Don't buy leads if you're in Real Estate | Grant Wise I've become convinced that buying leads as a Real Estate isn't lazy like Gary Keller was quoted saying a couple of years ago, it's dumb.
Now, I got my start in this business helping Agents understand how to generate leads. As I've been involved in the industry and led a massive amount of people to success, I've grown to realize that leads had very little to do with it.
Creating new opportunities is very important, but if you're missing two other major components, you will experience ridiculously weak results.
Today, if you don't also have a developing brand, more leads will not help you.
If you do not have a Sales Process that you implement without fail for every single lead you generate, then you will fail.
The amount of people in this industry who are appalled at the notion the new leads they just purchased aren't ready to buy tomorrow is a joke in and of itself.
If you pay attention to your purchase behaviors, you'll see that you have pretty consistent patterns you live through when you make a buying decision.
You may discover a new product and even register to learn more about it (lead). It's usually after this; you begin to do your research to build a relationship with the said company in some way, shape, or form (brand). After you've done your due diligence, you'll typically look into how you do business with this company (sales).
If anyone of these critical components is missing, you'll end up with very mediocre results.
Mediocre results are what the entire Real Estate industry is feeling right now, and it's evident how "over it" most Agents are.
Stop focusing on generating leads and start focusing on implementing systems that will help you generate commission checks.
Stop worrying about your Cost Per Lead and start worrying about what your Cost Per Customer is.
Stop acting so surprised that you're getting crappy results when you're giving crappy effort. Getting clients isn't hard, and your weak results are not shocking.
You are in control here, so act like an actual business person. Stop being lazy. Start generating customers (commission checks).
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