• When you're feeling unsettled, it's because at the end of the day, you know you didn't leave it all on the table. You know you were lazy.
  • Identify three to five things that matter most to you daily. They should include making a specific number of contacts per day, lead follow-up and a minimum of one appointment set each day.
  • When it comes to lead generation, there is no one-size-fits-all. Find your individual strengths and create lead generation systems that capitalize on that.

Today, we continue exploring some important truths about your no. 1 job in real estate — lead generation.

Buying leads, social media ads, passing off the follow-up to your assistant — there is no shortage of “easy buttons” that are severe distractions to streamlining your business and gaining back your time.

Here are the final five things you need to implement now:

6. Master the lost arts of lead conversion and prequalifying

Becoming great at conversion and prequalification goes hand in hand with systematizing your lead generation. Don’t add more leads if you’re not able to convert and prequalify what you already have.

7. Know your numbers

Know your magic number. This is the number of listings you need to reach or exceed your income goal.

How many leads do you need to set the right number of appointments? What is your appointment-conversion ratio? How many contacts must you make to hit these numbers?

8. Understand the spokes in the wheel model

Systematizing your lead flow and creating consistent appointments requires that you have more than one spoke in your lead generation wheel.

9. Don’t add buyer’s agents or listing partners until you yourself have achieved the desired net income for 90 days to six months straight  

You must be the best at the things you propose your teammates do before you can expect to run a successful real estate team.

10. Create the same outcome with all of your systemizing efforts

Your job is simply to lead generate, follow up with urgency, prequalify, present, negotiate and close. The highest and best use of your time is to be on listing presentations, negotiating and closing.

Simply put? There are no short cuts. The better you are at systematic lead generation, the more abundance you’ll see in your business.

Want to get your time back? Stop trying to delegate the activities that make you money.

Subscribe to Tim and Julie Harris’ podcast on iTunes
 or follow us online at realestatecoachingradio.com.
Tim and Julie Harris have over 20 years’ experience in real estate. Learn more about their real estate coaching and training programs at timandjulieharris.com, or request more information about their programs at joinharris.com.

Email Tim Harris

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