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Lead generation is like a machine. There are all these levers and buttons you can push to make leads drop into the funnel and create closings. The problem is most people think that you need to pull all the levers to get more leads. That’s not true.
You have to select a few key levers or else you’ll break the machine. If you are a brand-new agent, pick three levers. Those are three sources of business that you will focus on. Once you master those, you can consider adding a fourth.
What we know from Gary Keller’s Millionaire Real Estate Agent is that most top real estate agents have four or five lead sources that drive 80% to 90% of their business. You don’t want to spend too much time and effort on the wrong sources of business. You also don’t want to pick too many and spread yourself thin. Pick the lead levers that will work best for you.
I recommend that you should start off with your sphere, also known as your database or list of past clients. For most agents, this is their number one source of business. Market to your database systematically.
The other levers can be whatever you want. If you’re just start out, I recommend focusing on prospecting. That way, you can leverage your time rather than your money. At Keller Williams, we encourage you to lead with revenue. Once you have some revenue built up, you can enhance your marketing approach. When this happens, you spend money to attract leads to you. I would also recommend focusing on open houses and farming.
Finally, if you are a brand-new agent, I recommend only worrying about three lead levers. Master those before adding another. If you pull more than three levers, the machine will break.
If you have any questions, give me a call or send me an email. I would be happy to help you!
