If you’re a realtor fairly new to the game, you’ve probably taken the opportunity at conferences or conventions to network with some of the top agents. These agents are the ones who are in the highest percentile of earners in the industry and the ones eager new agents turn to for guidance and mentorship. No doubt they had a lot insight on many subjects, but one thing that would certainly have been mentioned is how much they rely on prospecting and associated management tools to expand their businesses.
This is the one thing we all know about lead generation – when used wisely, it can make you a fortune! Here are three other things you may not have known about real estate lead generation.
#1: All roads lead to sales
I was on holiday in the south of France a couple of years ago, driving along an old country road, and perched atop a hill I saw a magnificent chateau. I asked my friend how old it was and he replied that it was built in the thirteenth century. “Who owns it?” I asked. My friend shrugged. It was for sale, he told me. The same family owned it for all that time, but now they couldn’t afford to keep up the maintenance. It was on the market for the first time in seven hundred years. The point is: every property goes up for sale eventually. There is no such thing as a bad lead.
#2: You can turn them over quickly
Now, ye olde realtor who knocked on the drawbridge of that big old castle sometime in the thirteen hundreds who asked the duke if he’d ever thought about selling, had himself a tough time. But, it’s a fact that some leads are going to be viable sooner than others. The skill you want to hone is your ability to instantly identify the most promising leads from the rest, so you can go about converting them into listings.
#3: Patience is a necessary virtue
Think of leads like fruit on a tree. If you try to harvest all of them at once, you’ll waste time and energy on fruit that is not yet ripe. You want to pick the ones that are ready, but once you’ve done that, you wouldn’t want to forget about the tree! Go back the next day, and the next. Tend it; water it, and one day that unripe fruit will become perfect for plucking! Watch those leads; prompt them with the occasional phone call. Persistence will win in the end.
Sign up for the Vortex Prospecting Platform here!