effort perspective that
you're probably underestimating quite
frankly it's probably going to take you
three to six months of doing really
difficult work for you to have any type
of real consistency and that 3 to 6
months is is a price that I think Ben
most agents uh say they're willing to
make but rarely do I don't know if you
see it differently but I don't know what
your thoughts are on
that well something we've kind of as a
sidebar talk a lot about is how did you
end up in this
business and I would argue now I know
there's there's going to be people that
don't fall in this but I would argue
most people did not end up in real
estate by
choice it was a second option it was a
it was a alternative nobody said at six
years old I want to grow up and be a
real estate agent right nobody dresses
up as a real estate agent for Halloween
I'm sorry maybe a few people do uh as an
adult as a joke but um that's my point
how did you end up here and now you're
getting into a profession and you want
to make a lot of money when other people
in that can make this kind of money are
going to school for five six eight 10 12
years yeah so that that's just kind of
the first piece yeah and then they come
out of school and then they have like on
the job like you know uh training and
and they have to do certain things you
know I think you make a really good
point Mo most agents have the ambition
to earn what an orthopedic surgeon earns
you know it's rare that you and I would
bring on a coaching client and they say
yeah I'm looking to make 50 60 Grand a
year you never hear that you know it's
always I want to make 100 150 200 250
500,000 million dollars a year always
these huge huge huge huge numbers and
then you say okay well when you look at
the type of people that make that type
of income and you look at like how they
behave and what they do um I think a lot
of people have a lot of work to do with
looking in the mirror you know yeah so
and do we have some people that
are young people that come in we coach
and they hit the ground running and they
do really really well absolutely but I
would argue more often than not people
that get into real estate and they hit
the ground running and they have a ton
of success it's because they paid their
dues somewhere else right A different
industry life experience whatever it is
and then we just give them The Playbook
but they have the character traits the
beliefs and everything else that they
need to just soar and they do that's
what I just wrote down what's that
character
traits that's the difference so not to
get into that too much but you're
exactly right it's
like the people that hit the ground
running yeah they they come right into
this thing and their effort you know I
just I just had an agent on on the
podcast last week you know Cade you know
and we spent I don't know a good 45
minutes going through his entire
business to show people that are getting
into this business or they're not
earning multiple six figures a year and
one of the things he said is that he
spends six hours per day in lead
generation so the question goes back to
how we started off the episode if you
really wanted and you really had to make
this thing work and you really had to
succeed in this business what would you
do to make it work you do everything you
possibly could but what do we see we see
people that do the Bare Bones minimum
Bare Bones minimum and then say it
doesn't work you know one of the best
quotes I've ever heard I posted this on
Instagram the other
day is oh you can't not be consistent
and say it doesn't
work it's like the best thing ever right
it's like you can't try something a
couple times and then say it doesn't
work okay so let's let's keep going so
we talked about fsbos and expires having
a multi-layer approach the other thing I
would I would tell people is that um
oh having a
more diverse or having some diversity uh
uh in your lead generation it's like
don't we talk about the other part of
being onedimensional
is if you're just going after fsbos and
expires because you think it's the the
now business there's a lot of challenges
with that business model a ton right we
talked about the level of competition
there's a lot of other challenges with
it as well but if you don't have any
like um if you're not going to diversify
I said diversity but diversify uh your I
guess it's the same thing really if
you're not going to div diversify your
lead generation and you're just going to
be in this onedimensional world and you
don't have a lot of skills you don't
have a deep rooted belief and you don't
have a lot of effort again I might argue
like well why are we just going after
the hardest lead sources to convert why
wouldn't we diversify a bit why wouldn't
we start to go after maybe some
downsizers wouldn't we go after maybe
some some properties that are in your
Market that are free and clear why
wouldn't we go after some absentee
owners you know why wouldn't we be
focused on like a just sold campaign or
a bullseye prospecting campaign where
there's zero competition and you could
find yourself getting into good
conversations with homeowners that may
want to sell their home easier less
friction less rejection less competition
and start to build out a pipeline so
that in three to six months you have
really good listings at great price
points in the areas in which you want to
work without having to deal with all the
downside of just being a one-dimensional
uh uh business with just for sale by
owners and expired you know what I mean
100 per. yeah because if we want to go
after something that is now business
right and we run out of people to
call if you do nothing you're gonna get
nothing but if you layer on the next
best thing you have a high high chance
of getting some now business even though
it's not a long-term now based business
strategy that's the effort the contacts
are going to
outweigh uh not doing anything if that
makes any sense yeah I mean it's like
okay well if you're going to spend maybe
a couple hours going after for sale
Byers and expired and you're going to
