When a market has slowed and you want to capture additional market share so your business doesn’t slump you need to make sure dealing with business never takes precedence over finding business. This may seem extreme, but if you do not adopt this mindset you will continually find other things you find more important than lead generation preventing the consistency you will need to be successful at capturing more than your fair share of the market. The number one thing that knocks agents out of real estate is a lack of consistency in this area. You might be able to get by in a hot market, but you’ll go out of business in a cold one.
I recommend 2 hours of lead gen 4 days a week. 3 hours, 5 days a week is better. Practice the PAR method. Prepare for the first 20 minutes, lead gen Activities for 80 minutes, record important information to you CRM for the last 20 minutes. Now, don’t feel like I am suggesting just locking yourself in a room to make cold calls. That’s an option, but to help we provided a list of activities for download including open houses, client events, calls to your database, lunches, coffee, FSBO, etc. check out the list.
I also recommend you alternate prospecting and marketing days. See last weeks video for more info. Just remember lead gen is not a single contact game, it is a consistent contact sport. Keep elevating our industry.
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Download: Lead Gen - Marketing and Prospecting
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David Veldkamp
RE/MAX GR
(616) 460-6123 (Call or text)