- Lead generation requires patience and consistency for success.
- Teams should seek structure and designate roles to manage and convert leads.
- To handle lead generation at a high volume, a system needs to be in place to ensure solid conversion rates.
Have you ever heard the expression teamwork makes the dream work? This is especially true when teams or individual agents in a brokerage have to work together to generate, incubate and convert leads into a working pipeline.
Whether you are a new agent looking to build a pipeline from scratch or a brokerage looking to offer more value to your agents, lead generation will play a huge role for all members of your real estate team.
Dale Archdekin is an inside sales and lead generation coach who helps top real estate agents and companies build and manage successful inside sales teams.
He was kind enough to allow me to talk with him about lead generation and what teams and brokerages can do to position themselves for success.
Archdekin is currently the director of lead generation for the No. 5 mega team, Global Living Companies, with Keller Williams Realty.
He uses his 15-plus years as a telephone prospector and direct experience to successfully guide others through the difficulties in creating a productive and profitable inside sales department.
What is the most important thing a brand new agent should focus on when developing a plan to generate leads?
It is all about time blocking their schedule for lead generation. If you are new to the business and you do not have a pipeline, lead generation needs to be like breathing.
Lead generation should be something you do every day that you have no option to skip. Just do it.
When seeking out leads, find a niche and narrow focus to connect with a specific audience. Figure out who you want to work with (investors, builders, attorneys, etc.), and then target them with your lead generation efforts.
What can someone who has been in the business for a long time do to ‘revamp’ their current lead gen plan?
For established agents, hiring a dedicated inside sales agent to work lead generation can make a huge difference in their current lead generation plan. This person can ensure that all the leads coming into a team are nurtured and converted properly for the main “rainmaker” agent.
In your opinion, who are the essential players required for a successful team? ( roles, duties, etc.)
You will need to spend time interviewing the right individuals to fill these positions. Previous management experience is a plus for all three roles.
Director of lead generation: Oversees all lead-flow, follow-up and conversion. Manages web traffic and organizes database.
Director of sales: Oversees all outside sales agents. Increases amount of sales transactions.
Director of operations: Manages the administration tasks of transactions and day-to-day operations of the team.
Do you have any favorite CRM tools that you recommend?
Not at this time. Every CRM has positives and negatives. Agents can find success using high-end tools like Salesforce, Infusionsoft and BoomTown or simple methods like Excel or 3-by-5 [inch] index cards. The key is follow-up.
If you had to name an influential mentor in your life who has helped you become a lead gen expert, who would it be?
Mike Ferry coaching, Jay Abraham, Dan Kennedy.
Finally, what is your best piece of advice for agents when they are struggling with committing to a consistent lead generation plan?
Look around and realize that there are so many people who have succeeded at the game of real estate. You can do this, too; have blind faith, stop trying and keep doing.
If agents are interested in learning more about developing a strong team-oriented lead generation plan, how can they get in touch with you?
Join in the fun: The Facebook group where top teams discuss inside sales and lead generation.
By day, Rachael Hite helps agents develop their business. By night, she’s tweeting for listingdepot.com.