tell me Brandon I need to get paid as
fast as possible and I don't have any
listings I don't have any clients then
I'm going to say okay just like the
conversation that I shared with Cade
it's like okay if you're going to do
this full-time you really going to make
this work and you're going to work 8 10
12 hours a day for the first three years
what are we doing with the other 10
hours a
day I've always said you're either on an
appointment trying to earn a client's
business or you're looking for one yeah
but that's not what I see again I Shadow
an agent I put up the stopwatch and I
say okay how much time are you spending
generating qual uh like in in client
acquisition lead generation and it's
very very little versus the time they
spend doing God knows what you know and
I posted a video last week on doing the
time audit right and saying okay well
let's track this for 30 days how much
how many hours per day on average are
you spending actually generating high
quality conversations most agents you
know when we do that exercise we find
out they're spending less than one hour
per day Ben less than one hour per day
in proactive lead generation that would
lead them to earning money and then they
have the
audacity the audacity to say dude I'm
doing everything possible to I'm like
wait a minute you're doing everything
possible to make this work for your
family no no no let's let's give a
really uh committed effort over the next
30 days and people will be shocked when
they start to really track this stuff
they say wow I wasn't even I wasn't even
scratching the surface from an effort
perspective cuz I think most agents
vastly
underestimate the amount of effort it
takes just to be average in this
business you
know 100% And you you look at people
well you did it you've shared this story
many times you go follow a top producer
you sit down with them and you're like
all right cool give it to me what's the
secret I got to hear it and he's like
yeah sit there you can watch for the
next six hours and see what the secret
is and you're like oh wow he's doing
you're sitting there waiting you're
waiting you're waiting you're waiting
when am I gonna see it keep going no I'm
I'm your spot on you sit there you watch
you listen and you're like man he's not
even that good he's not even that good
I'm better than he
is but guess what he's just doing it and
he's doing it every day without doubt
and I think we have we we we get into
this business for the freedom
right
and something comes up and we get
distracted we do it and and we don't
treat this like we're clocking in and we
have to be there right I'm not like I I
don't want to go down that tangent but
anyway that's it you you just got to do
the work you got to show up you have to
be consistent go back to that Financial
video you showed of missing the top 10
days the power of missing a day and what
that has effect on income long term it's
it's just insane yeah and I'll link to
that video uh in the description Ben
because that's a really good point and
you hit it knowing versus doing you know
again I used to have agents Shadow me
all the time I say all right well uh
you're not going to like what you see
well what do you mean what do you mean
what do you mean what do you mean it's
like well come on come on over come hang
out you know
and it's exactly what you said it's the
agent saying well well I know you didn't
do anything that I didn't know I should
that I didn't know how to do I'm like I
know that's not the point you missed the
point I'm doing the things that you know
you should be doing that you're not
that's the only difference you know it's
the disease of knowledge it's like well
I know that so that can't be the secret
well I've heard of that that can't be
the secret and we're searching for
information where the results live in
the doing and that's where it's all
being missed and so you know just to to
to put a cherry on top of this thing
it's like listen first off you have to
take a multi-layer approach to to lead
generation right we've always said have
three to five different sources of
business don't just go after one source
of business because as Market shifts
you're going to be in trouble that's
number one number two take the same
multi-layer approach to generating
conversations so whatever the sources of
business are going to be and hopefully
you have three to five of those sources
of business you should then have three
to five different ways of contacting
those lead sources not just one it's not
just text it's not just Direct mail it's
not just calling it's not just door
knocking it's not just direct messaging
it's not just emailing it's not just one
it's a multi uh approach to lead sources
and then a multi approach to convers or
generating those conversations Ben
agents don't do those two things as a
result of this episode they
won't I believe they won't ever say I
don't have any people to talk to ever
again any last thoughts on that yeah I
I'll I'll put a bow on on kind of my
belief point point of we come back to
this success triangle that you talk
about all the time right we talked about
the three belief skills and effort in
the middle is accountability right so as
you get started a lot of times there's
different layers of accountability
people come to us for the the coach
accountability right through getting
coaching through being in our community
they get kind of that peer
accountability right which is another
layer through our challenges and
accountability groups role all that the
last and the highest level of
accountability is self- account
accountability those top producers they
don't need anybody to tell them to show
up right the coach gives you these
tactics right Brandon will lay it out
step by step exactly what to do he'll
build those beliefs with you through all
of that and then through all of that
over time you get to that highest level
where nobody has to tell you what to do
ever again you do it for yourself and
that's really where we see people
they're Unstoppable
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